How to master your sales techniques

How to master your sales techniques


TANIS, the Art and Neuroscience of Intuitive Selling is built upon six key strategic pillars, each designed to unlock the full potential of sales teams. Our previous blog post analyzed the first pillar of this innovative sales program. More specifically, we delved into how sales professionals can enhance their understanding of customer behavior and drive more successful deals. The second pillar of the TANIS methodology focuses on Improved Sales Techniques.

How deeply do you resonate with your clients?


In this blog post, we’ll explore how honing your influence style flexibility can elevate your sales game to new heights.


Developing Influence Style Flexibility


Influence style flexibility is the ability to adapt your communication and interaction approach to resonate with different personality types and preferences. Every client is unique, with distinct communication styles, needs, preferences, and decision-making processes. By becoming conscious of these nuances and learning to navigate them effectively, sales professionals can establish stronger connections and increase their chances of closing deals.


“Become conscious of what you say and how, and become neutral about the Styles.”


Here’s how TANIS can help you develop influence style flexibility to master your sales techniques:


Self-Awareness: The first step towards mastering influence style flexibility is self-awareness. It is important to assess your own communication style and tendencies. Are you more direct and assertive, or do you prefer a collaborative and empathetic approach? Understanding your default style will enable you to recognize when it may not align with a client’s preferences and adapt accordingly, using the right sales techniques.


Learn to Listen: Effective communication is not just about what you say but also about listening actively. Through TANIS, you learn how to pay attention to verbal and non-verbal signals from your clients to understand their communication style and preferences. Are they detail-oriented and analytical, or do they respond better to big-picture ideas and vision?


Adaptability: Flexibility is key in sales. TANIS prepares you to adjust your communication style and approach based on the client’s style and preferences. If you encounter a client who values data and facts, you can provide them with detailed information to support your pitch. Conversely, if you’re dealing with a client who prioritizes relationships and trust, it’s better to focus on building rapport and emphasizing shared values.


Recognize Biases: We all have biases that can influence our interactions with others. To master influence style flexibility, it’s essential to be aware of unconscious biases, so as to be able to become neutral about different communication styles. Through TANIS, you learn how to avoid imposing your preferences onto clients and instead, focus on meeting their needs and preferences.


Related read: How to become an influence expert


Practice Empathy: Empathy is the cornerstone of effective communication and influence. Put yourself in your client’s shoes and strive to understand their perspective, challenges, and goals. By demonstrating empathy, you can build trust and rapport, laying the groundwork for successful sales relationships. That’s why emotional intelligence and intuition are the backbone of TANIS methodology.


Related read: How to use intuition to enhance work relationships and boost sales


Seek Feedback: Continuous improvement is key to mastering any skill. Solicit feedback from colleagues, mentors, and clients to gain insights into your strengths and areas for growth. Use this feedback to refine your approach and become even more effective in your sales interactions.


Are you a sales professional looking to master influence style flexibility to elevate your sales techniques and drive better outcomes? By becoming conscious of different communication styles, adapting to client preferences, and practising empathy, you can build stronger connections, foster trust, and ultimately increase your success in sales. Start learning these tools and techniques today!


Stay tuned for our next blog post, where we’ll explore the third pillar of the TANIS methodology: Enhanced Emotional Intelligence.

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