Over the last four weeks, I’ve introduced you to the four primary behavioral styles – how to recognize them and, more importantly, how to adapt for increased sales. Now it’s time to put this theory into practice, if you haven’t done so already.
Generally speaking, you can recognize one’s primary behavioral style through simple observation and conversation. All you need to do is answer two questions –
Question #1: Is the person Outgoing or Reserved? In other words, when they walk into the store, do they make a general comment or do they walk right up and start a conversation with you? It’s easy to recognize the outgoing types. Outgoing types are either High D – Dominants or High I – Influencers. The customers who politely engage you in conversation or wait for you to engage with them – they’re Reserved and they are High S – Steadiness and High C – Compliance.
Question #2: Is the person Task-oriented or People-oriented? Task-oriented people want to get down to business immediately. They’re either direct or demanding (High D) or simply uncomfortable engaging in small talk (High C). People-oriented individuals want to have a fun and memorable experience with others (High I) or are polite and friendly (High S).
Putting it together, High D is Outgoing and Task-oriented / High I is Outgoing and People-oriented / High S is Reserved and People-oriented / and, High C is Reserved and Task-oriented.
How do you Adapt? DiSC Customer-Focused Selling Skills
Here are two ways you can practice the language of DISC each and every day:
(1) Think about the people you interact with every day. What DISC style do you think they represent? How can you best engage them with what you have learned about yourself and their style?
(2) After every customer interaction, think about what DISC style you thought they represented. How different was their style to yours? What did you do to adapt your style? What could you have done differently?
Any time we learn a new language, we have to practice it or we’ll lose it. Want to be more successful in sales, practice-practice-practice!
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