How often have you been misunderstood?
Have you missed a sale or recruit you “thought you had”?
Does conflict get in the way of building a productive team?
Knowing, understanding and adapting to behavioral styles helps you, your Managers and Sales Representatives increase productivity. To achieve success, win sales and have others follow you, it’s important to learn everything you can about people. The concept of reading and adapting to human behavioral styles has been around for thousands of years. More importantly, for decades, it has helped sales professionals in all industries sell more business, recruit qualified prospects and build profitable relationships that last a lifetime.
Step 1: Know Yourself: Recognizing the behaviors in your communication style that drive others crazy is the best place to start. Are you so focused on business that some feel you don’t have a personal side? Perhaps you respond to emails so quickly that you don’t notice typos. Do you get so caught up in details that things just don’t seem to get done? Maybe you don’t want to upset the status quo, so you acquiesce to other’s preferences, making it look as though you “can’t take a stand”. Knowing the impact your communication style has on others allows you to control and adapt behaviors to meet the needs of those to whom you are communicating. In other words, be easy to listen to!
Step 2: Know Others: Most people have been raised to be polite. Therefore, out of courtesy people may adapt to our style, thus creating a false sense of approval in communication. Using a four-quadrant model called DiSC, we can ask just a few simple questions about the “observable” behaviors of another person. Looking at two dimensions, (You might draw a line down the middle of a page) we first ask, “Is the person fast paced, outspoken, louder and a natural teller”, or are they moderately paced, reserved, quieter and a natural asker? The next step is to see what direction their compass points, (so now draw a line across the middle of your page). If the compass points to the left, this person naturally gravitates towards tasks and can work very independently. If the compass points to the right, the person is more comfortable working in groups or a collaborative environment and is very people oriented.
The Four DiSC Styles:
“D” The model implies that someone who is fast paced, a natural teller, and comfortably tells or delegates the tasks is referred to as a D style, meaning they are very dominant, determined and direct.
“I” Someone who is fast paced, a natural teller, but more often tells things about people such as stories and jokes is what we call an ‘I’ style, because they are very influencing, inspiring and interactive. They love being part of “everything” and they do not like details.
“S” Moving to the lower half of our model, someone whose compass points toward people, but is moderately paced and a natural “asker” has an ‘S’, or “Steadiness” style. They are very steady, they like security and safety. As askers, S people will ask about you, your family and your weekend. They are not ones for risk, but they are loyal and make great team players.
“C” Lastly, if you draw a dot on the left bottom quadrant of this model, we find there is someone who is also an “asker” but they ask about tasks or details. This person has a “C” style, meaning, conscientious, careful and cautious. They ask you for the details: the process, past performance and the next logical step.
Step 3: Adapting Communications: So, what does all this mean to a manager or sales rep? People are wired differently, which means they are driven and motivated differently.
Working with the D Style: Be a little more direct and to the point, be on time and don’t take too much of their time. Show them what’s in it for them and emphasize the bottom line as a result of what you are asking them to do. They are motivated by challenge. When making a decision, give them a simple choice of “Option A” or “Option B”.
Working with the I Style: If you are working or selling to the “I” style, be prepared for small talk and look for an opportunity to transition to the business at hand without cutting them off. They like stories and pictures. They are motivated by challenge and they love public recognition when they win. In other words, they like the stage and the plaque on the wall.
Working with the S style: Emphasize how their work or decision can positively impact the people around them (unlike our D style where you emphasize the results or bottom line). Point out facts that emphasize the safety of your product, company or service and identify how you will support and service them.
Working with the C style: C’s wrote the carpenters rule: measure twice, cut once. They need lots of facts and data to move forward with you. They don’t like small talk, and they are motivated by quality. Be extremely organized in your approach: show factual past performance and give them all the research they need prior to decision making.
DiSC Myth’s: True or False: High D’s make great leaders; I’s make great sales people; S’s make great counselors and all C’s are accountants. The answer is absolutely false. D’s will put themselves in positions of leadership; this does not mean they have the aptitude and skill to be a great leader. I’s can over talk a sale any time you let us (yes, that’s me and listening is a learned skill). S’s, can be as driven or competitive as the next person, they will just approach competition in a humble manner. C’s, while they love routine, have patience for the details; it does not guarantee they have an aptitude for numbers or problem solving. As a matter of fact, in sales, they are great fact-finders and present well-thought out solutions. In other words, our communication style does not reflect our aptitudes, talents and natural abilities. It is, however, our communication style that plays an integral part of our success (no matter what role we choose), as we communicate our points, sell our ideas and most importantly, help and lead others to meet their goals. The human law of reciprocity says when we help others meet their goals, then others want to help us succeed. And this, “simply said”, is the essence of success!
Ten Lessons To Increase Sales Success
