DISC... Selling to an i profile

PART 2! 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 I (Influencer) profiles...

If you are an I Salesperson:

• Social
• People-oriented
• Often have a lack of attention to detail
• May over-promise
• May be “too talkative”
• Worries about rejection so may close too slowly, or not at all
• Enthusiastic
• Wordy, often non-logical presentation style
• May not be to good on the follow up

Selling to a D (Dominant)
The D is looking for: RESULTS 🎯
• Do not touch! 😊
• Stay business-like
• Be direct and to the point
• Do not over-promise
• Do not joke
• Let them win (you win also)
• Confidently close, not allowing them to overpower you

Selling to a fellow I (influencer):
The I is looking for: THE EXPERIENCE 😍
• Have fun
• Don’t waste too much time talking
• Make sure you close
• Give them the recognition
• Let them talk more than you
• Be personal, friendly
• Slow down, take time
• Provide recognition
• 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! ​