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16 Octagon™ behavioral questionnaire

Matching buyer’s behaviors

You have already used the Octagon™ to profile your preferred style of thinking and working
in a number of different domains.

In order to flex your own natural style to better suit your buyers’ preferences and thus
build rapport, you first need to make an educated “guess” as to their preference.

Rapport is the ability to relate to others in a way that creates and maintains feelings of
trust and understanding.

The pyramid of rapport

• Pleasantries: a way of breaking the ice
and putting others at ease

Superficial • Establishing commonality: finding a shared
interest, experience

• Matching energy levels and language:
being in sync with the other person

• Reflecting back facts and feelings:
reassuring the other person that they
have been understood and recognized as
a human being
Deeper
• Self disclosure and being open with
feelings: being open yourself and
responding to the other person’s openness
builds a warmer relationship

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