Sales Strategies for Different Customer Behavioral Styles

Questions and Answers

What is the DISC framework for sales?

A framework for sales that includes four behavioral styles

What are dominance traits?

Being demanding, impatient, and focused on the bigger picture

What is important in sales conversations with dominant customers?

Being efficient, direct, and providing options for them to feel in control

What are influence traits?

Being animated, open, and spontaneous Signup and view all the answers

What is important in sales conversations with influential customers?

Building relationships and being enthusiastic Signup and view all the answers

What are steadiness traits?

Being easygoing and listening carefully Signup and view all the answers

What is important in sales conversations with steady customers?

Proceeding logically and demonstrating low-risk solutions Signup and view all the answers

What is important in all sales conversations?

Building rapport and trust with the customer Signup and view all the answers

What should salespeople do when engaging with compliance customers?

Listen carefully, answer questions calmly, and be thorough in presenting information Signup and view all the answers

What should salespeople avoid when engaging with compliance customers?

Moving too fast and spending too much time on small talk Signup and view all the answers

Study Notes

The author visited a Star Wars exhibition in Sydney and reflected on how different behavioral traits and personality types in customers require different sales approaches.
The author uses the DISC framework for sales, which includes four behavioral styles: dominance, influence, steadiness, and conscientiousness.
Dominance traits include being demanding, impatient, and focused on the bigger picture.
In sales conversations with dominant customers, it's important to be efficient, direct, and provide options for them to feel in control.
Influence traits include being animated, open, and spontaneous in decision-making.
In sales conversations with influential customers, it's important to focus on building relationships, be enthusiastic, and appeal to their emotions.
Steadiness traits include being easygoing, listening carefully, and pondering alternatives.
In sales conversations with steady customers, it's important to proceed logically, provide support, collaborate, and demonstrate low-risk solutions.
In all sales conversations, it's important to build rapport and trust with the customer.
Adapting sales approaches to different behavioral styles can lead to more sales, better perception of the salesperson and organization, repeat business, and referrals.
The text discusses how to engage with customers who display compliance personality traits.
Compliance customers are focused on details and ask lots of questions.
They have likely researched products and services before the conversation.
Salespeople should listen carefully, answer questions calmly, and be thorough in presenting information.
They should also slow down their presentation and be systematic and logical.
Salespeople should avoid moving too fast, spending too much time on small talk, and challenging the customer's knowledge or point of view.
The text is part of a series on the DISC profiling system.
The previous videos covered dominance, influence, and steadiness.
The author believes it is important to be reliable and not make unexpected changes for customers.
The author uses Star Wars characters as examples of different personality types.