Immediately following the training programme that included a DISC training, there was a noticeable improvement in communication between the individuals and the overall morale of the team. They appeared to be more focused and the sales manager reported that sales immediately increased by some 11% in the first month. That increase was again surpassed in the second month following the presentation, by another 1.5%.
As a result of this exercise, the company has now included the Extended DISC System as a core element in their training programmes.
How did a strong knowledge of the DISC Styles make all the difference?
People are naturally wired to hear differently, speak differently, and work differently.
For example, if you're communicating with a C style customer and you're a D type sales person, you'll want to be patient and understanding of their need for copious amounts of information.
If you're dealing with a D style customer and you're a natural I style sales person, you'll want to adjust to your customer by keeping the small talk to a minimum, getting to the point, and steering away from emotive selling.
If you understand who you are and how you need to adjust, it'll be a game changer.
So what is the ideal behavioural style for a sales person?
- For tough competition, direct one-off selling, and price competition, choose a person with “D” characteristics
- For abstract products, relationship selling, and new account opening, choose a person with ”I” characteristics
- For a long term process, serving an existing customer base, and after sales service, choose a person with “S” characteristics
- For technical selling, information providing and an expert role, choose a person with “C” characteristics.
So everyone can sell but obviously each style does have natural attributes enabling them to succeed in specific situations. Extended DISC can help find the right people for the specific task.