Can you sell at your customer’s pace?

Identifying the DISC style of others is the first step to building rapport and connection. The next, and crucial, step is consciously and intentionally pacing your energy and rhythm with the person you are speaking with. This is practicing behavioral flexibility.

People notice difference, not similarity. When we have rapport with someone, we naturally adopt some of their pacing and adapt to their style. The more intentional you become about doing this, the better you can create an interaction that feels comfortable and natural for the customer.

You can start the moment the customer enters the showroom. Notice their pace. Are they moving quickly and communicating in short bursts? Are they slower and more deliberate? Are they expressive and energetic? Before automatically interacting at your natural pace, pay attention to theirs and make a conscious decision about whether you need to adjust.

For salespeople: Practice adapting and pacing everywhere. Listen to talk radio or podcasts, watch a movie, and notice the rhythm, energy, and communication style of the people you are observing. Notice your own awkwardness when you adjust your natural rhythm, and also notice what happens when you pace and adapt to your customer. The discomfort is part of learning a new behavior.

For sales managers: Practice adapting and pacing with your sales associates, especially those who have a different DISC style from you. This is often where behavioral flexibility matters most. If you naturally move quickly and one of your team members needs more time to process, practice slowing down. If someone responds better to direct communication, notice whether you are giving them far more detail than they need.

This is one of the skills we’ll be practicing 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, pace, and approach, reduce resistance, and serve customers in the way they want to be served.

[REGISTER FOR THE SEPTEMBER DISC SESSION →]

Now, go practice adapting!

oxo
Jody

If you’re managing a sales team and want more structure around how you coach, train, measure, and develop your people, the next Sell It or Schedule It for Sales Managers cohort begins Wednesday, October 7 at 12 PM ET.

[LEARN ABOUT THE OCTOBER COHORT →]

And if you’ve already completed the program, the Sales Management Membership is available for graduates who want continued support, a place to revisit the work, and ongoing opportunities to sharpen their coaching and management skills.

[LEARN ABOUT THE MEMBERSHIP →]