DiSC Personality Test: Create Sales Success When You Sell Into Your Customer"s DiSC Buying Behavior
" When it comes to effective selling, one simple fact never changes, Selling is a relationship business.
You already know all about your company's products and services, and you've learned the fundamental aspects of the sales cycle.
But have you ever asked yourself what helps one salesperson develop immediate rapport with prospects, and not others? What is he or she doing that is leading to long-term client relationships? How can I learn to do the same thing? Understanding the different DiSC Personalities will help you discover and build that immediate rapport critical to improving sales performance and closing more sales by effectively identifying your customer's buying behavior and selling into it.
Research shows that prospects are more likely to buy when they unconsciously trust, and feel at ease with, their salesperson.
They are more willing to open up and provide information critical to closing the sale.
It appears that they are almost "helping" you make the sale, as opposed to fighting you in the process.
They almost want you to be successful and get them to buy.
Rapport is the key, remember sales is a relationship business! So how do you build this rapport? Understanding the behavioral style of your customer's DiSC Personality and effectively selling into how they buy can be your secret to building that rapport and sales success.
It's as simple as that.
About DiSC Styles The first key is to recognize that different behavioral styles do exist among prospects.
You've probably seen from your own experience how one sales approach worked great with one person, yet you got a very different reaction from someone else using that same approach.
DiSC Styles Impact:
- How a prospect wants you to sell to them.
- How a prospect wants you to present information.
- How a prospect wants the sales process to take place.
- How much or how little information you present.
- How a prospect makes buying decisions.
You must adapt your natural DiSC sales approach to the DiSC buying style of each individual customer.
The critical mistake ordinary sales people make is "selling the same way to every customer.
" So the second key is learning to identify the DiSC buying behavior of your customer.
The third key is learning how to use that knowledge to adapt your natural DiSC sales approach to make the customer feel more at ease.
This improved relationship will eventually lead to better rapport.
Learn Your Tendencies and Improve Most salespeople tend to sell to others the way they would like someone to sell to them.
That's not going to work! In sales it's important to remember this rule, "Do unto others as they would have you do unto them.
" When you learn to sell into how your customer buys, your ratio of closing the sales to losing the sales improves dramatically.