Selling can be challenging. It's a complex process of human behaviour, that without the right tools, can be impossible to get right. In this blog, I would like to share with you, just a few of the tips and techniques I have learned over more than two decades to help improve your sales performance.
In my earlier years, working in health club membership sales, I found that with some customers I had immediate rapport and a sale was pretty much guaranteed, whereas with others our conversation was just downright weird, awkward and hard work! These people often had too many questions, and they felt hesitant, suspicious and reluctant. It was only in later years that I realised, the ‘easy’ customers were more aligned to my buying preference whereas the ‘difficult’ ones had a buying preference that was just different from mine. Neither style was good or bad, right or wrong, it was just different.
When I learned about DISC personality profiling and discovered more about different people’s preferences, suddenly the whole thing made sense. The best way to illustrate this to you is via the DISC behavioural model:
You will find that people will be a combination of all four DISC styles, but aspects of D, I, S or C resonate more than others. And most people will exhibit predictable behavioural patterns with very distinct ways of thinking, feeling and acting in certain situations, based upon these different styles.
From a sales perspective, I have found that an understanding of where someone falls on the DISC behavioural model can offer some great buying insights. I’ve outlined the following, general information to help you empower your sales techniques and sell in your buyers' style:
When it comes to uncovering the practical insights of DISC, the above information is just the tip of the iceberg. Nevertheless, it will help you build rapport more effectively, and will empower you to understand the needs of your customer more readily – ultimately allowing you to close more sales.
By communicating with people in a way that makes them feel comfortable and at ease, you’ll find that direct sales become more achievable – Furthermore, you will also benefit from more referrals and great reviews from your customers, both in-person and across your social profiles. So, whether you’re a qualified coach, a sales executive, business owner or just looking to better understand your customers, DISC is a powerful way to unlock the people puzzle, and discover how others are wired.
To learn more about DISC personality profiling and how people are wired, please join us on one of our DISC Certification one-day workshops. If inter-personal interactions are important to you then the information imparted on our workshops will prove to be vital to you and will positively impact the rest of your life.
Sharing someone's moment of success, when their hard work, sacrifice, commitment and single-mindedness have brought them the ultimate reward is, for me, quite emotional. When I witness an athlete's podium moment I feel humble, and inspired to be the best I can be - in whatever I do.
In this week's Coach in the Spotlight our accomplished business and personal performance coach, Graham Little shares how a shift in his career - and priorities - led him to a new profession in business and youth coaching. We hope you enjoy his inspiring journey and top tips.