Bob and Irene are married and started a boutique law firm. He is strong in planning, organizing, managing, and budgeting. She’s a super sales star, great at schmoozing, negotiating, and closing the deal. They compliment each other well and make an outstanding team that has attracted many clients and junior lawyers to their firm.
How They Show Up to Buy
Ten years ago they entered the market to buy their own house. The partner who plans knew exactly what they wanted and needed. Bob came prepared to the transaction with his list including their pre-approval letter and other requirements. Irene, the partner who enjoys the fray, was free-wheeling and excited to find “THE” property that reflected their growing status and social station.
Neither Bob nor Irene was prepared to settle. They were determined to find the right home, at the right price, in the right community, with the right amenities. As a result, years passed without their agreeing on a house. Finally, their patience was rewarded and they both knew simultaneously: “This was the ONE!”
How They Actually Buy
Suddenly their buying styles flipped. Bob was red hot to buy – NOW! Irene became reserved, business-like, and cool. Couples often adjust their styles in juxtaposition to the other person. In the office, they remained Mr. By-the-Book and Ms. Action-Taker. On their house-buying venture, they became Mr. Action-Taker and Ms. By-the-Book.
The story has a happy ending as they did purchase the property of their dreams. For experienced sales professionals, being able to read buying styles and realize that a person’s social and business style might flip-flop under stress, gives them an edge in gaining new business, closing the sale, and making more money.
About Dr. Nancy Zare
A retired professor and sales psychologist, Dr. Nancy Zare originated the AlikeAbility™ System to teach service-based professionals how to read buying styles and acquire more business. She offers a complimentary assessment of your buying style, its strengths and deficits. Contact her at nancy@RapportBuilderz.com to receive your copy by email.
