Most people approach a prospect or a customer in their usual style/manner and expect that person to like them or at least effectively interact with them. This works if their style gels with the other person’s style. But if it doesn’t, it sets up a barrier to trust and believability. The higher the rank of a person the more style impacts initial credibility and subsequent dialogues.
Learn a simple 4 step check to make all types of prospects immediately feel comfortable with you. To be successful in sales, one must be able to adapt his or her style to effectively interact with everyone.