Does the one fit all?
If you live in an Anglo Saxon country, would you start speaking French in a store and expect people to understand?
Equally, imagine going into an Anglo Saxon boardroom to pitch your "grand idea" or solution and do it in Japanese?
My point of the analogy is this: people speak 4 different languages in terms of DISC and yet we keep forcing our native language (D, I, S or C) on others even though we get push back, misunderstandings, fallouts and resistance.
Even worse: we all heard about the definition of madness, which is doing the same old thing and expect a different result.
Is that smart?
Let's bring it back to business now.
Closing ratios depend on our ability to speak the 4 DISC languages fluently.
Moreover, our sales process is not a simple "one size fits all approach" as so many gurus wrongfully claim.
In fact, you want to cater for the differences as you read into each situation.
Here are three proven ways to do so:
- Adapt your approach by matching their PACE. Example: don't ask a slow paced buyer to make a decision on the spot. Incentives will backfire and attempts to close prematurely will come across as pushy.
- Adapt your approach by matching their PRIORITY. For example, if someone is highly task focused (aka business like), don't try to butter them up with small talk; this is a guaranteed way to lose their interest.
- Finally, adapt your approach by matching their VOCABULARY. For example, if your prospect is results oriented, use words mindfully such as "performance", "boosting revenue", "capturing market share", "winning", "keeping control", "goals", "objectives" etc. Using airy fairy words such as "getting along", "team morale" and "working together" will irritate them.
There is a reason why students of Business Development Accelerator reach tender and proposal conversions as high as 95%.
Good reason also why they exceed sales targets by 120% to 150% twenty months in a row.
They learned to adapt the sales process to cater for all stakeholders involved so that they create buy-in with ALL of them.
Not just one.
Indeed, the worst thing you can do is try to convince the one "decision maker" and forget about the users, influencers and other senior people around them.
They all have a perspective that you want to relate to effectively.
Note: the next Business Development Accelerator is starting soon. It's 100% online. You can be anywhere.
Imagine smashing your targets with my help over the next 90 days.
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