Sales are based on relationships.
We like to buy from someone we trust, someone local, someone recommended by a friend. The relationship might be fairly shallow, but it’s important. How can we build satisfying sales relationships? Psychology tells us that we’re more at ease with those who mirror our style. We turn towards people we think will understand our priorities and validate our own choices. So how comfortable are you with adapting your selling style to the way your customer behaves?
Do you note the clues customers offer to their their own style and preferences? Do you notice he doesn’t comfortably make eye contact when you greet him? Do you remember she likes to chat about the weather or traffic before she’s ready to discuss anything business-oriented? Does she seem to always be in a hurry? These may be indications of your customer’s particular buying style. Knowing how to adapt to better meet those needs may make him or her feel more comfortable purchasing from you.
Everything DiSC Sales is an excellent tool to help you learn more about yourself, your selling style, and the buying styles of potential and existing customers. Learning more about your selling style may seem like a waste of time since we all believe we already understand our own behaviors. But almost everyone can learn something useful by completing a self-assessment.
When I took Everything DiSC Sales I was pleased to see that my style – iD – has strengths like being energetic without wasting customers’ time and being able to balance customers’ emotional needs with their business goals. On the other hand, I learned that I might also fail to give customers’ time to reflect or analyze. I might even appear bored when they talk. I now understand that I have to work on being more responsive to customers who are more analytical.
Your attitude, not your aptitude, will determine your altitude.” –Zig Ziglar