You need to tune into your customer's needs otherwise you won't be able to communicate effectively with them.  Tuning in requires conscious effort.  What behavioural type is your customer - how do they buy? - as this will impact how you sell to them.      

 

So, how do I 'tune in'? You can use observation for non-verbal clues, questions to elicit the whole message, listen to the message and feedback to check you have understood correctly.

 

A customer's behaviour can give away a lot of information.  Download our fact sheet on how to identify what profile type your customer/s is/are.

 

Once you have identified who you are selling to you need to make sure you talk their language, and this could mean modifying your sales behaviour.

 

Download our fact sheet on the strengths and limitations of each of the profile factors ( Dominance, Influence, Steadiness and Compliance) when it comes to relating to and building rapport with clients.