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Salespeople tend to make the mistake of focusing too much on the content of their sales presentation and not enough on how the deliver their message. When information is presented ineffectively, salespeople miss the opportunity to add value. This is the effect of communication style bias. This form of bias is a common problem in sales work because salespeople deal with customers from all four corners of the communication model we just spoke about. When people of different styles work together but don't adjust to one another, a serious problem can occur. To resolve this issue of ineffective communication you need to develop style flexing. Style flexing is the deliberate attempt to adjust one's communication style to accommodate the needs of your customer. You are attempting to communicate on their style level. Through the pre approach, you should try and get as much information about the customer as possible.

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Q: What is communication style bias?
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