DISC... Selling to an s profile

PART 3! 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 S (Steady) profiles...

If you are an S Salesperson:

• Natural salesperson, personable
• Steady and dependable
• Easily discouraged, low confidence
• Great on follow-through (may over service)
• May give away £££ under pressure
• More enthusiasm may be needed
• May over use facts
• May wait too long to close

Selling to a D (Dominant):
The D is looking for: RESULTS 🎯
• Be confident; don’t be intimidated
• Close sooner than normal
• Disagree with facts, not person
• Do not be overpowered by them
• Let them win (you win too)
• Move faster than normal
• Come on as strong as “D” is, but friendly

Selling to an I (influencer):
The I is looking for: THE EXPERIENCE 😍
• Allow them to talk, but keep focus
• Provide minimal product info
• Provide follow up
• Give recognition
• Have fun with them
• “Jump” to close when ready

Selling to a fellow S (Steady):
The S is looking for: SECURITY 💙
• Give them the facts
• Provide the assurances they need
• Be yourself
• Close when you feel you have their trust
• Assure them of the right decision
• Introduce them to managers,
service managers, etc.
• Follow up after the sale

Selling to a C (Conscientious):
The C is looking for: INFORMATION 💬
• Give them the data
• Answer questions with facts
• Do not be too personal
• Be direct and friendly
• Do not touch them
• Give them their space
• Do not fear their skeptical nature
• Follow through on details
• Give information, then close

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! ​