Like Batman and his trusty sidekick Robin, sales combined with the knowledge of the DISC personality styles are a fantastic pairing that can put you one step ahead of the competition. DiSC allows you to connect more easily with your customers.
iISC, coined in the 1928 book by William Marston refers to four different styles, D stands for Dominance, I style refers to an Influencer, S equates to Steadiness and C relishes Conscientiousness. We are all a blend of the styles; however we all have a natural tendency to lean into one or two of these styles in our everyday interaction. Now, imagine taking the time to learn your own style and how that comes across in a sales call. Then, step back and ask yourself a few simple questions that might provide insights into your customer’s iISC personality type. You can now prepare your approach, your message and your presentation in a way that resonates to the prospect or customer and they can more readily and easily digest your information. This kind of knowledge is invaluable to you as a salesperson as you open more doors, secure more interest and close more sales.
For example, have you ever felt a disconnect with a customer? Maybe you approached them with enthusiasm and worked at building rapport only to find they were ready for you to get to the point? Learning to quickly read the style of your customer can help you adapt your sales approach. You see, if your customer is a high D style, they may simply want you to get to the business at hand, stick to the facts and provide options. The I style prefers a sales rep who is friendly in nature and tries to identify ways to personally connect. The S style wants to know you sincerely care, and they like solutions that are tried and true. Our C style, well, they may make us work a little harder for the sales as they really do like to dig into the details, do their homework, understand the reasoning logic or even research behind a solution and they want to know you will provide quality in your offerings.
You can adjust your style accordingly as you learn your customer’s personality type. It is a tool that puts you ahead of the competition because these are important details that other people are not aware of if they are not familiar with iISC personality profiles.
Sales and DISC personality types. A dynamic duo that can succeed together!