Speak More Languages, Close More Sales

Effective communication is the cornerstone of successful relationships, especially in sales. The DISC behavioral model identifies four distinct communication styles, each with unique strengths and characteristics. By understanding these styles and recognizing your own, you can enhance your communication with others, foster trust, and ultimately drive better results.

What Are DISC Styles?

DISC is an acronym that represents four behavioral styles:

• D: Dominant
• I: Influencer
• S: Steady Relator
• C: Compliant

Each person typically has one dominant style, supplemented by secondary traits depending on the situation. No style is superior to another, but learning to adapt your approach to others’ styles can give you a competitive edge.

The Power of Adapting Communication

When you accommodate someone else’s communication preferences, you boost your credibility and build rapport. This flexibility is particularly important in sales, where adapting your style to match your prospect’s can foster trust and improve outcomes. Let’s dive into the four DISC styles and their characteristics.

The Four DISC Styles

1. Dominants (D)

• Traits: Extroverted, action-oriented, focused on results.
• Strengths: Direct, decisive, and competitive.
• Challenges: Can be impatient and dismissive of small talk.
• How to Communicate with Dominants: Be concise, focus on outcomes, and avoid unnecessary details. They value efficiency and straightforwardness. Tip for Dominants: Allow others time to share their thoughts and self-discover solutions instead of immediately providing answers.

2. Influencers (I)

• Traits: Social, enthusiastic, and relationship-driven.
• Strengths: Creative, persuasive, and optimistic.
• Challenges: May struggle with organization and impulsive decision-making.
• How to Communicate with Influencers: Encourage open dialogue and let them express themselves. Use a collaborative approach to keep them engaged. Tip for Influencers: Avoid dominating conversations. Stay focused on the agenda and ensure clear next steps are outlined.

3. Steady Relators (S)

• Traits: Loyal, patient, and peacekeeping.
• Strengths: Dependable, consistent, and cooperative.
• Challenges: May resist change and delay decision-making.
• How to Communicate with Steady Relators: Respect their need for stability and gradual change. Invest time in building relationships and provide clear agendas for discussions. Tip for Steady Relators: Share your honest thoughts and recommendations, even if it’s outside your comfort zone. Request clear agendas to feel prepared.

4. Compliants (C)

• Traits: Analytical, detail-oriented, and cautious.
• Strengths: Logical, precise, and methodical.
• Challenges: May overanalyze and hesitate to make decisions.
• How to Communicate with Compliants: Provide thorough information and avoid rushing them. They need all the facts to make informed choices. Tip for Compliants: Focus on building personal connections with prospects. Look for opportunities to add value by formalizing processes and capturing best practices.

Why DISC Matters in Sales

Understanding DISC isn’t just about improving communication; it’s about tailoring your approach to build stronger relationships. By recognizing your own DISC style and adapting to others’, you can:

• Build trust faster.
• Foster better collaboration.
• Improve closing rates.

Mastering the DISC behavioral model can transform your communication and sales performance. By investing time in understanding your own style and learning to adapt to others, you’ll gain a significant competitive advantage in the marketplace. Take the first step today and start speaking the language of your prospects—it’s a skill that will pay dividends in both your professional and personal life.

Free Sandler Resource: Unlock the 5 Secrets to Sales Success Using DISC.

Invest your time in DISC to elevate your sales teams’ success and use these 5 secrets to foster & nurture a culture of inclusion, growth, and continuous learning.