What is your customer telling you before they buy?

Your customer’s DISC style influences how they buy and how they want the interaction to go. Every DISC style has identifying behaviors that are classic to them. These behaviors might show up in gestures, facial expressions, pace, or the way someone communicates.

Communication is one of the best identifiers because it is natural and often a knee-jerk reaction. Both the content and delivery of what someone says give you clues. Rather than waiting for someone to offer information, prompt them by asking, “Describe that to me” or “Tell me more about that.” Then listen for HOW they respond.

Dominance: Broad terms, abbreviated or single-word answers, and quick response time.
Influence: Lots of enthusiasm and expression, often with superlative responses.
Steadiness: A considered response that often includes information about people.
Compliance: A very detailed response, including measurements, dimensions and specifics, delivered evenly.

The point isn’t to label someone. The point is to become more observant so you can better understand how that customer wants to communicate and how you might need to adapt.

For salespeople: Practice asking everyone, “Tell me more about that…” This helps you develop the habit of asking more discovery questions, being more inquisitive, and listening not only to WHAT people say but HOW they say it and what that might indicate about their DISC style.

For sales managers: Practice these same questions with your sales team. You’ll get to know them better while also practicing how to adjust your own communication to be more like theirs. You can also begin asking your team what they noticed about customer behavior during the day so identifying DISC becomes part of the sales conversation.

This is exactly what we’ll be working on in our September Sales Skills session, DISC for Customers: Identifying and Adapting, on Wednesday, September 16 from 3–4 PM ET. We’ll look at how to identify customer behaviors, adapt your language and pace, reduce resistance, and serve customers in the way they want to be served.

[REGISTER FOR THE SEPTEMBER DISC SESSION →]

Now, go ask and listen!

oxo
Jody

If you’re managing a sales team and want to go deeper into the day-to-day work of building performance, the next Sell It or Schedule It for Sales Managers cohort begins Wednesday, October 7 at 12 PM ET. We’ll work on goals, metrics, training, coaching, huddles, floor observations, time management, accountability, and how all of those pieces work together.

[LEARN ABOUT THE OCTOBER COHORT →]

And if you’ve already completed the Sales Management program, the Sales Management Membership gives you a way to continue the work, revisit topics, and stay supported as you manage and coach your team.

[LEARN ABOUT THE MEMBERSHIP →]