What’s Your Selling Style?

by Paul Castain on May 29, 2013

When you work with your prospects/clients do you tend to be . . .

More formal or conversational?

Technical or do you “dumb it down”?

More passive or more assertive?

Do you like to chit chat or get right down to business?

I could go on and on but there’s a much bigger point . . .

Nobody cares how you want to embrace selling!

They just care that you help them in a manner that speaks to THEIR style!

Adapt or disconnect!

The choice is yours but the judgment remains theirs!

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  • http://www.linkedin.com/in/TheLeadershipGeek Sean Michael Kelly

    After years of trying to be somebody else, I’m resolved to be myself, BUT there’s many ways to both be yourself and to connect with someone else by speaking to sensory modalities, behavioral styles (DISC, etc), and other factors. I think in many cases, the genuineness of authenticity goes a *long* way with many people.

  • http://yoursalesplaybook.com paulcastain

    I agree that we have to be true to who we are. I’m just a bigger fan of adapting that to fit those I serve.
    I look at in terms of a scale. I might be a 10 on the “call it like I see it scale” but I’m meeting with someone who might find that over the top harsh. So I dial it back a bit respecting their style while keeping respectful of who I am.
    Thanks Sean.

  • http://www.linkedin.com/in/TheLeadershipGeek Sean Michael Kelly

    Yep, I think we’re pretty close to being on the same page, just looking at it from either side. :-) Keep Rocking, Paul!

  • Dave A


    I, like you, am also a musician. We both had aspirations of being the famous performer (for me it was folk style, you rock). Yes, we both wound up in other occupations along the way. But one thing is common in comedy, music or sales, you may have your own style, but you have to “play to the audience”. You are much better received if you do and you make a better connection to your audience (e.g., client)!


  • Paul Lilley

    In 15 seconds you can see if someone is a relator or a director or a thinker or a socializer….when working with clients matching the way they want the information is what takes this to the next level. Lets say your a socializer…colorful storys are your way of selling….you run into a customer that is a director. Well he or she wants “Just the facts maam” type info. You as a socializer will blow this and be seen as and anoyance more then a help. Selling style matching the way a customer wants the information is the key here. Screw your “style” its about them, not you.

  • http://yoursalesplaybook.com paulcastain

    I agree Dave.

    I think what many people don’t understand is that while “playing to the audience” we can and should bring our style to the performance.
    Thank you for always taking the time to stop by and contribute to the comments section Dave. Much appreciated!

  • http://yoursalesplaybook.com paulcastain

    Very true Paul.

    Am I detecting some Platinum Rule influence in your comment? I’m a big fan!
    Thank you!

  • Ken Eggert

    Flexibility in your own style is definitely the key. No-one likes a talker no matter what your style is either. It’s an old sales cliché but as long as you listen and take your cues from the customer you will get a much better return out of any conversation!

  • http://yoursalesplaybook.com paulcastain

    Good point Ken. Thanks!

  • http://www.linkedin.com/in/TheLeadershipGeek Sean Michael Kelly

    Yes! The sales relationship is like any other relationship and calls to mind Covey’s 5th Habit “Seek First To Understand, Then To Be Understood.” It’s a habit that’s taken a lot of work for me to practice better and remains on my “map” of self-improvement!

    Thanks so much for the reminder! Merry Monday to you both!

  • http://yoursalesplaybook.com paulcastain

    Thanks Sean!

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