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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…
Before You Greet the Customer, Do This First
Recently, we discussed being UP when you are next up in rotation. UP. Interested. Excited. Enthusiastic. Ready to give the next customer the BEST experience.
Now that the door has opened and the customer is here, take a breath. Take a look. Get a sense of them before you greet them.
Do they appear happy to be here? Do they appear apprehensive or unsure? Are they looking around, or are they focused on something in particular? Are they alone, or with someone? Are they walking quickly, slowly, co…
Traffic Is Not the Problem. Conversion Is.
This is the first in a 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.
Traffic is not the problem. Conversion is.
Since traffic is down in many markets, driven by multiple sources, let’s look at how we can make the best of the traffic that IS coming into the showroom. And let’s start with the first encounter,…
The Most Uncomfortable Questions Usually Matter Most
This is the last in a series on Asking Discovery Questions, the most critical step in the sales process. There will be actions for sales associates and sales managers to accompany each installment.
The primary function of the BADAS Questions is to learn if the customer can buy TODAY by how they answer the questions. Their answers reflect where they are in their buying process.
The questions are not asked in order but asked as a conversation. Ask the easier ones, like Shopping and Timeframe fir…
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