It’s no secret building relationships with customers leads to business success. Customers like buying from people they know, trust and respect.
But building a relationship with a customer is rarely a simple task. Every customer is unique, not only in their purchasing power and business needs, but also in their personality and how they make buying decisions.
To have sustained success, salespeople need to be chameleons; capable of adapting their communication style, body language and mannerisms to match a customer’s personality and serve them in a manner they prefer.
“It’s like being a mirror,” Tom Niesen, sales trainer at Sales Made Easy, told attendees at the Used Truck Association (UTA) Selling for Success seminar at Peterbilt’s Denton, Texas, facility last week. “Approach him by how he communicates with you.”
Niesen said being a mirror isn’t about mimicry or outright copying a customer so much as intuitively watching and listening to how they communicate and responding with an equivalent tone.
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