One of the ways I help business owners is through my DiSC profiling sessions which most often are focused on how to build high performing and harmonious teams.

But another way that DiSC can be hugely powerful in business is when it comes to sales.

Put simply, if you can follow some basic principles relating to DiSC in your sales meetings then you will ultimately increase your chances of success and so positively impact your conversion rate.

So how do you do that?

Let’s start with the first step:

Prepare for the meetings with their communication style in mind.

D Profile

First and foremost in meetings keep the pace high, start with the most important points and make sure you stick to time.

Keep to high level information, tell them specifically what you are offering and how much it will cost them but also how it will benefit them.

I Profile

Be prepared to have a lengthy meeting and for it to be amore chatty and free-flowing discussion, they will want to spend time getting to know you and what type of person they are.

You can likely expect them to share stories about their life and to ask you to explain how what you are offering can help them.

S Profile

Again, be prepared for a longer meeting as you will need to allow time for them to listen and to ask lots of questions to help reassure them about any decisions that they need to make.

Remember that they are trying to get to know and trust you but they won’t tell you a lot about them personally. Instead they will want to know what support is on offer and how you help the people you work with.

C Profile

With these meetings make sure you finish the meeting just before the time you said it would finish not a minute or two over.

Be prepared for lots of questions about how long things will take, deadlines, milestones etc and ideally have a detailed written document for them to take away.

Using DiSC Profiles in the meetings; Make the Sale Easy

The Latin definition of sales is ‘to serve’ which means helping them to buy what they want and the simplest way to make this process easier is to make sure that you are speaking their DiSC language so that you give them the relevant information that they need to make the decision.

So how does that work in reality?

D Profile

Any materials or information you want to present to them needs to be high level information, if you imagine the dashboard of a car, it only has the most important information on there.

There are the most important and relevant facts and figures required to make a decision and so in a sales context what are the costs, benefits and when will the project you are proposing start and finish.

I Profile

Once you have started the conversation and built trust by asking about them it would be a good idea to share stories about the work you have done with clients and the benefits that the clients have had.

Try not to go into too much detail and if talking about numbers and measures choose ones that relate to people.

S Profile

Like the I profile you need to build trust and they are interested in how what you are offering will affect people and their own ability to do what is important to them and to serve their customers.

Remember that they like to reflect and so are unlikely to agree a decision there and then. To smooth the sales process check if anyoneelse needs to be involved in the decision making and ask them to give you a time that you can follow up with them.

C Profile

These profiles will like to see that you have done your preparation and so it is helpful to have a detailed written report full of information and any analysis relevant analysis.  It is also helpful to have a copy of your terms and conditions and agreements.

Like the S profile they will be unlikely to make a decision there and then so giving them a copy of these documents to take away and digesti s sensible. To smooth the sales process get them to agree a time frame for you to follow up by asking "if I call you at the end of next week with that giveyou enough time to make a decision?".

In summary you need to stick to their language and understand how your language might be perceived by others. Remember that you have two ears and one mouth for a reason, listen carefully to what they are saying and the questions they are asking and adapt your language or approach as necessary.

For more help with understanding your profile and how to interact with others in a sales context then the best place to start is to book one of our Discover Your Potential sessions.