How DiSC Profiles Are Helpful in Training Your Organization's Salesforce
Salespeople continually strive to achieve success. But unless they speak their customer's "language" it’s difficult to achieve ambitious sales goals.
Not every customer responds positively to the same selling approach, and the best salespeople understand that they need more than just a one-size-fits-all strategy to selling. By learning to adapt their behavior and communication style, salespeople will become better equipped to meet their customers' needs and improve sales results.
Organizations can help their salespeople learn to adapt their styles to connect better — and close more sales — by adding a sales personality test to their training curriculum. DiSC profiles are effective training tools that organizations may use to increase overall sales effectiveness.
DiSC is a simple and intuitive learning model that teaches participants to understand their own behavioral styles, motivators, and preferences, as well as their natural approach to selling.
DiSC provides a nonjudgmental language for exploring issues across 4 primary DiSC dimensions of behavior:
- Dominance: D's are Direct & Decisive. They're strong-willed, like accepting challenges, taking action, and getting immediate results.
- influence: I's are "people people." They are optimistic and outgoing, and enjoy sharing ideas and energizing others.
- Steadiness: S's are helpful people who like working behind the scenes, performing in predictable, consistent ways, and are good listeners.
- Conscientiousness: C's plan ahead and value quality. They employ systematic approaches, and will check and re-check for accuracy.
DiSC is an effective tool for helping salespeople learn how to "people-read" in order to bridge the gaps between their DiSC style and the customer's. This understanding will help them gain trust and ultimately secure the sale.
By reading their sales evaluation, participating in sales training activities, and role playing, salespeople can learn how to adjust their sales process and approach in order to acknowledge the important preferences and values of their customers. DiSC takes the dizzying variety of client needs and puts them into a simple framework that makes sense. With this understanding, salespeople can develop selling strategies and action plans for adapting to different customers’ styles. This will result in strong, lasting relationships with customers of all styles.
As salespeople become more aware of and develop an understanding of their DiSC sales styles, they'll learn to communicate more effectively, avoid misundersandings, and improve sales relationships. Their sales profile will help them understand themselves so they learn to recognize and appreciate the buying styles of their customers and then adapt their selling style to connect better with customers.
Customers can have very diverse needs. Arming your salespeople with the skills they need to adapt their communication styles will help them build the trust needed to gain commitment for the sale, and achieve their sales goals.
DiSC® is a registered trademark of Inscape Publishing, Inc.