People do Business with People They Know, Like and Trust

Optimize Selling SolutionsBusiness Growth Exchange People do Business with People They Know, Like and Trust
People do Business with People They Know, Like and Trust

People do Business with People They Know, Like and Trust

Have you ever thought about WHY you connect with some people almost immediately and not with others? I think it’s usually because you share values or because you tend to interact with other people similarly or both.


So, if humans make decisions emotionally and justify those decisions logically, it’s really important in sales to connect emotionally with prospective clients. Why? Because people buy from people they KNOW, LIKE, and TRUST and people tend to like and trust people who are like themselves… people with whom they connect.


One of the best ways I know of to effectively engage with a person, particularly a prospective client, is to understand the Behavioral Styles of the people we meet. How does this person interact with other people? How does this person interact with information? How does this person make decisions? By asking these questions you are seeking first to understand before seeking to be understood.


You meet and interact with people every day. Every interaction either increases or decreases your credibility with those people. The way others respond to you is a direct reflection of how you are treating them.


Everyone knows the golden rule: “Treat other people as you would like to be treated.” A slight, but important, variation on the golden rule is known as the “platinum rule:” “Treat other people as they would like to be treated.”


So rather than just asking how you would like to be treated, go to the next level and ask yourself how this other person would like to be treated.


One validated method of understanding Behavioral Styles is known as DISC.


A thorough knowledge of DISC will enable you to develop the skill necessary to effectively engage with your prospective clients quickly. This skill can best be understood in three steps:


1. Understanding your own DISC Behavioral Style
2. Recognizing the other person’s DISC Behavioral Style
3. Adapting your Behavior to their Style in order to connect emotionally


If you’d like to learn more about the power of understanding Behavioral Styles in decision making and its effect on sales, I’d like to invite you to join me for Session Two in our March course:


Sales Intelligence: It’s Not What You THINK


In tomorrow’s session, we will discuss the Impact of Understanding DISC Behavioral Styles on your ability to connect emotionally and, as a result, make more sales.


These live, online workshops are FREE and you can learn more and/or register for Session Two by clicking here:


NOTE: Most of our workshops are on Thursdays but this week’s workshop is on Wednesday because I will be caught up in March Madness with my son and some friends on Thursday! Priorities, you know?


Don’t miss this session. It’s TOMORROW, March 14th at 3:00 pm Eastern. I hope you will join me.


Once again, here is the link:




Jack Frisby
PH: 317-627-7647


P.S. If you haven’t checked out our online business growth membership platform, click here: www.Optimize.Exchange. We have five courses that are posted now, plus you get the recorded version of this month’s course AND you get a one-hour business consult one on one with me.

1. Seven Essential Disciplines of Business Growth
2. How to Leverage LinkedIn to Get Introduced to Ideal Prospects
3. Top Ten Tips to Optimize your LinkedIn Profile
4. Top Seven Business Growth Strategies for B2B Professional Service Providers
5. Can Asking Great Questions be the Answer?

Jack Frisby
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