Nancy Zare: The Importance of Knowing Your Own Style in Sales

Jul 16, 2024

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About Nancy Zare: Dr. Nancy Zare is a sales psychologist, holding an MSW in Organizational Planning and Development and a Ph.D. in Social Work and Organizational Development from Boston College. She is also a founder of multiple ventures, including Rapport Builderz, which helps salespeople develop relationships with prospects that lead to new business, and the author of several books. She helps her clients learn the right words and know the right approach to attract new businesses without appearing "sales-y." Using her knowledge of human behavior and experience in sales, she started Rapport Builderz, where she advises service-based entrepreneurs on how to prospect online, generate leads, open sales conversations, follow up, and get hired. Check out the latest episode of our Conversational Selling podcast to learn more about Nancy.

In this episode, Nancy and Nancy Zare discuss the following:

AlikeAbility™ System for turning prospects into clients
Four personality styles and how they influence communication and decision-making
Techniques for quickly identifying a prospect's communication style
The intersection of psychology and sales
Use of spirituality to enhance communication and connection in sales
Emphasis on focusing on the buyer's perspective rather than just the selling process

Key Takeaways:

Once you know their style, you're ready to connect their language quickly and authentically, which can translate into doing business together.
The more you understand how that buyer makes decisions, the better you can communicate with them in a language they understand and can embrace.
My focus is on how buyers buy, not how to sell.
Talk so your buyer says: "Wow, I feel comfortable with you!"

"I've discovered that there are four different ways that people are hardwired, and they communicate and make decisions based on one of four personality styles. And they actually coordinate with the quadrants of the brain. And so, when you speak to people in general, it turns out that you're only connecting maybe 25 % of the time with someone. The other 75%, you're not speaking their language. Hence, your words fall flat, and you're not making connections. " – NANCY

"I was born a psychologist. It's true. My parents had a stormy marriage, and I was the youngest child, the only girl in this family. And I watched these adults and my older brothers. I mean, everybody was in a tizzy. And so, I was watching all of this, trying to figure out my place in this, you know, family. And it turns out that around the age of 10, I saw a TV show with an idea of how to get people to get along. So, I tried it on my folks. And I did, and they let me, which is a surprise, but I think it indicates, Nancy, just how distraught they were with their own relationship. Or maybe they saw something in their daughter that suggested I could help them. At the end of this conversation, I turned to my Dad; both parents were present, and both were native-born, English-speaking adults. I translated and said to my Dad, "This is what Mom needs you to do so she'll feel loved." And I turned to my Mom and said, "And this is what Dad needs for you to do so he will feel respected." And notice the words changed, and that's because Mom was the I in DISC. She was the one who needed lots of love, attention, you know, that sort of thing. And Dad was much more the S. He needed respect. He needed a system." – NANCY

"Well, spirituality is definitely a big part of who I am. I may have majored in psychology, but I minored in philosophy. So, I've always been intrigued by understanding, you know, what's the meaning of it all and, you know, what's going on behind me. And, by the way, that's very typical of the I. The I tends to be one of those, you know, thinking in the stratosphere and thinking about doing things of significance beyond self. And so, spirituality to me is important because it allows me to connect again in an authentic way, to bring my heart, not just my head, into the sales conversation. So, I bring all of me. Does that make sense?" – NANCY

Connect with Nancy Zare:

LinkedIn:https://www.linkedin.com/in/nancyzare/
Rapport Builderz: https://rapportbuilderz.com/

Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/

Connect with Nancy Calabrese:

Twitter:https://twitter.com/oneofakindsales
Facebook:https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/
Website:https://oneofakindsales.com
Phone: 908-879-2911
LinkedIn: https://www.linkedin.com/in/ncalabrese/
Email: leads@oneofakindsales.com