STOP treating people the way you would want to be treated

Contrary to what you were taught in "sales training 101", the most effective way to earn someone’s trust is NOT by treating them the way YOU would want to be treated, but by treating them the way THEY want to be treated.

If you understand the emotional drivers that influence your prospect, you can adjust your communication style to resonate with their needs.

There are 3 types. "Accommodators" are focused on building relationships and earning approval.

On one hand, they’re easy to speak with.

On the other hand, their desire to be liked causes them to say “yes” without planning for the “how.”

Challenge: They will say yes to a meeting and then ghost you.

"Assertive" types are informal.

They like the feeling of being in control, need time to articulate their point of view, and tend to be abrupt.

Challenge: You may feel like you're arguing with them

Analysts are doubtful, quiet, and slow to trust.

They’re data-focused and have trouble making decisions in the moment.

They will need time to process new information

Challenge: We want a quick decision but pushing them will only push them away.

If you can identify your prospects style, you can anticipate their natural reactions and communicate more effectively, a skill that will make you more likeable and increase your influence.

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