Seasoned sales professionals will tell you that they cannot use the same pitch or approach to selling with every single person they meet. They have to adapt to different personalities. Once you understand that all people learn, perceive, think, process, and react in unique ways, the challenges that you have had communicating with certain prospects in the past will make much more sense.
But how do you quickly identify a person’s personality–especially a person whom you have just met and never talked to before?
This starts with understanding DiSC®. Using DiSC® behavior styles, you can categorize a person’s behaviors in one of four quadrants:
You will not talk to a person with a D behavior style the same way you would a C behavior style. For example, someone who is a D tends to be dominant–he or she wants to be in control, focuses on the big picture, and wants you to get to the point. On the opposite side of the spectrum, someone who is an S tends to be steady–he or she wants to know all of the details, while a D would consider that much information a waste of his or her time. If you don’t approach each person the right way, you risk saying the wrong thing and potentially irritating your prospect–or scaring your prospect away.
We will be exploring each of the different DiSC® behavior styles in the coming weeks and sharing our expert tips for communicating to individuals based on their style.
Do you want to learn more about DiSC® ? Our friend Lori Gorrell at Upward Solutions Coaching and Consulting is a certified Everything DiSC® Workplace coach and has worked with teams like yours across the country.
