A stereotype exists that the most effective salespeople are pushy, Type A, dominant, straight-talking individuals. Perhaps this used to be the best sales style. Nowadays, broad product and service offerings call for different types of approaches to sales. Technical products and services require salespeople who are comfortable with detail and confident in their product knowledge. In comparison, relationship selling requires salespeople, who can quickly and easily form long-lasting bonds with clients who make repeat purchases. The best DISC personality type for sales is one that matches a product or service.
Best DISC Profile For Sales
Unlike other positions, different types of selling are required for various products and services. Therefore, it would be inaccurate to say a single specific DISC profile is best suited for sales as every individual will have strengths and development areas.
Any person with any DISC profile can have a successful sales career. They first need to gain an understanding of their DISC profile and natural approach to sales. They also need to understand how to speed read the DISC profile of their prospects and clients to respond to their priorities. The same sales pitch will not work for every prospect. Each person has different preferences, some want to know about the reliability of a product, and others want to know how many features it has to serve their purpose. By being more aware of our behaviours and others' behaviours, we can fine-tune our approach to be more successful.
Starting with a strong self-understanding of their sales style, a salesperson can learn to adjust their behaviour to different situations quickly. If your sales staff cannot adapt to different buyer styles, they will constantly be using the same sales pitch to every client and prospect regardless of others' styles and will not be as successful as they can be.
What Is The Best DISC Profile For Hiring For Sales?
A common perception that exists among sales consultants and business owners is that a DI or ID DISC profile pattern is best for sales performance. For many sales positions, that might work well. Consultants and business owners often overlook that not all sales positions are equal, and this DISC profile does not fit every sales position. To determine the right DISC profile for a sales position, you need to first select the role's right sales style. Sales style is determined by your type of product or service and your industry. Does your product or service involve a long sales cycle or quick decision making?
Clients often ask us, "what is the best DISC personality type for sales". There is no single answer. No single DISC profile makes the ideal salesperson. The ideal DISC profile for sales depends on the type of business you are in and the kind of selling required for the position you are hiring for. Factors to consider when determining the best sales style are:
- industry type
- business type
type of sales interaction taking place:
- over the phone
- direct face-to-face sales
- cold calling
- repeat sales from existing accounts
style of sales:
- solution selling
- relationship selling
- technical sales