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THE ADVANTAGES OF UNDERSTANDING PEOPLE

BUILDING RAPPORT BY RECOGNIZING
CUSTOMER STYLES
Vanessa emphasizes a well-known adage in sales: people

are inclined to buy from those they like.

“ To become that person a customer likes, it involves

understanding their behavioral style—which isn’t com-
plex when you know what to look for. Pay attention to

the customer’s attire, body language, the nature of their

questions, their level of engagement, and if they seem to
prefer solitude. Do they come well informed about the

product? Are they overtly sociable or do they keep to

themselves? Do they seem uneasy when you approach?

“Answering these questions helps identify their style, sig-
naling how you might need to adjust. Should you increase

or reduce your energy? Should you dive into specifics

or focus on fostering a personal connection? Will they
make a snap decision or require time to contemplate?

“Recognizing these aspects allows you to align your ap-

proach, laying the groundwork for a trusting relationship

that puts the customer at ease and ready to engage.”

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