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Master Versatility to Drive Sales Results

Applying Social Styles to Gain Access, Increase Close Rates, and Protect Your Customer Base

By Michael Leimbach, PhD

Have you ever experienced any of the following?

  • A salesperson returns from an important client call with no new information or insight into the customer’s need or problem.
  • You have a surprising sales loss at the proposal stage because of a undisclosed need or concern.
  • A customer cut a meeting short or doesn’t return the salesperson’s calls.
  • A salesperson uses an approach with one customer to great success, but the same approach with another customer causes them to become impatient and tense.

The common factor among all of these experiences is that they result from a poor connection between the salesperson’s style of communicating and the customer’s communication preferences. All sales methods—Solution selling, Counselor selling, and Strategic selling—require customers who are willing to share information, express honestly their needs and concerns, and remain open to your suggestions. In other words, you must have a trusting relationship.

What makes the difference between successful and unsuccessful communications with customers? One word—Versatility. Your salespeople’s Versatility is the single best predictor for getting second appointments, winning sales, and getting referrals.

Versatility is the single best predictor for getting second appointments, winning sales, and getting referrals.

Michael Leimbach, PhD

Michael Leimbach, PhD, is a globally recognized expert in instructional design and leadership development. As Vice President of Global Research and Development for Wilson Learning Worldwide Inc., he has worked with numerous Global 1000 organizations in Australia, England, Germany, Japan, South Korea, Taiwan, and throughout the United States. Over more than 30 years, Dr. Leimbach had developed Wilson Learning’s diagnostic, learning, and performance improvement capabilities, published over 100 professional articles, coauthored four books, been Editor-in-Chief for the highly acclaimed ADHR research journal, and is a frequent speaker at national and global conferences. He also serves on the ISO Technical Committee (TC232) on Quality Standards for Learning Service Providers and on the University of Minnesota College of Education and Human Development Dean’s Advisory Board.