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The Trusted Agent Podcast: Alais Ricard on building connections, understanding social styles, and improving your sales process

If you don’t know what type of communication style you have, it’s going to be very difficult to get your ideas across and even harder to win new business.

As a sales leader at Gartner, Alais Ricard has spent years examining the most effective ways to connect with others in a bid to help sales teams, businesses, individuals and a host of C-Level executives become even more successful at what they do.

In this Trusted Agent podcast with Sean Scoffield, Alais outlines the four different social styles that we all fit into, and the best ways to adapt your style to forge more meaningful connections with others.

Alais explains the importance of understanding how to communicate effectively with the person you’re speaking with so you’re able to quickly build trust, and have your ideas both heard and more readily accepted.

If you’ve ever found yourself struggling to get on the same page with a prospective client or wondering why you bombed at a listing presentation despite the best preparation possible, then this podcast is for you.

There’s no right social style that you need to succeed. Normally agents are ‘Drivers’ and goal-oriented, and you need that to drive sales, but it’s more about adapting to the conversation and the type of client that you have.” – Alais Ricard

Sean and Alais also discuss:

  • What real estate agents can do to win a listing by understanding what type of personality a vendor has before you even meet them.
  • How to close more deals and win more business by identifying the people that are likely to be time wasters and talkers.
  • The key reason we clash with other people in a business environment and what you can do about it to make sure it never happens again.
  • Why winning more deals involves not putting all your eggs in one basket and the best way to identify who a decision-maker really is.
  • How to instantly connect with a prospect by identifying your social style and fitting it to what the prospect needs and wants.
  • Understanding how you can succeed no matter what type of social profile you have and the best way to adapt that style for real estate sales.
  • Why you need to focus on what you’re good at and bring that to the forefront depending on who you’re speaking with to build rapport and trust.
  • How to win over a prospect by knowing when to be more emotional and when to focus on the data.
  • The best words and ‘openers’ you can use to get the conversation flowing the right way from the outset
  • How to determine the best way to approach a prospective client and what you should do to prepare for your first in-person meeting.

And much more…

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