How to sell to each DISC styles

Adapted from TTI Success Insights

Dominant individuals focus on the big picture and go at a rapid pace. They avoid small talk and prefer to get straight to the point. Provide solutions when speaking with a D.Give them facts and figures; show how your product or service has solved similar problems to theirs in the past. Even better, show them success stories. For example we regularly highlight the benefits we’ve brought to past clients. High D’s always like to know the impact of your solution, especially when you can link it back to money.

For I’s it’s all about the people connection. Be sure to create a personal connection with them before making demands or getting straight to business. Influencers make business based upon relationships: at the end of the day, that’s all an organization is; a group of people who have a relationship to work towards a shared goal. Although, facts and effectiveness definitely come into the picture, individuals with High I, will choose to work with some again and again based upon the relationship they have with them. So build a rapport, learn about their interests and hobbies. Don’t treat the interaction as the means to get a sale but an opportunity to make a friend.

High S’s like stability and a steady pace. Stay on course and communicate at a reasonable pace. Confirm the S understands what is expected of them.Explain to them how you’re going to go about your sale. Tell them, as with all things, there is a beginning, middle and end: Show them how the journey will look in advance.Allow them time to process the information your presenting. Definitely don’t rush them into a decision; do not go overboard with facts and figures, save all that information for the contract.

C’s are all about the facts and details. Don’t Rush a C and don’t plan small talk, but above all, be organized when working with a C! Individuals with High C want all the facts and figures, but more importantly, they want to know you can do a good job. Have all the information they could want ready to present, or even give them material in advance, if it’s not your first interaction of the sale.So do as much research as possible, think of the questions they could ask and prepare answers. Then, think of some stuff that they might never ask and prepare that too. You need to exuberate reliability and competence.

With every sale you try to make you’ll have to adapt your selling style; every person in this world is different. So do your research. With each interaction, study how they act, learn how they do their business. Base your proposal around how they will want the information delivered. Then adapt your style.

By E.M. Godsman