One of my favorite sales techniques/tools is knowing the buyer and seller styles and knowing how to adapt your style to meet that of your buyer.  To me, just knowing this one powerful selling tool can have a tremendous impact on a salesperson. Although this knowledge comes in many forms and has many names (personality types, behavioral styles, social styles etc.) I have found that there is one system that works well for sales people and it is called DISC. DISC stands for 4 certain types of people – Dominant, Influencer, Steady Relater and Cautious Thinker. Each of these types come with their own set of characteristics.  They communicate differently, operate differently, and build relationships differently just to name a few.  If a salesperson is able to identify the style of his/her buyer then they have a much better chance of communicating with and building a stronger relationship with him or her. I just wanted to share a little bit about each type to get your familiar with them.

Dominants

Extroverted

Influencers

Steady Relaters

Cautious Thinkers

These are just a few description words to help you start to idenify the different styles. I will be following up on this topic shortly with other rules and tactics to help you use this information in a beneficial way. Until then, have fun with this knowledge! Try to see what type your friends and co-workers are. Maybe – just maybe – it will help you understand why there are just some people out there that operate differently than you do.

Until next time!

1 Comment

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  By SonyaSunny, March 22, 2009 @ 9:52 pm

  Greatings,
  http://www.andythesalescoach.com to GoogleReader!

  Thanks
  SonyaSunny

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