After Business Planning

Last week, I talked about interacting with customers and the need to adjust your communication style to their style.  I talked about the dominant style.  Today, I want to talk about the influencing style.  This customer is very expressive and the focus is more on relationships and less on the task.  They love to inspire and to be inspired, so they like to talk a lot and exchange ideas.  They like to feel special.  So, it’s important to find something initially that makes a connection.

When you meet with them, expect to engage in what might seem like idle chit chat. But to this style, it’s not idle—it’s relationship-building.  So if you find yourself talking about their last golf game or the movie they saw over the weekend, that’s OK.  And the conversation might seem to go off track.  If you try to get to the point too quickly, they will feel uncomfortable.  The challenge that you will have is LISTENING.  Then the next challenge you will have is bringing the conversation to action and closure.  Just don’t try to rush things.  Remember, the most important outcome to this style is their relationship with you.