Sales really is a skill. Some people are better at it than others. And yet, there are also things you can teach yourself that will make you more successful as a salesperson. Adapting your communication to that of the customer, for example, makes a sales conversation run more smoothly. With the right words, attitude and behaviour, you will become a real sales tiger. In this blog, we will explain how.
Having sales conversations with DISC
Having real, genuine attention and immersing yourself in the customer’s needs are perhaps the most important ingredients. For this, it is of course essential that you listen carefully and actively. So also hearing what is said between the lines.
In addition, it is advisable to adapt your own behavioural style to that of your customer. This is how you ensure a connection. You must have heard of the favour aspect; a certain way of doing things that creates a setting in which the other person (in this case a client) favours you for the sale. Below are some tips for connecting to the 4 DISC styles in sales.
Determining your own DISC style
Before you can adapt your communication style to that of your potential client, it is important to understand your own way of communicating. When you use DISC, the way you communicate becomes clearer. Do you know which behavioural style suits you? Then you also know what your strengths and weaknesses. This is essential for having (sales) conversations with others.
Determining your potential client’s DISC style
To communicate effectively with your potential customer, it is essential to be able to recognise the other person’s behavioural style. You can then match your way of communicating to that. Everyone has a combination of the four different behavioural styles but you often see that one or two of the styles are the strongest.
Connecting to red behavioural style
People with this behavioural style are driven by results, challenges and freedom. How can you capitalise on this during a sales call?
- Come across as confident and show that you know what you are talking about
- Focus on the essentials, limit details and keep the conversation short
- Limit your smalltalk and get straight to the point
- Focus on the results; what will it deliver?
- Don’t be shocked by his directness
- Compliment the D on the results achieved and challenge him afterwards
- Stay in control of the conversation
- Talk about challenges, not problems
Connecting to yellow behavioural style
For people with a yellow behavioural style, a good, open atmosphere and a friendly approach are important. They are driven by recognition and are focused on influencing and inspiring.
- Create a good and fun atmosphere
- Let them talk and make sure they like you
- Immerse yourself in the other person by asking questions and showing your commitment
- React enthusiastically and optimistically without losing yourself
- Include the opinion of his acquaintances in the conversation
- Focus on the positive aspects and possibilities
- Tell your story light-heartedly and with humour
- Listen actively and connect with telling examples
Connecting to green behavioural style
The green behavioural style is characterised by a stable work environment, close relationships and cooperation.
- Do not get straight to the point, but have a chat first and show interest
- Adopt a friendly and calm approach
- Talk about friendliness and good relationships
- Put the other person at ease and take your time
- He does not like to be pushed around; give him space
- Help the other to make a good choice
- Keep a calm tone and avoid conflict
- Put everything in order and come back to it
Connecting to blue behavioural style
People with a blue behavioural style value quality, precision and details. Thanks to DISC, you will be well prepared for the sales call.
- Be well prepared and arrive on time; not too early or too late
- Keep your distance and do not get too amicable
- Structure the conversation and maintain an agenda
- Keep it businesslike and do not ask personal questions
- Stick to facts and demonstrable data
- Always honour your agreements and send a summary
- Do not take more time than agreed
- Avoid risks and offer securities or guarantees
Apply DISC in sales
DISC analyses can also be used for (sales) courses. Read about the added value of DISC for your training here. Do you have any questions about the DISC analysis or are you curious about the possibilities? Contact us via [email protected] or call +31 (0) 85 004 33 49.