Identifying and measuring a prospect’s pain early in the sales process is one of the most effective ways to increase sales. So how do we uncover a potential customer’s pain without being obvious about what we’re doing? You already know and understand why Bonding and Rapport is the first step in the Sandler sales process, so now you can take the next step to gain a clearer understanding of the challenges and pains your prospects face on a daily basis.
You need to establish trust with your prospect so that they feel comfortable talking to you about their problems or pains. Earlier in the Sandler sales process, we talked about using NLP, or Neuro-Linguistic Programming to disarm your prospect through powerful techniques like duplication and matching. Now we will talk about another powerful tool called DISC, or Dominant, Influence, constant rapporteurY Obedient.
DISC: MATCH YOUR SALES TECHNIQUES WITH THE PREDOMINANT COMMUNICATION AND BEHAVIOR TRAIT OF THE PROSPECT
In it DISC model, psychologists have isolated four traits of human behavior. Most people have a combination of these four traits, but usually one type dominates their personality more than the others. You can gain great advantages if you can identify your prospects DISC personality type and adjust your behavior and communication style to match the prospect’s personality. This will give you a huge boost in your relationship and communication with this person as you take them through the Sandler system and ultimately seal the deal. DISC is something we teach throughout the Sandler process and can be used in combination with NLP to give you two very powerful sales tools.
Dominants
Dominant style individuals will be direct and sincere and, in extreme situations, may even be perceived as terse, indifferent, or cold. They are risk takers and problem solvers who tend to have high levels of personal confidence.
Certainly when they’re not self-aware and low on the other three personality styles (which we’ll get to in a moment), these prospects tend to want a win-lose outcome in the negotiation. Translation: They want the seller to lose and they want to win.
Establish rapport with dominant buyers by demonstrating your efficiency. Let them feel like they are in control as you gently navigate the conversation to the topic that really matters to them: his bread.
Influencers
Next you have Influencers. These prospects are talkative, energized by social interaction, colorful, and fun. where with him Dominants, a sense of humor can be considered a waste of time, with high influencers, there is a need to enjoy the experience of buying from you. Therefore, an appropriate series of jokes or social scenarios (such as having your meeting over lunch) is something that resonates with the highest Influencers. They need this socialization; it helps them establish a bond.
When dealing with these buyers, allow more time on your sales call than with Dominants. Let the Influencers enjoy the experience and fully communicate with you; that is what makes them feel comfortable. can you recognize Influencers for his optimism and affability.
fixed rapporteurs
The third type of behavior is constant rapporteur. fixed rapporteurs they are loyal and yearn to build relationships based on trust. Before doing business, they want to trust the seller. Compared to the Dominant Y Influence buyers, the fixed rapporteurs They have introverted personalities.
Yew fixed rapporteurs If they don’t feel they can trust you, they probably won’t do business with you unless they have absolutely no other choice. When dealing with these prospects, take the time to get to know them, their goals, and their pains. Let them know you too, but don’t share any of your pain.
complies
Finally, in the DISC model, do you have complies. These guys do their research. They gather lots of information before making any decision. Too often in a sales situation, it all comes down to price with which to buy. Obedient. Many salespeople find dealing with them the most difficult challenge because most salespeople are Dominantit’s gold influential people, or some combination of the two, and they just don’t understand what it does complies tick.
complies It tends to sound very logical, but behind it all, fear is the emotion that governs your decision making. What fixed rapporteursThese people are introverts. They often take the longest to make decisions compared to the other three behavior styles.