Selling with SUCCESS: Using DISC to Close the Sale
Posted on 31 May 2018
Last time we talked about the five steps great sales professionals use to take their client through the sales process to reach the buying decision.
Selling and "closing the sale" relies on creating an environment in which the client feels comfortable and that they have established an authentic and relatable relationship with the sales professional.
Let's now consider how the DISC model can be used to close the sale:
1. Dominant - 'D' style clients:
"Dominant" people want to know straight off the bat what your product/service will do for them and when it will be done. Don't bother them with details - give them just enough information to help in the buying process. Be well prepared and organised as 'D's' are highly sceptical of perceived incompetence.
| Making Contact |
Approach with a business-like manner Get straight to the point Stay on task and be well organised Use phrases such as "bottom line results" "improved efficiency" "saves time" Be prepared with answers |
| Meeting their needs |
Alternate asking questions with providing additional information Be practical and logical Make sure you know their industry and company |
| Proposing a solution |
Focus on time-saving, revenue generating, increased efficiency type benefits Focus on how the solution can make them look better How the solution will improve the bottom line |
| Closing the sale |
Ask, D's will tell you straight up if they are interested or not. No need to beat around the bush Provide options and outcomes |
2. Interacting Socialisers - 'I' Style Clients
You'll need to wear your empathy hat with I's. Make sure you're full of lots of positive feedback and use "feeling" words when talking about them, yourself or a situation. Let them talk, listen to their stories and focus on the "relationship" side of the deal.
| Making Contact |
Be friendly, warm and engaging. Allow time for the conversation to drift off topic Use language that is positive, emotive and impressive Be confident and show interest in them personally |
| Meeting their needs |
I's get bored quickly when not talking about themselves; as such try and work business questions into social stories They love to "over-share" take this information and use it to tailor your solution |
| Proposing a solution |
Focus on prestige, image and recognition Play with the senses and include lots of hype and pizzazz They respond well to social proof and incentives |
| Closing the sale |
Be open I's are spontaneous by nature and respond well to the "don't miss out" approach They don't like details or paperwork so make that part of the process easy |
3. Steady - 'S' Clients
S's need clarity and a thorough step by step walkthrough of the proposal and solution. They need detail and logical content. Focus on building credibility, trust and friendship by showing you care about them personally. Communicate with them on a regular basis, even if its to touch base and see how they are.
| Making Contact |
Be soft and pleasant S's need to like the person they are dealing with or they will move onto someone else. They make decisions based on how much they like someone |
| Meeting their needs |
S's are sincere and liked to be asked questions which can help draw out the information required They avoid confrontation |
| Proposing a solution |
Be non-threatening, sincere and supportive Explain how long implementation will take Focus on harmony and security |
| Closing the sale |
S's can be slow to make decisions to take a specific action plan |
4. Cautious Thinkers - 'C' style Clients
C's love precision. They want everything done the "correct way". The prefer language that shows a level of thought, as opposed to emotions, so think with your head, not your heart when dealing with C's. C's will get frustrated with too much social talk.
| Making Contact |
Give a brief of what you'll talk to them about Provide credentials for your credibility Get to the point and don't talk about yourself they don't like people who they perceive as "big noters" |
| Meeting their needs |
They want to reveal their expertise so ask leading questions in this manner Make your answers are short and crisp Don't fake it |
| Proposing a solution |
Be logical, accurate and reliable They want supporting evidence and validation Have a process mapped out Be prepared to answer any perceived drawbacks as they like to see the full picture |
| Closing the sale |
Present options that are well documented Most likely to do their own research so give them time to think Be factual, professional and deliver on your promises |
Source: People Smart: in Business
Interested in becoming DISC Accredited? Visit our Talent Tools Accreditation Calendar
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