The Metiss Group's Blog

Whether it is intended or not, most people when in buying or customer mode take on the characteristics of a “dominating” personality style.  It’s a natural defensive posture we all assume when we are concerned someone may take advantage of us.

The best way to present to these buyers/customers when they are in that mode is to be direct and to the point.  Don’t waste time with unnecessary small talk and overwhelming facts and figures.  Get directly to the bottom line.  Use the BLUF (Bottom Line Up Front) model when communicating.  Keep the conversation concise, focused, and on the immediate topic.  They will be impressed with an efficient, no-nonsense, business-like manner.

Remember, Peter Drucker’s advice, “Communication is what the listener does.”  Customize your delivery to the style of the listener and empower yourself for successful conversations.

This entry was posted on March 8, 2010 at 2:32 am and is filed under Leadership, Sales. You can subscribe via RSS 2.0 feed to this post's comments. You can comment below, or link to this permanent URL from your own site.