Are you missing opportunities?

Do you treat everyone you work with on a sales call the same? When introducing yourself to a prospect or new customer, do you leave the same message for everyone you call? Are the emails you send customers the same, except for the email address? Do you send the same LinkedIn connection request to everyone? If so, you might be missing opportunities.

Have you considered how your communication style might impact your ability to connect with a customer? Do you believe that people prefer to buy from people they like when all things are equal? We are more loyal and forgiving of people whom we enjoy and appreciate. When customers like a salesperson, they look for ways to buy from them. When customers dislike a salesperson, they often look for reasons not to buy from them.

You can make yourself more likable to your prospects and customers by paying attention to their behavior and understanding your own behavior. You can tailor your interactions with colleagues to make conversations, emails, and proposals more comfortable for them.