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Master Versatility to Drive Sales Results

Applying Social Styles to Gain Access, Increase Close Rates, and Protect Your Customer Base

By Michael Leimbach, PhD

Have you ever experienced any of the following?

  • A salesperson returns from an important client call with no new information or insight into the customer’s need or problem.
  • You have a surprising sales loss at the proposal stage because of a undisclosed need or concern.
  • A customer cut a meeting short or doesn’t return the salesperson’s calls.
  • A salesperson uses an approach with one customer to great success, but the same approach with another customer causes them to become impatient and tense.

The common factor among all of these experiences is that they result from a poor connection between the salesperson’s style of communicating and the customer’s communication preferences. All sales methods—Solution selling, Counselor selling, and Strategic selling—require customers who are willing to share information, express honestly their needs and concerns, and remain open to your suggestions. In other words, you must have a trusting relationship.

What makes the difference between successful and unsuccessful communications with customers? One word—Versatility. Your salespeople’s Versatility is the single best predictor for getting second appointments, winning sales, and getting referrals.

Versatility is the single best predictor for getting second appointments, winning sales, and getting referrals.

Michael Leimbach, PhD

“Michael Leimbach, Ph.D. is a globally recognized expert in learning design and provides leadership for solution research and design solutions that turn learning into performance.

Dr. Leimbach has served as editor for multiple professional journals, consulted with numerous global clients, published over 100 professional articles, co-authored six books, and is a frequent speaker at national and global conferences. Michael received his Doctorate from the University of Minnesota and has worked in the learning and development industry for over 35 years.”