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Can you sell at your customer’s pace?
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Identifying the DISC style of others is the first step to building rapport and connection. The next, and crucial, step is consciously and intentionally pacing your energy and rhythm with the person you are speaking with. This is practicing behavioral flexibility.
People notice difference, not similarity. When we have rapport with someone, we naturally adopt some of their pacing and adapt to their style. The more intentional you become about doing this, the better you can create an interactio…
What is your customer telling you before they buy?
Your customer’s DISC style influences how they buy and how they want the interaction to go. Every DISC style has identifying behaviors that are classic to them. These behaviors might show up in gestures, facial expressions, pace, or the way someone communicates.
Communication is one of the best identifiers because it is natural and often a knee-jerk reaction. Both the content and delivery of what someone says give you clues. Rather than waiting for someone to offer information, prompt them by a…
Stop trying to sell like someone else
Are you so focused on correcting your weaknesses that you have overlooked what you naturally do exceptionally well?
You do not need to become a different salesperson to become a more effective one. You do need to know what you naturally do well, where that strength can work against you, and how to use it more intentionally.
DISC is a behavioral assessment that identifies four primary Styles—Dominance, Influence, Steadiness, and Compliance—and I use it to help salespeople and leaders recognize,…
DISC for Sales Professionals: Understanding Yourself
Before you can adapt to your customer, you need to understand yourself.
That was the focus of this month’s Sales Skills session: using DISC to better understand how your natural behavioral style shows up in the sales process—and where it may be helping or hurting your results.
DISC stands for Dominance, Influence, Steadiness, and Compliance. Each Style reflects different behavioral preferences in areas like communication, decision-making, pace, relationships, problem-solving, and response to r…
How does it feel to be sold by you? How Your DISC Style Affects Customers
Have you ever considered what it feels like to be sold by you?
You know what you intended to communicate. The customer experiences how your words, energy, pace, questions, and direction actually land. Those are not always the same thing.
DISC is a behavioral assessment built around four primary Styles—Dominance, Influence, Steadiness, and Compliance—and I use it to help salespeople understand how their natural behavior may be experienced by customers.
What I love most about DISC is that once …
Your greatest sales strength may also be costing you
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What your words, pace, and level of detail reveal about you.
What does the way you communicate reveal about you?
The amount of detail you provide, how directly you make a request, the speed at which you move through a conversation, and even the questions you ask all give other people information about how you naturally behave.
DISC is a behavioral assessment built around four primary Styles—Dominance, Influence, Steadiness, and Compliance—and I use it to help salespeople recognize and adjust their communication preferences.
Every DISC Style has its own…
Turning Browsers Into Buyers: How to Move From Casual Interest to Purposeful Conversation
his is the fifth and last in our July series on increasing effectiveness early in the interaction, which will impact your ability to close or to schedule an appointment. As always, there will be actions for sales associates to take and for sales managers to take and coach.
This is a pivotal point in communication between the salesperson and the new customer. No pun intended!
How do you move from casual interest to purposeful conversation?
If you have managed to connect and begin to chatter wi…
THE MONTHLY Sales Skills SERIES: Turning Browsers Into Buyers
You Don’t Have a Traffic Problem. You Have a Conversation Problem.
What happens when a customer walks into your showroom and says, “I’m just browsing”?
For many salespeople, the interaction ends almost as quickly as it began. They tell the customer to look around, promise to check back later, and hope another opportunity to connect presents itself.
Usually, the salesperson returns a few minutes later and asks, “Do you have any questions?”
The customer says no.
That is not necessarily a traf…
How to Identify Buying Cues Early
This is the next in our July series on increasing effectiveness early in the interaction, which will impact your ability to close or to schedule an appointment. As always, there will be actions for sales associates to take and for sales managers to take and coach.
Once the conversation begins, the next skill is listening for what the customer is already telling you.
Customers give buying cues early. Sometimes they give them with their words. Sometimes they give them with their questions. Somet…
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