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Note: The views and opinions expressed here are those of the authors and do not necessarily reflect the position of the Morris County Chamber of Commerce.
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MCCC Blog |
Note: The views and opinions expressed here are those of the authors and do not necessarily reflect the position of the Morris County Chamber of Commerce.
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Here again, most salespeople have no difficulty coming up with an example. But the memory in this case usually isn't as pleasant. Whether it’s a client, prospect, or even a colleague or a manager, it’s tough when conversations feel more like clashing than syncing.
Why do these dynamics happen? What “language” are we speaking—or failing to speak – in each situation? More importantly, can we turn those challenging interactions around and make them as easy and comfortable for both sides as the times when we instantly “clicked” with a buyer? Yes, we can! The key lies in one of the most effective tools available to sales leaders today—the DISC behavioral profiling system. This simple yet powerful tool helps us decode behavioral styles: our own and those of people we interact with. DISC paves the way for improved interactions and better sales outcomes by categorizing behavior into four types: Dominant, Influencer, Steady Relator, and Compliant. By understanding these profiles, and learning to recognize them, we can tailor our approaches to better align with the communication styles of different individuals.
DISC Means Deeper Connections: Tailoring our communication strategy to identify and match the DISC profile of a specific contact doesn't just improve rapport and make misunderstandings less likely — it deepens personal connections. We learn to meet each buyer or influencer in their communication comfort zone – which is not necessarily the zone we instinctively favor. When people feel heard, validated, and respected, they’re more likely to open up to us. DISC Means Better Outcomes: Understanding DISC profiles enables us to customize our messaging precisely to each client’s decision-making style. For instance, a Dominant profile might require a concise, direct, and result-oriented approach, while a Steady Relator profile would respond better to a slower, more relationship-focused, reassuring approach. By aligning our communication with individual behavioral tendencies, we increase our chances of achieving better sales outcomes. DISC Means More Lasting Client Relationships: Learning the “languages” that allow us to adjust our approach to the behavioral style of each contact (not just those we share a DISC style with) helps us create relationships that last. DISC helps us create personalized interactions that support a deeper ongoing level of trust and connection, which is a crucial part of improving long-term engagement, loyalty, customer satisfaction, and brand advocacy. Leveraging DISC Means Competitive Advantage: Integrating a deep understanding of DISC gives us a competitive edge. By comprehensively understanding the diverse behavioral styles of everyone we interact with (not just potential clients), we can more effectively tailor our messaging and relationship strategies, anticipate concerns, and identify and resolve problems more quickly. This sets us apart from competitors still employing a “one-size-fits-all" strategy. In actuality, this is a “my-style-fits-all" strategy that typically overlooks the behavioral "languages” of 75% of contacts! With the insights you glean from DISC, you’re not just selling; you’re connecting on a human level, understanding the unique languages of behavior that drive a particular individual’s decision-making. DISC, in short, is a game-changer. Ready to turn its insights into action? You may want to take a look at our in-depth whitepaper, '5 Secrets to Sales Success Using DISC’. It’s packed with actionable strategies for using DISC to craft personalized selling approaches that resonate with each unique buyer/influencer. You can download it here. Comments are closed.
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Please Note: The views and opinions expressed here are those of the authors and do not necessarily reflect the position of the Morris County Chamber of Commerce.
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The Morris County Economic Development Alliance (The Alliance) is an affiliated 501c3 Nonprofit of the Morris County Chamber and includes the Morris County Tourism Bureau, the Morris County Economic Development Corporation and the Connect To Morris job board.
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