People-reading Skills For Salespeople – Subtle Cues That Can Help You Close More Sales
Salespeople constantly hear that they must know our prospects and sell to them in the way in which they want to be sold. However, within the short time span of an initial meeting or lunch, many salespeople don’t have much time to observe, much less make qualified decisions about the communication methods of those we meet. The DISC Behavioral Profile can offer some much needed assistance in making quick assessments. Using the cues below, you can easily gather some basic information to help you tailor your sales approach “on the fly” and potentially close more sales.
Dominating Style
Look for…
- Expensive clothing
- Little to no jewelry
- A large desk with awards prominently displayed
- A fast walking pace with arms swinging and head in the air
- A stance with one foot in front of the other, with weight on front foot
- Often has one or both hands in pockets
- Sits with one ankle rested on one knee
How to sell…
- Keep your distance physically and emotionally – they are all business
- Be direct and to-the-point
- Take a results-oriented approach
- Provide win-win solutions
- Use logic
- Give the bottom line first – don’t overuse data
Impacting Style
Look for…
- Designer clothing and a very well kept appearance
- Wears jewelry with social affiliations (clubs, associations, charities)
- Office decorated with memorabilia from friends
- Walks moderately slow – may run into things due to not paying attention
- Stands with feet apart, probably swaying
- Will either talk with hands or have hands in pockets
- Sits with legs crossed … one leg bouncing
How to sell…
- Allow time to socialize, lighten up & have fun
- Ask for feelings and opinions about product/service
- Use touch (forearm or back)
- Approach in a friendly, non-threatening way
Supporting Style
Look for…
- Casual dress
- Company logo or years of service jewelry
- An office filled with family snapshots and a homey feel
- A slow walking pace, dropping eyes and head when approaching someone
- Stance similar to the Dominating style but with weight on back foot and hand on hip
- Likes to sit with legs hooked around chair legs, legs crossed at ankles and stretched out, or crossed and underneath body
How to sell…
- Be patient
- Draw opinions from them
- Allow time for discussion
- Show how solutions benefit them
- Give clear definitions
Contemplating Style
Look for…
- Conservative clothing of high quality
- Jewelry bearing professional or technical affiliations, “real” gold, diamonds, etc.
- Functional office décor
- Fast walking pace, stepping quickly around obstacles
- Stands slightly sideways with arms folded or hand on chin
- Sits sideways in chair with legs crossed (no movement), or calf rested on leg with arms crossed in front, resting on one hand, or covering mouth
How to sell…
- Use data and facts
- Examine arguments from all sides
- Don’t socialize
- Disagree with the FACTS, not the PERSON
- Avoid “new and improved,” stick to proven ideas
- Do not touch!
- Allow time for them to think
While this information is obviously not all encompassing, it will give you some excellent insight into the communication styles of prospects. It will also help you avoid some costly mistakes when selling. If you or someone you know would be interested in finding out what your behavioral approach is (Dominating, Influencing, Supporting, or Contemplating), contact us for a free test drive!