“The Sales Moment; Issue #246″
It’s a fact that people process information in different ways. If we are not careful, we will assume that everyone’s learning style is like ours and we will miss some opportunities in our sales process.
I am an auditory learner. I enjoy listening to audio podcasts and books. I can comprehend and visualize instructions while listening on my phone. I learn by hearing and listening.
Lesa, my wife, processes information visually. I can verbally explain things to her and she will have a difficult time until she can see it. She learns by reading or seeing.
There is a third learning style that is identified as Tactile or Kinesthetic. They prefer to touch, move, build or draw. This person learns by touching and doing. They are a “hands-on” learner.
You may ask, “What does this have to do with successful selling?”
Currently, we have a lot of technology available to us to make communication quicker and easier, however, a potential client’s learning style may require you to use different methods to communicate clearly and effectively.
Instead of becoming an expert in determining someone’s mode of learning, just make sure that whenever possible you use an approach that includes all three.
- When speaking to an auditory learner, Speak clearly and articulate. Use words that create a picture. The audio from a video will also connect with this mode of learning.For visual learners, use tools such as charts, literature and videos that can be readily available on a tablet device such as an iPad.
- For kinesthetic learners, provide physical samples of your product and literature.
Blend these tools for a complete presentation to cover all of your bases, especially in front of a group.
Keep in mind that you will naturally want to communicate in your own learning style but this may not get the results you want. You must see things from your customer’s point of view to make it easy for them to understand.
Have a great week!