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The Art of “Reading” People You Can’t See
February 22nd, 2010The Art of “Reading” People You Can’t See
a/k/a Cold calling and e-mailing “in style”
Our clients hear us talk about behavioral styles and the impact of modifying styles to fit the audience. We know that“people buy from people they like” and we tend to like people who are like us! When I can see your face, watch your movements and see what’s hanging on your office wall, I can get a good idea what you are all about. But, what about when I don’t get to meet you — when all of our communication is over the phone or by e-mail?
The good news for salespeople is that we all give “clues” to our preferences and our styles even over the phone and in writing. Now granted, it is harder to read someone when you don’t have all of the data but good salespeople can take some of the data and work with it. Even when we match the prospect or client just a little bit, our chances of creating a bond increase.
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