Using DiSC in the Sales Process

Industry Insights

Monday, March 8, 2021

Using DiSC in the Sales Process

Sales professionals are well-trained in prospecting and closing techniques. However, even successful ones can continue to develop skills focusing on DiSC profiles in selling.

Why use DiSC profiles in selling?

People buy for their own reasons, not the salespersons’ reasons. Selling is about building rapport and the necessary skills build that rapport. We need to quickly understand and communicate with our clients and prospects on an engaging and comfortable level. The better the rapport, the more likely they are to listen to you and close the deal.

You may only have once chance to make the sale. If you aren’t prepared, you probably won’t get another shot. Take the necessary steps to prepare wisely.

Simple steps 

DiSC explains how we operate, our modus operandi, if you will. There are four basic steps:

  1. Understand that there are different behavioral styles of prospects and we cannot use the same selling style for all.
  2. Have a clear understanding of your own DiSC – in this case likes attract
  3. Identify the prospect’s style.
  4. Adjust your selling style to match the prospects and close the deal.

Review of DiSC Styles

A quick overview of the basic DiSC styles:

  • Dominance: direct, strong-willed, and forceful (fast-paced and skeptical)
  • Influence: sociable, talkative, and lively (fast-paced and accepting)
  • Steadiness: gentle, accommodating, and soft-hearted (moderate-paced and accepting)
  • Conscientiousness: private, analytical, and logical (moderate-paced and skeptical)

Identify Your DiSC Style

The DiSC assessment is the best way to determine your style. Complete the assessment and have it analyzed to find out which is your dominant style. You can obtain the assessment and do a self-assessment, but it is best to have it completed with a professional who can explain the nuances of each style and how to work with them.

Identifying the Prospect's DiSC Style

Keys to your prospect’s DiSC style are consistent behavior patterns, how they talk (fast or slowly), what they talk about, body language and other signals.

Your first inclination is to jump right in with product features and benefits – wrong. Get to know them a bit, ask non-work-related questions, like the weather, sports, the arts, etc. They are feeling pressure and you need to put them at ease.

You will observe whether they are more task-oriented or people-oriented - reserved or active. After learning more about the 4 basic DiSC styles you will get a sense of their dominate and secondary styles. Remember, everyone is a combination of the 4 styles. Perhaps an easier way is to determine which style they are not comfortable with and stay away from that one. Either approach is acceptable; whichever you feel belter pursuing.

Adjusting Your Style

Be observant rather than reach a conclusion based upon the prospect’s position or title. Don’t assume that an engineer is automatically a C-style person. Also, people make buying decisions on their own terms, not the same way we make them.

Sales people have to adjust to their prospect’s comfort zone. Buying may be based upon product features and functions, however, the decision process is based upon the comfort level the prospect has with the salesperson. People who feel comfortable making a decision are better prospects.

An Example – D-profile prospects

D-profile prospects tend to be decisive and fast-paced. The salesperson needs to be decisive and efficient. Provide enough information to close the sale and have the prospect close it for you. D-profiles typically want to control any situation and the sales process is no different.

You will often find that D-profiles want to see if you are up to the challenge and test you on the details, your product knowledge, after-sale follow and the like. Be prepared to answer any and all questions to gain their respect and confidence.

Summary

The DiSC process has been tested and proven to be reliable as well as durable. Understanding your profile and then discovering the profile of your prospects will result in more successful sales. DiSC does not replace product knowledge, perseverance, and other skills necessary for a successful sales career, however, keeping your profile in mind as you engage each prospect gives you a head start towards a closed sale.

 

 

Print
Upcoming Nacha Operating Rules Implementation & Enforcement

Upcoming Nacha Operating Rules Implementation & Enforcement

- March 18, 2022: Dollar Limit of Same Day ACH Increases to $1 Million - March 19, 2022: ACH WEB Debit Account Validation Rule (Becomes...
Read More
How Credit Card Statement Reporting can be a Differentiator for your FI

How Credit Card Statement Reporting can be a Differentiator for your FI

In an environment where financial institutions (FIs) are looking for unique ways to differentiate themselves—and grow their bottom line in...
Read More
ADA compliance for financial institutions: Here’s something you can do

ADA compliance for financial institutions: Here’s something you can do

Accessibility is about more than in-person parking spaces and wheelchair ramps at branch locations. With so much banking increasingly done...
Read More
A Guide to Payments Audits and Risk Assessments: Helping Financial Institutions Better Manage Risk and Maintain Compliance

A Guide to Payments Audits and Risk Assessments: Helping Financial Institutions Better Manage Risk and Maintain Compliance

While every financial institution is unique, with its own set of risk and compliance  considerations and opportunities, the volume of audits...
Read More
Enjoy Some Comedy, a Drink, and Maybe Win a Gift Card

Enjoy Some Comedy, a Drink, and Maybe Win a Gift Card

L’chaim! Proost! Cheers! However you offer a toast, be sure to bring a glass to raise as you join us tomorrow at 4:30 p.m. ET at Nacha's...
Read More
Five Actions You Can Take Today to Prepare for ACH Compliance Audits and Risk Assessments

Five Actions You Can Take Today to Prepare for ACH Compliance Audits and Risk Assessments

At NEACH Payments Group (NPG), we know compliance and risk. We partner with financial institutions to conduct hundreds of compliance audits and...
Read More
NPG ACH Risk Assessments: Top Recommendations 2020

NPG ACH Risk Assessments: Top Recommendations 2020

The 2020 NPG ACH Risk Assessment data reveals four key  recommendations for financial institutions to better mitigate risk.

Read More
NPG ACH Audits: Top Recommendations 2020

NPG ACH Audits: Top Recommendations 2020

2020 NPG ACH Audit data reveals the three most cited areas of improvement for financial institutions (FIs). With NPG’s input, FIs now...
Read More
Ready for a workshop on effective sales and communications?

Ready for a workshop on effective sales and communications?

“Most people don’t know the most effective ways to sell. They do what they think is the right thing to do, which is to share product...
Read More
Using DiSC in the Sales Process

Using DiSC in the Sales Process

Sales professionals are well-trained in prospecting and closing techniques. However, even successful ones can continue to develop skills...
Read More
7 Tips for Supporting Your Small Business Customers and Growing Your Cash Management Business

7 Tips for Supporting Your Small Business Customers and Growing Your Cash Management Business

Small businesses live and die by their cash flow. Yet, upwards of 60 percent regularly struggle with having enough to support business...
Read More
NEACH Payments Group Issues RFP for Investment Manager Services

NEACH Payments Group Issues RFP for Investment Manager Services

NEACH Payments Group (NPG) is issuing a Request for Proposal (RFP) to manage its excess funds. Any organization in good standing is welcome to...
Read More
Being Nacha Certified puts ACI Payments "Above the Other Processors" Who Are Not

Being Nacha Certified puts ACI Payments "Above the Other Processors" Who Are Not

“By being Nacha Certified, we are putting ourselves above the other Processors that might not have this distinctive certification.”...
Read More
ACH Audits: 2019 Findings

ACH Audits: 2019 Findings

With more than 160 years of collective experience, NEACH Payments Group works to create a payments landscape that is safe, compliant, and...
Read More
ACH Risk Assessments: Top Recommendations 2019

ACH Risk Assessments: Top Recommendations 2019

With more than 160 years of collective experience, NEACH Payments Group works to create a payments landscape that is safe, compliant, and...
Read More
Cash Management Case Study

Cash Management Case Study

A Massachusetts community bank was expanding its cash management services for a growing base of small and mid-sized business customers. NEACH...
Read More
Partnering for Innovation:  The New England FinTech Evolution

Partnering for Innovation: The New England FinTech Evolution

Partnering for Innovation: The New England FinTech Evolution draws expert insights from NEACH, New England community banks, and FinTechs to...
Read More

News

Jul - 22

$65K Raised for Special Olympics Rhode Island

NEACH Payments Group was a proud sponsor of the Credit Unions of Rhode Island's 2022 Charity Golf Tournament on July 11, 2022.

Read More

Jun - 22

$58K Raised for A Bed for Every Child

NEACH Payments Group was proud to sponsor the Massachusetts Credit Unions' Stephen Jones Credit Union Charity Golf Tournament on June 23, 2022.

Read More

Apr - 22

The RTP Business Committee has approved changes to the RTP Operating Rules and Participation Rules.

These changes will become effective April 18, 2022. Value Limit Increase Operating Rule II.C.2 is amended to increase the value limit for a RTP Payment from... Read More

Contact Us