On this episode of The Chris LoCurto Show, we’re talking about how to close more sales. Of course you know when it comes to sales, it’s not about you; it’s about them. The more you understand the personality style of the person you’re communicating with, the better you can to guide them to a decision that’s right for them.
Now, before I go on, let me quickly explain what I mean by “right for them.” Zig Ziglar said it best when he said, “Selling is not something you do to someone, it’s something you do for someone.”
I couldn’t agree more. And the better I get at “servant selling,” the more enjoyable leading the sales process is, and the more people say “yes” to doing business with us. A key to selling as something “you do for someone,” and how to actually close more sales, is understanding personality styles. And of all of the personality style tools out there, DISC is the best tool.
Why is DISC the best personality styles tool?
“Complexity is your enemy,” said Sir Richard Branson said. “Any fool can make something complicated. It’s hard to make something simple.”
We can’t implement what we don’t understand. DISC is easy to understand, remember, apply, and get your team onboard with.
For example, when you know someone is dominantly a High I (Interactive) and the attributes of a High I, you can lean in the their direction, and understand their needs, strengths, and weaknesses.
This helps you lead them in the sales process. If you can’t even remember their personality style, you can’t do this.
Here’s a short, 3-minute video on using DISC to improve communication if you want to learn a little more:
When you know the personality style you are selling to, you can change the way you give information to best serve the other person.
The Different Personality Styles (And How To Close More Sales Knowing Them):
First off, here’s a 30,000 foot view description of each personality style.
It’s important to remember that everyone has all 4 levels, but normally, people have 1 or 2 “high” levels, such as a “high D.”
Also, people’s personality fluctuate between their “natural” and “adaptive.”
A simple way to think about this is people tend to be in their “natural” when their at home, and “adaptive” at work or when they know people are watching them.
Here’s a breakdown of what to factor in to selling to each personality type:
Selling to High Ds:
- Give them info in sound bites. Short and sweet.
- If written, give it in bullet points
- Once a high D has bought…STOP SELLING THEM. STOP TALKING. Transition to the close.
Selling to High Is:
- They are all about people.
- Don’t go into the meeting giving them information right off the bat. Ask them how they are doing?
- But don’t be fake! Be genuinely interested in them.
- They won’t hear a ton of details so follow up with them in a more detailed email.
- Keep the meeting fun and energetic.
Selling to High Ss:
- This is the most difficult style to sell to because change is conflict for them. Most people give up on them because they take a looooong time to make a decision.
- They’re always asking themselves, “how is this going to impact the team?”
- Give them information. Teach them how your product, service will help the company AND team.
- Understand it will take a lot of follow up. But the effort is worth it!
Selling to High Cs:
- You have to have A LOT OF DETAIL to sell to high Cs. They don’t want salesmanship or hype.
- They just want the facts. It doesn’t need to be exciting.
- If they disagree with your facts…you lost the sale.
- Be prepared.
- Ask them, “Are there any questions?” This allows them to give information back to you so you can fill in more information.
- And remember…DETAIL DETAIL DETAIL!!!
Learning to master selling to different personalities, and servant selling overall, takes years of practice and diligence. But eventually you WILL close more sales, and it’ll feel great to get there!
If you study top-performing sales people, they take immediate action when they learn new, useful information. That’s what I encourage you to do with this information! Take action today!
Question: How do you think selling according to personality style can help you?