Sales is all about communication and knowing how to interact with the customer. We at DISCsimple understand that people we work with may have a different behavioural style to our own and this can affect the outcome of a sale. It is important to understand and adapt to someone else’s behavioural style in order to secure the sale and close the deal.
DISC is a behavioural tool that indicates your particular style – and can act like a handbook! We are each a blend of all four styles but tend to favour one over another. When it comes to sales, we all have different priorities that we look for. These tend to differ slightly from what drives our styles in general.
In this blog, I’m going to focus on the S style.
S’s are the Supporter style, they are steady-paced, and people-focused.
In the workplace, their drivers are Support, Stability and Collaboration. However, when it comes to their sales priorities, their drivers shift to Dependability, Sincerity and Relationships.
We have come up with 4 ways of how to close a deal with an S style person and help you meet these priorities:
- S Styles know what they like and like what they know! Focus on how your product or service compares with what they already have paying particular attention to what it will still do. Highlight how there are no major changes, just that the new product has added features or functions. Put emphasis on the similarities and what has been kept.
- Demonstrate how the product works for everyone. Show how it helps make everyone’s life easier.
- S’s are steady paced. Do not rush the sale and avoid using too much jargon, if an S style feels that buying is too much of a leap they will not go forward with the transaction or will return or cancel at a later date. Don’t think that if your S style has gone quiet that the deal is lost. S styles take time to think about things so a gentle nudge every now and then is a good way to keep your proposal front of mind but take care to not be too pushy, focus on the relationship, not the deal.
- Support an S style and reassure them that they are making the right choice for them, build a relationship and don’t force the decision.
Closing the deal can be the hardest part of any sale. If you have identified a person as an S style, focus on giving them time and ensuring that it really is the best option for them. Reassure an S that they are making the right choice by highlighting how it is just as good as the previous model with a lot of similarities and demonstrate that it will make life easier for them and others who use it.
An S style can be a really tricky style to sell to but once you are successful then they are likely to come back to you again and again so while the process can feel a bit drawn out to other styles, the rewards can continue long into the future as they will use you again and again.
If you are struggling with sales and closing deals and would like to find out more, attend our DISClive sales series and learn more about DISCsimple sales profiles.
We can guarantee that getting a sales profile and using it to recognise and adapt to your customers buying preferences will improve your sales!
The Profiles are £175 ex VAT and include a support call. Get in touch to set one up.
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If you are a people development expert, independent consultant or coach and would like to benefit from a like-minded and supportive network of people get in touch at firstname.lastname@example.org to find out how you can become a partner.
To learn more about the DISC tool and how you can learn to identify different DISC styles. Come along to one of our free lunchtime sessions. They are full of powerful insight into the world of Everything DiSC® (part of the Wiley group) and in just 30 minutes you will learn something! We run a learning session every Monday and a Pro session for professionals already working with DISC every other Thursday.