50 Habits of Top Performing Sales People Habits 28, 29 and 30

August 30, 2016 Selling Comments Off on 50 Habits of Top Performing Sales People Habits 28, 29 and 30

Continuing with the Six Interpersonal Skills let’s look at Habits 28, 29 and 30.

Habit 28: Be at ease with people.
Habit 29: Make people feel at ease with you.
Habit 30: Determine and accommodate a prospect’s/customer’s country quickly and modify your communication style to accommodate theirs.

Last month’s newsletter talked about being “on time” for appointments.  This month let’s focus on being at ease with your customers, making people feel at ease with you and accommodating how people deal with others.

How can you make people feel at ease? The number one issue is to be at ease yourself. If you are nervous your prospects/customer will be nervous. No one likes to be around a nervous person, it makes them nervous!

In Lou Busalacchi’s book, “Getting Off the Bid List”, he goes into detail regarding people’s “Country.” It would be great if you would go to that book and study those sections. A short description follows:

The word “Country” refers to peoples’ communication style. In, Getting Off the Bid List”, Lou addresses four communication styles as follows:

  • Control – Bottom line oriented people that do not like their time wasted. People from “Control Country” want answers quickly and concisely.
  • Fun – Big picture people that want to have fun and talk about what’s cool and do not like details. People from “Control Country” want to have a good time when working,
  • Peace – People who do not want to make waves, do not like confrontation and want everybody to be happy. People from “Peace Country” want everything to go smoothly.
  • Perfect – People, who want a lot of detail, do not want confrontation and do not want to be put in a corner. People from “Perfect Country” want to have as much information as they can get.

So, with these brief descriptions, you can see that not everybody is comfortable in the presence of everyone else.

To be specific ”Control” and “Peace” people are not comfortable in each other’s presence unless one or both of them modify their communication style. “Fun” and “Peace” people are not comfortable in each other’s presence unless one or both modify their behavior to accommodate the other’s communications style.  This is what is meant by being at ease with people and putting other people at ease. It’s simple common courtesy!

“A Habit” is not work, but just a thing that is done every day and learning how to be at ease with people and accommodating how people deal with others is critical to your success in sales and can easily become a Habit.

TIME MANAGEMENT.  For Top Performers every task is planned and focused on the goals that earn the results.  Top Performers plan and then engage.  They act on their plans, they work hard and they get results.

Coaching these skills is a critical part of what we do.  We are here to help you develop and implement your Strategic Plan and coach and develop the skills to implement the plan successfully.

We are having great success coaching and
 implementing these methods and skills and our clients love it!

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