Having the right conversation is vital if you are to be successful in sales. But, did you know that understanding WHO you are speaking to and their personality type, can make or break a deal?
We all like to be with people who are like us and who 'get' us. This is as true in sales as it is in every other aspect of our lives. Personality profiling tools, such as Myers Briggs, provide a way of measuring how likely this is to happen. The closer people are to our own profile, the more likely we will get on. And, when we get on with a client, they are much more likely to buy.
The downside is that some systems have as many as 16 different personality types. And, to be successful, we need to be able to identify the most likely personality type the person we are speaking to has, so that we can change our approach to suit them.
The good news is that the DISC system only has four types. These are Dominant (very outcome focussed), Influencer (very charismatic), Stabiliser (likes things to stay the same) and Compliant (the tech specialist). We are all a combination of these four personality aspects, but one or two will be to the fore. These in turn drive how we treat people, how we behave under stress and many other personality traits.
I take you through a brief introduction to these traits and how they can enhance our communication skills in this podcast. There is a lot more information in my "Consultative Selling" course.
Welcome to the podcast!
If you have a sales problem you'd like to hear covered in a podcast, please contact me directly. Or, my sales training programme might help!
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Graham Elliott
You can contact me at graham@salescraft.training
My website is www.salescraft.training
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