Tip:
Highlight text to annotate it
X
Jamin: Josh, where are you going? Josh: I'm going to a meeting with a bunch
of bald guys. Jamin: Well, you better adapt, man. Be like
an X-Men. Josh: Time to adapt. It worked.
Jamin: There it is, I think you're ready now. Josh: Do I look like Xavier?
Jamin: No, not at all but you did adapt quite well. Connecting the dots with your prospect's
problems and pains is crucial in closing the deal. Adapting to your environment is key
in making this connection in your prospect's mind. Today, we're going to highlight three
important steps to adapting to your prospect's environment. Seriously, Josh. What are you
doing? Josh: Dude. I'm just trying to make a point
here. The first thing to remember is to think like a hunter. Hunters wear camo to blend
in. Make sure you know what type of company culture your prospect has. Are they casual
like a tech company or professional like a financial institution? Whatever their vibe
is, make sure you do something to match it. Jamin: The second is body language. Read your
customer's body language and adjust your value proposition according to what interests your
prospect most. Adapting to your prospect or customer will make them more comfortable and
trust you faster. Josh: The third area is how prospects communicate.
If you find that they're using visual words to communicate, use visual words. For instance,
they say, "I see what you're saying," and you would say, "Picture this." If they're
an auditory person, you might find them saying, "I hear you," then you would position your
pitch with, "Tell me how this sounds." Also, match the pace at which they're talking. If
they talk fast, talk fast. If they talk slow, talk slow.
Jamin: In summary, number one, match your prospect's company culture. Number two, read
your prospect's body language. Number three, to the best of your ability, try to mimic
your prospect's communication style. Josh: Remember, the purpose of all this is
to make sure that your prospects feel comfortable around you. This will help you build trust
with them faster. Jamin: All right, Josh. How is it it's a little
over the top? Josh: I know, dude. I know. I just feel like
I have to sing that one Vietnam song.