Last updated on Sep 22, 2024

How do you adapt your communication style to match your prospects' personality and preferences?

Communication is a key skill for sales execution, but not everyone communicates in the same way. To build rapport and trust with your prospects, you need to adapt your style to match their personality and preferences. Here are some tips on how to do that effectively.

1 Identify their communication style

The first step is to identify what kind of communication style your prospect has. There are different frameworks and tools to help you with this, such as DISC, MBTI, or the four temperaments. You can also observe their verbal and non-verbal cues, such as their tone, pace, volume, gestures, and eye contact. Generally, you can classify communication styles into four categories: assertive, analytical, amiable, and expressive.

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Géssica Gabriela Carlesso

Sales Executive
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Particularmente, gosto de utilizar o DISC nas vendas. Algumas inteligências artificiais podem lhe ajudar a identificar o perfil psicológico do seu lead com base na conta do LinkedIn

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2 Adjust your approach accordingly

Once you have a sense of your prospect's communication style, you can adjust your approach accordingly. For example, if your prospect is assertive, you can be direct, concise, and confident. If your prospect is analytical, you can focus on facts, data, and logic. If your prospect is amiable, you can emphasize empathy, rapport, and harmony. If your prospect is expressive, you can use stories, emotions, and enthusiasm.

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3 Mirror their language and behavior

Another way to adapt your communication style is to mirror your prospect's language and behavior. This means using similar words, phrases, and expressions that they use, as well as matching their body language, voice, and energy level. Mirroring can create a sense of familiarity and connection, as well as show that you are listening and paying attention. However, be careful not to overdo it or make it obvious, as that can backfire and seem insincere or manipulative.

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Géssica Gabriela Carlesso

Sales Executive
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Recomendo fortemente a utilização da empatia Tática e da Rotulagem, técnicas descritas no livro “Negocie Como Se Sua Vida Dependesse Disso”. Essas técnicas geram empatia e engajamento com seu líder, favorecendo o estabelecimento de confiança.

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4 Ask for feedback and confirmation

A good communicator also checks for feedback and confirmation from their prospect. This means asking open-ended questions, clarifying points, summarizing key messages, and confirming understanding. Asking for feedback and confirmation can help you avoid misunderstandings, address objections, and gauge interest and readiness. It can also show that you value your prospect's input and opinion, and that you are not just pushing your own agenda.

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5 Be flexible and adaptable

Finally, adapting your communication style does not mean losing your authenticity or personality. It means being flexible and adaptable to different situations and people. You should always be respectful, courteous, and professional, but also show some of your own style and flair. Remember that communication is a two-way street, and that you can also influence and inspire your prospect with your own communication style.

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Géssica Gabriela Carlesso

Sales Executive
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Diria que este foi um grande desafio como vendedora: ser flexível e autêntica ao mesmo tempo. Porém, existem traços e valores que não mudarão; optei por conservar características que me definem, ou seja, criei um posicionamento. A partir daí, consigo adaptar meu discurso a depender do cliente. Essa estratégia tem funcionado para mim.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Oliver Pappas

Account Executive @ ReMatter | Official Innovation Partner of ReMA
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Adapting communication style to match a prospect's personality and preferences depends on sales cycle length; with far more tailoring possible in a 6-month+ cycle. The effective precursor to personality and preference is to tailor based on role and tenure. These will be the most predictable between companies because folks in entry, mid, and senior roles will care about different pieces of information. (Hint - consider all these variables when creating an ICP). Roles across these tenure levels are also measured against different metrics and incentivized differently. Thus, when looking to tailor communication style, understanding the role and tenure of your prospect will offer a head start which can be improved with preference/personality.

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How do you adapt your communication style to match your prospects' personality and preferences?

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1 Identify their communication style

2 Adjust your approach accordingly

3 Mirror their language and behavior

4 Ask for feedback and confirmation

5 Be flexible and adaptable

6 Here’s what else to consider

Sales Execution

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