Over the past several months, we’ve been detailing each of the DiSC® Behavior styles. We’ve covered D – dominant – and I – influence – and now we’re moving on to S – steadiness.
What you need to know about an S prospect:
- She is very even-tempered, friendly and a good listener.
- She values the security of routine and may be resistant to change.
- She wants to avoid conflict, so she may avoid telling you ‘no’ or challenging what you are presenting.
- She is leery of salespeople because they bring change–and someone who is an S personality type does not like change.
You’ll hear an S prospect say things like:
- How will this change our current process?
- Is there another way to accomplish the same goal?
Strategies to communicate with an S prospect:
- Be personable and build a rapport to put the prospect at ease.
- Avoid being overly pushy or aggressive, as you may discourage the prospect from future conversations.
- Encourage the prospect to share her ideas or concerns, as she may hesitate from doing so unprompted.
- Do not be overly eager and scare her away with the threat of change. Help the prospect to realize that the pain of change is greater than the pain she and her company is currently in. Help her to discover that any change you are proposing will not harm her staff or her team–which she likely cares about more than herself.
Do you want to learn more about DiSC® ? Our friend Lori Gorrell at Upward Solutions Coaching and Consulting is a Certified Facilitator of the Everything DiSC Workplace® and has worked with teams like yours across the country.
