Everybody Sells

Before I started my own business, I worked as an account manager for a national IT consulting company.*  We developed a program for the entire company called, “Everybody Sells”.*  This is such a true statement.*  Are you thinking, “I’m not in sales”?*  Here’s what I have learned about sales and roles.*  We are all in sales as we represent the organization.*  If you are not in direct sales, you certainly have a job of communicating with others for decisions and support. * With this in mind, let’s look at the Everything DiSC Sales program supported and delivered by Learning Alliances.* 

With any sales strategy, you need to understand your own DiSC style.*  What are your motivators and fears in the way you speak and act?*  These motivators and fears are identified first so you are aware of your own behaviors and what comes naturally to you.*  Once you’ve identified your own style, it is important to recognize and understand the customer buying style.*  Lastly, adapt your sales style to your customer’s buying style.

For a quick preview, let’s identify behaviors you need to consider for yourself.*  Some of them are:

• * * *  Is the pace of your speech faster or slower?
• * * *  Do you pause frequently or rarely?
• * * *  Do you speak louder or softer?
• * * *  Are you more telling or asking?

What’s your natural, comfortable behavior?*  Identify similarities and differences with the client.*  Mirror the person you are speaking around these behaviors.*  For example, if they speak slower than you, then slow down (just a bit).*  Only modify up to two behaviors during the “sales” discussion.*  Otherwise, it may be perceived as wishy-washy or even worse, patronizing.

Secondly, while adapting your selling style to meet the needs of your customer, address their needs (not yours), timelines, budgets and barriers for the best and quickest results.

Lastly, expect to feel awkward as you modify one to two behaviors.*  Why?*  Because it’s not automatically “natural” to you.*  It’s similar to doing something in front of someone else for the first time.*  It feels awkward and we are not as confident in the first endeavor.

The final result, connect with your potential client to meet their needs and partner so well, that it is a challenge for the client to leave you and easy to stay with you and the organization.

For further information and potential workshops, contact Shirley at Learning Alliances.