Identifying and measuring the pain of potential customers early in the sales process is one of the most effective ways to increase sales. So how do you find the pain of potential customers without obvious what we are doing? You already understand and understand why Bonding and Rapport are the first steps in the Sandler sales process, so now you can take the next step to get a clearer picture of the challenges and pains your potential customers face every day.
You need to build trust with your potential customers so they can easily discuss their problems or pains with you. In the early stages of the Sandler sales process, we discussed the use of NLP or neuro-language programming to unlock your potential customers through powerful technologies such as mirroring and matching. Now we will discuss another powerful tool called DISC, or Dominant, Influencer, Steady Relator and Compliant.
DISC: Match your sales skills to the prospects of predictive behavior and communication characteristics
In the DISC model, psychologists have isolated four human behavioral characteristics. Most people mix these four features, but usually one type dominates their personality more than others. If you can identify your potential customer DISC personality type and adjust your behavior and communication style to match the personality of your potential customers, you can get some great advantages. This will give you good relationships and communication with this person when you pass the Sandler system and eventually complete the transaction. DISC is what we teach throughout the Sandler process and can be used in conjunction with NLP to provide you with two very powerful sales tools.
Dominant species
Leading style individuals will be direct and frank, and in extreme cases may even be considered succinct, indifferent or indifferent. They are risk takers and problem solvers who often have a high degree of personal confidence.
Of course, when they are not self-aware and have three other personality styles [which we will get in a flash], these prospects often hope to achieve a win-win result in the negotiations. Translation: They want sales people to lose, they want to win.
Establish a rapport with Dominant buyers by demonstrating your efficiency. When they subtly navigate the conversation to topics that are really important to them, let them feel under control: from
Their pain.
Influencer
Next you have influencers. These prospects are full of talkative, energetic, socially interactive, colorful and full of fun. For Dominants, a sense of humour may be considered a waste of time, and a person with high influence needs to enjoy the experience purchased from you. Therefore, a proper series of jokes or social occasions [such as meetings at lunchtime] will resonate with high-impact people. They need this socialization; it helps them build connections.
When dealing with these buyers, the time spent on the sales call is longer than the time to use Dominants. Let the influencers enjoy the experience and communicate with you; this is why they feel comfortable. You can get to know the influencers through optimism and affinity.
Stable stakeholders
The third type of behavior is Steady Relator. Stable relationships are loyal and eager to build trust-based relationships. They want to trust sales people before they do business. Compared to Dominant and Influencer buyers, Steady Relators have an introverted personality.
If Steady Relators doesn't think they can trust you, they won't do business with you unless they have no choice. When dealing with these potential customers, please take a moment to understand them, their goals and pains. Let them know you too, but don't share any pain you have.
Compliants
Finally, in the DISC model, you have Compliants. These people do their research. They collect a lot of information before making any decisions. In the case of sales, everything comes down to the standard price. Many salespeople find that dealing with these issues is the most difficult challenge, because most salespeople are dominators or influencers - or some combination of the two - they just don't understand what makes Compliants tick.
Compliance often seems logical, but behind all of this, fear is the emotion that determines their decisions. Like Steady Relators, these people are introverted. They usually need to make the longest decisions compared to the other three behavioral styles.
Want to learn more about DISC and other prospecting and closure tools? Check out our upcoming "Advanced Prospecting and Closing Clinic" seminar on January 17, 2019 in Braintree, Massachusetts, or watch its live broadcast on Zoom. Click one of the links below to register.
Orignal From: Qualified prospects for higher success rates
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