You’ve got the goods, you’ve got the pitch, you even bought one for yourself. But why are your customers walking away, or “thinking about it?”
So, you’re a D – Dominant personality style. You want to close this deal – like yesterday. Also, you love the challenge of blowing away your quota for the month. You’re making the hard sell. However, your customer, is an I-Inspiring type. They need a committee to make a decision. They’re all about having fun in the process. When selling to an I type, certain words can make a huge difference. Here’s a few examples:
Words to persuade buyer Words to discourage buyer
Fun, popular, new, entertaining Plan, repetitive, long-term, rigid
See the difference? As a D-type, you need to pace your sales pitch to their style. I-types also can lose focus quickly; you may need to steer them back to the business at hand.
The key to making the sale is to remember that YOUR style does not connect with everyone. Knowing how to identify the different indicators of each style will help you connect and more accurately relate to your customers.
You’ve got your sale.
Very interesting, but how do you know ahead of time what type of person your prospect is? With me it’s all about trying to judge the vibe of the person I’m talking to. Using words like Fun, popular, new, entertaining just don’t fit with the services we offer, so I guess I’ll have to think a little harder.
Hi Terry –
Thank you for the clarification. Once you’ve completed the DISC assessment, you will know what to look for. It’s not about the “words” per se, but the result, or goal they want. For example, an “I” going to the dentist for straightening or whitening, they may not necessarily care that they are getting the best deal for their money. Or What they really care about is that they have the look they want, and have a fun experience along the way. If they have an appointment with a reserved “C” type, they probably will not recommend that dentist. I’m WAY over simplifying here, but hope that makes sense. I’d be happy to discuss this with you in more detail.
I guess if we were all type “I” or “D” life would be so boring. This is giving me grate insight on how to connect better with my clients