DISC... Selling to a d profile

Let's talk about one of my favorite subjects again - DISC!

In particular, how to use DISC to dramatically increase your conversion rates & influencing skills.

Let's jump in with the D (Dominant) profiles...

If you are a D Salesperson:

• Argumentative
• May try to overpower the person
• Likes to win
• May not follow up properly
• May be unprepared
• Can handle several customers at once

Selling to a fellow D.

The D is looking for: RESULTS 🎯

• Be direct
• Give alternatives
• Make sure you let them win
(make sure you win, too)
• Disagree with facts
• Enjoy the “combat”
• Don’t try to build a friendship
• Do not dictate to them
• Move quickly; they decide fast
• Do not try to overpower them

Selling to a I (influencer).

The I is looking for: THE EXPERIENCE 😍

• Be personal, friendly
• Slow down, take time
• Joke around and have fun
• Allow them to talk
• Provide recognition
• Don’t talk down to them
• Talk about people
• Follow up often

Selling to a S (steady).

The S is looking for: SECURITY 💙

• Slow down presentation
• Build trust
• Focus on people
• Give them the facts they need
• Provide a logical presentation
• Get “little” agreements
• Listen carefully
• Show sincerity in presentation
• Don’t control or dominate
• Do not close fast

Selling to a C (conscientious).

The C is looking for: INFORMATION 💬

• Give them the data
• Do not touch them
• Be patient, slow
• Use flyers with data
• Give more info than you’d like
• Keep control
• Do not talk personally
• Do not be pushy

Understanding DISC can dramatically increase your conversion and client retention rates by helping you to understand how each profile likes to communicate. I've had sales teams triple their conversion rates after a DISC sales workshop!

Give me a shout if you want to know more!