Why Is DISC So Effective in Sales?
One of the most effective applications of the DISC model is in sales. Understanding a customer’s personality style lets you tailor the way you communicate and boost your sales results. All of us appreciate it when the other person adapts their communication to our needs. The better a salesperson can adapt to a customer’s needs, the more effective the sale will be.
Salespeople who understand DISC are able to:
- build relationships faster
- understand the customer
- tailor the offer to the customer’s needs
- present the offer more effectively
- close the sale more successfully
Selling to Style D
A Style D customer:
- wants to make a decision quickly
- is interested in results
- dislikes long presentations
- values a quick response from the salesperson
- communicates directly
The best strategy:
- show concrete facts
- focus on ROI
- get to the point as quickly as possible
Selling to Style I
A Style I customer likes to:
- build relationships
- values conversations with the salesperson, not necessarily about the product
- buys with emotions — if the product, the salesperson or the company evoke good feelings, the chance of a sale increases
- dislikes analysing details or hearing about them
- has a short attention span
The best strategy:
- building a relationship
- storytelling — appealing to images and emotions
- focusing on the customer and their needs, even in conversations unrelated to the sale
Selling to Style S
A Style S customer needs:
- a sense of security — proven products they can rely on
- time to decide — you must not push or rush the decision
- trust — the greater the trust in the salesperson, the greater the chance of a sale
- plenty of information
The best strategy:
- show customer reviews
- highlight the product’s stability
- show the long-term benefits
Selling to Style C
A Style C customer wants:
- data about the product, statistics
- analyses
- as much information and detail as possible
- time to think it over
- patience from the salesperson in answering questions
That’s why it’s worth preparing:
- reports
- figures
- concrete arguments
How Can I Find Out What Type of Salesperson I Am According to DISC?
Get in touch with us at office@maxiedisc.com, take the MaxieDISC® sales test and discover your DISC style in sales.
It will help you increase your effectiveness and success as a salesperson or sales manager. The sales report highlights your strengths and shows at which stage of the sales process you perform best.