Category Archives: Sales

How To Sell To A DiSC® Profile “S” Style.

“S” STEADINESS DiSC Profile STYLE

DiSC Profile Steadiness StyleThe “Steadiness,” or “S” DiSC Profile Style individuals, is also people-oriented – but at a much slower pace than the “i” style.  The “S” person doesn’t like to be forced into making changes or quick decisions.  They’re patient, loyal, and calm, making them excellent listeners and “peacekeepers” when conflict breaks out.  Their focus is on being overly cooperative with people.

You can identify these individuals by their reserved, indirect, but people-oriented approach to others.  Their speech may appear softer, with an open posture.  They will have relaxed, warm facial expressions and prefer a casual approach.

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How To Sell To A DiSC® Profile “i” Style.

“i” INFLUENCE DiSC Profile STYLE

DiSC Profile Influence Style“Influence,” or “i” DiSC Profile Style individuals are frequently thought of as “people persons.”  They’re enthusiastic and upbeat – enjoying the interaction with others in a humorous, lighthearted way.  These individuals can appear to be the eternal optimists, usually seeing the glass as half-full rather than half-empty, and can be quite persuasive about things they’re passionate about.

You can identify them as being outgoing and direct, very talkative and interactive.  These people tend to speak quickly, use animated expressions, and express their feelings freely.  They can appear to be casual and friendly in their interactions with others and love to express themselves in a jovial, humorous way.  Sometimes you’ll notice trinkets or fun gadgets in their office – it’s their way of adding levity to the work environment.

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How To Sell To A DiSC® Profile “D” Style.

“D” DOMINANT DiSC Profile STYLE

DiSC Profile Dominant Style“Dominant,” or “D” DiSC Profile Style individuals, are usually results-oriented.  They thrive on the challenge of solving problems and making quick buying decisions.  These individuals are fast-paced and like to be in charge.  They can become impatient with people or situations that hinder them from accomplishing their goals.  This is one of the reasons why they’re more task-oriented than people-oriented.

You can recognize these individuals as being fast-paced and direct when speaking – they’re more interested in telling you information than in asking your opinion.  They tend to think in terms of the bottom line.  These individuals may have more formal, “can’t read” facial expressions than other styles.

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Effective Selling Into Your Client’s DiSC® Profile Style.

What’s Your Client’s Style?

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.

Everything DiSC Sales ProfileBut 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?  The Everything DiSC Sales Profile can help.

Research shows that prospects are more likely to buy when they unconsciously trust, and feel at ease with, the 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.

So how do you build this rapport?  Understanding the behavioral style of their DiSC Profile and effectively selling into how they buy.

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