Communication styles can be challenging to understand and predict, especially in a sales context. Successfully pitching a product or service requires salespeople to be able to adapt their communication style to the customer's needs.
This is where DISC comes in. DISC is a profiling system that measures an individual's preferences in four areas: Dominance, Influence, Steadiness, and Compliance. Sales teams can use this information to understand how best to communicate with their customers.
For example, someone who prefers Dominance may respond well to assertive language, while someone who prefers Compliance may like more detailed information about the product.
By understanding these preferences, salespeople can tailor their communication style to the customer's needs more effectively. As a result, DISC can be a valuable tool for agents looking to improve their communication skills.
How to discover the perfect customer persona?
Whether just starting up or already established, any business needs to know who its target customer is. Without this knowledge, it would be difficult to make informed decisions about marketing, product development, and even day-to-day operations without this knowledge.
Luckily, there is a tool that can help businesses identify their perfect customer persona: market segmentation.
Market segmentation is the process of dividing a larger market into smaller, more manageable groups. This can be done using various criteria, such as geography, age, gender, income level, etc.
Once the market has been segmented, businesses can look for trends and patterns within each group. They can use this information to create a customer persona, which is a detailed description of the ideal customer for a business.
Creating a customer persona may seem daunting, but it doesn't have to be. There are several resources that businesses can use to get started, such as online customer persona templates. By taking the time to understand their target customer, businesses can set themselves up for success in the long run.
The benefits of building rapport for sales purposes
Building rapport with a prospect or customer is essential for any sales professional. After all, customers are more likely to do business with someone they know and trust.
There are many ways to build rapport, but some of the most effective techniques include active listening, matching body language, and finding common ground. Active listening involves giving the other person your full attention and letting them know you understand their concerns.
You can do this by making eye contact, nodding your head, and offering occasional clarifications. Matching body language is another great way to build rapport. This involves mimicking the other person's posture and gestures. For example, if they cross their arms, you should mirror their gesture.
Finally, finding common ground is a great way to create a connection with someone. This can be done by talking about shared interests or experiences.
By taking the time to build rapport, sales professionals can create strong relationships with their customers and increase their chances of making a sale.
Adapt your approach to different sorts of buyers
Buyer's personality and behavioural profiling tools are designed to help individuals better understand the impact their personality and behaviour have on others. By understanding the buyer's type, individuals can tailor their communication and sales approach to suit their buyers more effectively.
There are four main buyer types: social, analytical, spontaneous, and traditional. Each type has unique needs and motivators that must be considered when building rapport and closing a sale.
For example, social buyers prefer a personal touch and crave connection, while analytical buyers want facts, figures, and data to support any claims made.
Understanding these differences is critical to successfully connecting with buyers and moving them through the sales process. Behavioural profiling tools provide invaluable insights to help sellers close more deals and grow their business.
Being aware of your own behavioural style
Our behavioural style is the way we tend to interact with other people. It is our natural default way of interacting and usually happens without us realising it.
We all have a preferred behavioural style, which means we usually feel most comfortable behaving that way. However, the world is full of different types of people, so we often need to adapt our behaviour to suit the person we are dealing with.
For example, if we are naturally quite shy, we may need to be more outgoing when dealing with someone very extroverted. Or, if we are naturally quite loud and forceful, we may need to tone down our behaviour when dealing with someone more introverted.
The key is to know your own behavioural style and how you need to adapt this to the different personas you encounter in your life.
Examples of how to use DISC in a sales context
If you're in sales, you likely already know that understanding your customer's needs is key to a successful closing of a deal.
However, did you know that there's a specific personality assessment tool that can help you better understand how different types of people prefer to communicate and make decisions? This tool is called DISC and can be extremely helpful in sales situations.
For example, let's say you're trying to sell a product to a very analytical and detail-oriented customer. In this case, it would be helpful to use DISC to identify the best way to communicate with this customer.
You might find that they prefer clear and concise information laid out logically. They might also appreciate it if you took the time to explain your product's features and benefits in detail.
On the other hand, let's say you're trying to sell a product to someone more spontaneous and impulsive. In this case, DISC can help you find that they prefer a more fast-paced and exciting presentation. They might also appreciate it if you could show them how your product can help them save time or money.
Overall, using DISC in sales situations can be extremely helpful in understanding your customer's needs and communicating with them in a way that is most likely to result in a sale.
Tools like DISC can be extremely helpful in understanding how different types of people prefer to communicate and make decisions. By using these tools in sales situations, you can better understand your customer's needs and close more deals through face-to-face meetings or any other platform.
To find out more about Ellivate can help you in sales, please contact us. We would be happy to chat with you about this topic and answer any questions you might have.