How long do you have on a sales call to size somebody up and figure out which one of those are so you can adjust your communication style to connect with that person?
Top performing sales people seem to intuitively know how to do that. It seems to be an intuitive gift they have to be able to figure that out without consciously being aware of what they do.
Now, if you don't have that intuitive gift, you can still learn how to do that with training. Unconsciously slip into the other fellows moccasins and communicate with them in a style that's consistent with how they communicate, that's how you connect with people and bond with people.
