Of all the sales we make, we often most remember the ones we didn’t. And, you think, the deal was promising.

Then, WHAM! The prospect lands a big fat “NO” in your lap. Then, you’re ferklempt about why. (of course, you don’t want to know why) It’s painful enough, right?

We know it happens to everyone. And we’ve all had to endure a salesperson whose personality was a turn-off. We have no problem giving them the slip. We instinctively know who has a chance with us and who never will.

So, how can we be sure we are not performing like that turn-off sales pro? The answer is pretty straightforward. We must know what the prospect is thinking.

And, you don’t have to be a mentalist to make it happen.

Learning and using the DISC personality types will get you performing like a pro. And, with every kind of person, you will meet. We’ll show you how.

The Categories

Each letter tells us how the person tends to think and behave. And, it’s as important to know yourself as it is to understand others.

D-Dominance (dominant, aggressive, direct, solver)
I-Influencer (verbal, persuasive, optimistic, emotional)
S-Steady (friendly, loyal, listener, loyal)
C-Compliant (analytical, detailed, careful, rule-follower)

Many salespeople tend to fall into the Influencer category. But, the Compliant type may not warm up to them. They want evidence and facts, not personality.

And, the steady type will want to hear how the sale will fit into their plan. The dominant type will want to decide on their own.

So, how do we tailor our work to fit the customer? And, how do we learn to recognize with which type we’re dealing? Here is how we can do both.

Recognizing the Categories

The first step is recognizing with who you are dealing so we can tailor our approach. It’s easy to get into a rhythm of our presentation, so taking the time to listen and see cues may be a stretch at first.

But, a few noticeable personality traits will get you working along with the prospect to get to the sale. And, this fares much better than a rehearsed “pitch” almost 100% of the time.

The Dominant Type

These folks have, ambition, and tend to be impatient. They can be very direct. And, it’s not uncommon to sense a tinge of anger in their communication. Chances are, other’s opinions do not influence them.

Don’t annoy them with yours.

How to Best Communicate

D-types want respect for their views, not agreement. Though they don’t want your opinion, they like reliable information. But, from people, they admire in their industry. Offer references and contacts they will know.

The Influencer

Influencers are people oriented. They rely on their gut feelings rather than facts or figures. They tend to be very demonstrative, so you’ll get their reactions without trying very hard.

They don’t like details. Offer them as a take away rather than as part of the meeting.

How to Best Communicate

I-types are natural communicators. Use your listening skills and ask them to tell you how they feel about what you’re offering. They are ‘big picture’ thinkers, so you’ll want to keep them on track.

They are not known for organizational skills. Helping them with timelines will boost your credibility.

The Steady Type

Steady people value relationships. And, they are excellent listeners. Their even-tempered nature ensures they will not feel pressure at making a decision.

But, it won’t be due to the facts of your case. And, their steady demeanor may offer few cues about what they’re thinking.

How to Best Communicate

S-types are less likely to weigh pros and cons or ask for copious details. They make buying decisions with those they feel most comfortable.

For them, sales are not transactional. Though you’ll spend more time talking about them, these will be your most loyal customers.

The Compliant

Compliant people are in fear of making the wrong decision. They follow copious details and rely on them to keep their work (and life) in order.

They insist on preparation and want to know every aspect of your product or service. These folks will pick up on any signs you are ‘waffling’. Nothing takes precedence over the facts.

How to Best Communicate

C-types will ask questions and expect specific answers. The secret here is to know your product or service backward and forward.

And, glossing over the facts will not work. Compliant folks live in fear of making a move. For them, an offer of free trials, guarantees, or on-going training can move them to action.

How to Frame Your Personality Type with Others

Soon, you’ll recognize in others their DISC personality. But, it’s vital to know how your character can affect more sales.

If you are an influencer, for example, a sale to another influencer may be simple. But, if you are trying your skills with the dominant type, adjustments are necessary.

If you are not detail oriented, you’ll need to “practice”. Especially before your appointment with a compliant person.

Learn each style, including your own, and you’ll make more sales. And, you’ll be earning loyal customers along the way.

Understanding DISC Personality Types in Your Business

Understanding others is often the key to a successful business. Knowing your customer and their needs are the basis of your business.

Sharing a goal with your team and employees moves your business ahead. And, knowing how to inspire others begins with understanding them. Learning the DISC personality types is a sound beginning.

We make it our promise to understand you and your business. And, we’ve got the tools to get you where you want to be. Start with a free consultation.