Why Do Some Sales Pitches Soar While Others Flop?
Psst - want to learn how to get over your prospect's fears? Scroll to the end of this newsletter to learn how to grab your limited spot.
If you have ever been in a sales role, or have had to sell an idea to your team, you may appreciate the pain points of trying to convince people:
Perhaps you struggle to close deals and get over the finish line.
Perhaps you face rejections from tough clients who want to negotiate and push the boundaries.
Maybe you’ve been able to win the sale with the person on the meeting, but once it’s brought to the person in charge you’ve faced objections.
You definitely have experienced the frustration of prospects who seem uninterested, aloof, or indecisive.
What if I told you there is a tool that helps you learn to evaporate your prospects’ fears?
The secret to a winning sales pitch might be hiding in plain sight: within the very personality of your client.
By cracking the behavioural code of the person you’re selling to, you're not just selling. You're connecting.
This is where DISC behavioural profiling becomes a powerful tool in helping you learn how to read the behavioural styles of prospects so that one can close more sales.
Imagine tailoring your pitch to perfectly resonate with each client's unique DISC style. Suddenly, you're not just another salesperson; you're a mind-reader, addressing their deepest concerns before they even voice them. The result? Their trust in you skyrockets, their objections melt away, and they’re more inclined to say “Yes!”
If you are familiar with the four DISC styles, you’ll know that each style has distinct preferences and fears. This is how each style prefers to be sold to.
Dominance (D-Style): The Go-Getter
D-style clients are decisive, results-oriented, and appreciate efficiency. They fear losing control and appearing weak. When selling to them, it’s crucial to be direct and respect their time.
Real-Life Scenario: Imagine you’re selling a new software solution to a CEO (a classic D-style). Instead of starting with a lengthy presentation, you might say, “This tool will increase your team’s productivity by 30%, saving you $50,000 annually. Let me show you how it works in under 10 minutes.” By focusing on outcomes and efficiency, you’re speaking their language.
Quick Tips:
Be Direct: Present concise information focusing on outcomes.
Highlight Benefits: Emphasise how your product or service leads to success.
Respect Their Time: Avoid unnecessary details; get straight to the point.
Influence (I-Style): The Social Enthusiast
I-style clients are sociable, enthusiastic, and value recognition. They fear social rejection and disapproval. Connect with I-styles by building rapport and maintaining a positive, energetic interaction is key.
Real-Life Scenario: Imagine you’re pitching a marketing campaign to a bubbly, outgoing marketing manager (an I-style). You want to start by chatting about their recent successes or a popular industry trend. Once you’ve broken the ice, share a testimonial from a similar client who achieved great results with your service. “Your creativity is inspiring! One of our clients, who’s just as innovative as you, saw a 40% increase in engagement using this strategy.”
Quick Tips:
Build Rapport: Engage in friendly conversation to establish a connection.
Share Testimonials: Use stories and experiences to illustrate benefits.
Maintain Positivity: Keep the interaction upbeat and energetic.
Steadiness (S-Style): The Reliable Supporter
S-style clients are patient, loyal, and appreciate stability. They fear rapid changes, confrontations and being pressured to make a decision. To be on the same page as them, focus on creating a comfortable, low-pressure environment.
Real-Life Scenario: Let’s say you’re selling insurance to someone (an S-style). Instead of pushing for an immediate decision, you might consider saying, “I understand this is a big decision. Here’s a detailed brochure outlining the benefits. Take your time to review it, and I’m happy to answer any questions when you’re ready.” This sort of language reassures them and builds trust.
Quick Tips:
Be Patient: Allow them time to process information and make decisions.
Provide Reassurance: Emphasise the reliability and support associated with your offering.
Avoid Pressure: Create a comfortable environment free from high-pressure tactics.
Conscientiousness (C-Style): The Analytical Thinker
C-style clients are detail-oriented, analytical, and value accuracy. They fear criticism and being wrong. You want to come prepared with detailed information and respect their need for analysis.
Real-Life Scenario: If you’re selling a technical product to an engineer (a C-style), you consider saying, “Here’s a detailed report on the product specifications, including third-party test results. I’ve also attached a comparison chart with competitors’ products. Let me know if you need further data.” This approach caters to their need for precision and thoroughness.
Quick Tips:
Offer Detailed Information: Provide comprehensive data and specifications.
Be Prepared: Anticipate questions and have thorough answers ready.
Respect Their Process: Allow them time to analyse and consider the information.
Understanding DISC Teaches You How To Speak Your Client’s Language
When you delve deeper into your client's motivations and discover what drives them, this could be the make-or-break strategy in sealing the deal. When you cultivate authentic rapport and demonstrate that you’re to work with your client, you create the psychological bridge that empowers the client to invest fully in your offering.
Sales success isn’t just about having a great product or service; it’s about understanding the person you’re selling to. By leveraging DISC behavioural profiling, you can tailor your approach to resonate with each client’s unique style, turning potential flops into soaring successes.
So, the next time you prepare a pitch, ask yourself: “Do I truly understand what makes my client tick?” If the answer is yes, you’re already halfway to closing the deal.
Want to see how your business or Sales team can better utilise the unique language of DISC within their sales strategies?
Don't just take my word for it. Here's what other people have had to say about their biggest takeaway in the Masterclass:
"I've learnt how to better understand different client personalities and how to best serve them"
"My biggest takeaway is how to communicate and influence different styles, plus how to adjust my own style!"
For a limited time only till the end of March, I am offering a 60-min Sales Masterclass (virtual) at a discounted rate of $299 (15% off). Only 3 spots left!
Let’s chat. Click here to book a free 15-minute discovery session
