Close More Business By Aligning With The Customers' Buying Preferences At Every Interaction.
DISC
Behavioral Profile
Align With The Way Your Customer Wants to Buy.
People tend to buy from those they trust. Trust is built when individuals understand each other's behavior and communicate in a way that makes sense to the other.
The DiSC profile is a personal development model that characterizes human behavior based on four personality traits, which are Dominance (D), Influence (I), Steadiness (S), and Compliance (C).
Salespeople bring their style into the sales process; they must know it before going in and adjust accordingly. For example, two High D personalities can cause conflict.
By using DiSC, salespeople learn to recognize customers' buying styles and adapt to their preferences.
How To Communicate With Each Style.
Behavioral Selling is ideal due to its simplicity, as it consists of only four styles (DISC), and enables you to make quick and accurate assessments. It guides you through the most effective way to communicate.
Dominance
Fast-paced+ Outspoken + Questioning + Skeptical
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WANTS IT NOW
They tend to test you. Stay toe-to-toe. Be prepared and earn their respect.
Don't get in the way by giving too much info or slowing the decision-making process.
It's important to have them feel in control of the sales process.
Influence
Fast-paced + Outspoken + Accepting + Warm
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WANTS IT FUN
Make buying decisions based on their fear of social rejection.
They are not detail-oriented but are highly optimistic. Provide them with the right amount of detail.
They intend to buy from you until the next rep comes in, so close them.
Steadiness
Accepting + Warm + Cautious + Reflective
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WANTS ASSURANCES
Make buying decisions based on the impact on others.
They want to have as much information as possible to make the most informed decision.
Be supportive, patient, and even become their sounding board to close the deal.
Compliance
Cautious + Reflective + Questioning + Skeptical
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WANTS FACTS
They are concerned with making the right decisions and are driven by accuracy, detail, and reliability.
They approach buying decisions in systematic and analytical ways.
They want to stick to the facts rather than stray off into personal discussions.
Behavioral Selling Program
The Behavioral Selling Program first provides participants insight into their style and how that may impact a sale. The program enables sales professionals to ‘speak’ their customer’s language to tailor their approach to a given person and a given situation. As an output, they have a plan for specific opportunities, clients, or prospects.
