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As the Chinese proverb goes: “the same kind of rice can feed all sorts of people“. Hence, never think that you can employ one type of marketing strategy for all people out there.
It’s a fact that people prefer to buy from people who understand their needs or behave like them. For this reason, it is essential that we know how to speed read people to understand what motivates the prospects buying decisions. Today, we’re going to share with you the secret of using DISC to close more sales!
Identify DISC Styles Of Your Customers & Use These Tactical Ideas To Close Deal
First, you’ll need to identify and understand the personality type of your customer before anything else. So, take a look at the DISC personality which can break down into 4 archetypes stated below:-
DOMINANCE people are very direct to the point in their communication and prioritize results over everything else. They typically have fast-paced speech and a strong personality. They often have a quicker, more impulsive decision-making style. Sometimes, they can give the impression that they’re rude or hard to deal with.
One Simple Question To Know The Customer Is “D” Type
Simply start your conversation with a simple question: “how your day is going?”. For D personality – the customer will give you a short, concise, answer that’s a bit more colorful than the fact-driven reply of a “C” people.
Adapt Your Selling Style To D Type
To “D” people, time is money. If “D” customers come to you for inquiries, provide the information they needed directly. In the conversation, remember to show your respect toward their views and requirements without making them feel like you’re simply agreeing to whatever they say.
You need to be confident, capable, and able to deliver quickly when talking to “D” type customers. You should be able to demonstrate that you know your business well. Dominant people are strongly influenced by other people who they perceive as having high status or power. So, use testimonials from well-known people in your industry is a smart move to close sales.
INFLUENCE type of people is friendly and talkative. They typically enjoy interacting with people and like chit-chat. They use lots of facial expressions and hand gestures while they talk. However, this kind of person tends to be less detail-oriented and focus more on the big picture.
One Simple Question To Know The Customer Is “I” Type
Simply start your conversation with a simple question: “how your day is going?”. For I personality – the customer will reply to you with a long, wordy story about themself. It’s easy to identify as they use lots of adjectives, descriptions and some hyperbole words.
Adapt Your Selling Style To I Type
“I” personalities like to express their ideas and emotions, so you can ask them what they’re thinking and feeling. They will tell you what’s working and what’s not for them. You should be interested in their sharing, while also share a personal side of yourself to establish a strong relationship with them.
Sometimes they can be disorganized, so provide summaries of what you’ve discussed can help them focus on what you want them to focus on.
STEADY type of people emphasizes security, are resistant to change and prefer working on 1-2 tasks instead of multiples. They look for sincerity and dependability over anything else. These people are frequently reserved or non-emotional.
One Simple Question To Know The Customer Is “S” Type
Simply start your conversation with a simple question: “how your day is going?”. For S personality – the customer will give you a wordy warm answer, using language about the team and the company rather than “I” statements.
Adapt Your Selling Style To S Type
People with “S” personalities are even-tempered, composed, and good at listening. Show them you’re interested in who they are as a person and don’t let your sales pitch feel too “transactional”. Make it clear you value the relationship. If you focus too much on facts and numbers, you’ll risk coming off as impersonal.
COMPLIANT people want as much information as possible about your product or service. They value quality, accuracy and are also afraid of making the wrong move. Hence, they are very accurate, precise, and detail-oriented. They’re naturally cautious and rely on calculated data-backed decisions rather than gut feelings.
One Simple Question To Know The Customer Is “C” Type
Simply start your conversation with a simple question: “how your day is going?”. For C personality – the customer gives you a short, concise, and exact answer which support by facts and data.
Adapt Your Selling Style To C Type
People with “C” personalities like having as much information as possible. Give them the information in verbal and also in writing. Knowing they can review all the documents later and make an informed decision puts “C” people at ease.
Be sure to include detailed pros and cons list in your conversation, which can also help them make a decision. Compliant people are very afraid of making the wrong decision, so offering some type of guarantee or refund can help ease their worry, such as “7 days money-back guarantee”.
