Using DISC to Sell : D Dominant/Challenged
They are leaders, respect them
Sell them on how you can make them more successful, productive and profitable – tell them!
Be confident and they will respect you
Give them the facts, be punchy, keep to the agenda
Decision makers – you must close them
Don’t let them go - get the objections out Introverted S/C Task Task Using DISC to Sell Introverted
Extroverted? People People?
Task? People Extroverted D/I People?
Task? C Compliant/Constraints
The toughest to close, challenging, sceptical, untrusting, analytical
They will ask 1,000’s questions, want all the detail- give it to them
You can’t tell them, instead ask questions, provide detail & facts!
Ensure you have given them the info they need to make a decision
Show them you can improve their efficiency
They procrastinate so give them time
Resistant to change – follow them up Extroverted &Task S Steadiness/Consistent
Harder to sell than D,I – they don’t like change
Steady decision makers, they will take their time
Rapport/trust essential, eye contact, be their friend
Tell them up front what you want them to do – if it is right
Some will not make a decision on the day
Be firm but not pushy when closing them
Agree to when they will make a decision I Influential/Contacts
Win them over and be their friend
Show them you have a sense of humour and thatyou care about them, like them, chat freely
But let them do most of the talking.
They are decision makers
Easiest to sell to - so close them! Introverted & People Extroverted & People Introverted & Task