/ Resources The Selling Skill that Will Better Connect You with Customers Guest: Mike Fisher How can you know what works and what doesn’t for connecting successfully with prospects and customers? How do some sales calls go so well- and others go south so quickly?… We all have a way of communicating. But how can you match up successfully to how your target customers communicate? One important way is to focus on their Behavior Styles — a critical selling and communication skill which Integrity Solutions’ Mike Fisher explores in this podcast. Listen Now Amazon iHeartRadio GoodPods More Options Your Host Will Milano Chief Marketing Officer, Integrity Solutions BEHAVIOR STYLES PODCAST TAKEAWAYS: Four basic Behavior Styles: Talkers, Doers, Controllers and Supporters Most everyone is a combination of several styles- they have a primary style and an ‘adapted’ or secondary style. ‘Talkers’ are outgoing, friendly, value relationships and make decisions emotionally. They’re more people and process-driven. ‘Doers’ are more direct, results-oriented, want concise information, and make decisions quickly. ‘Controllers’ are detail-oriented, deliberate, data and evidence-driven, and will weigh all options. They’re more security-driven. ‘Supporters’ need time to process information, are friendly and loyal. They avoid confrontation and are reluctant to change. QUOTES FROM MIKE FISHER: “Effective communication involves understanding your own style, adapting to your customer’s style, and then adapting communication to your customer’s style.” “From a selling perspective…you’re (going to risk) missing the mark when it comes to communicating with this person and the way they receive information.” “Who has to adapt? Well, I do.. They’re not going to adapt to me. I have to adapt to match THEIR style. Which means I need to know exactly what my Behavior Style is to be able to adapt to their style.” “One of the things to think about is, when you’re leaving messages, you need to mirror or think about the person you’re leaving a message for. I think you can get a long way by thinking about who you’re communicating with and what’s important to them. Leave your messages based on that.” RELATED LINKS: For more on leveraging Behavior Styles, read how they drive greater sales performance and impact coaching effectiveness. Your Guide to Leading, Coaching and Selling With Style (whitepaper) Find all of our podcast episodes here. The Mental Selling podcast can also be found on Apple Podcasts, Spotify, iHeartRadio, Google Podcasts or wherever you get your podcasts. Share This Post: Related Episodes The Secret to Building a Thriving Sales Culture Guest: Kevin Eikenberry In this Mental Selling episode, you’ll learn about: What to listen for: Additional Resources From This Episode: Raise your Mental… EP. 100 January 9, 2025 46:14 The Best of Mental Selling in 2024 Host: Will Milano In this Mental Selling episode, you’ll learn about: What to listen for: Additional Resources From This Episode: Raise your Mental… EP. 099 December 26, 2024 17:14 Taking Control of Your Success in Sales Guest: Elizabeth Lotardo In this Mental Selling episode, you’ll learn about: What to listen for: Additional Resources From This Episode: Raise your Mental… EP. 098 December 12, 2024 33:43 Proven Methods for Building Trust in Sales Guest: David Horsager In this Mental Selling episode, you’ll learn about: What to listen for: Additional Resources From This Episode: Raise your Mental… EP. 097 November 28, 2024 29:05