Qualifying Prospects for Higher Success Rates
Identifying and measuring a prospect’s pain early in the sales process is one of the most effective ways to increase sales. So how do we uncover a potential client’s pain without being obvious about what we are doing? You already know and understand why Bonding and Rapport is the first step in the Sandler Sales Process, so now you can take the next step to get a clearer understanding of the challenges and pains your prospects face on a daily basis.
You need to establish trust with your prospect so they feel comfortable talking to you about their problems or pain. Earlier in the Sandler Sales process, we talked about using NLP, or Neuro-Linguistic Programming to disarm your prospect through powerful techniques like mirroring and matching. Now we will talk about another powerful tool called DISC, or Dominant, Influencer, Steady Relator, and Compliant.
DISC: MATCHING YOUR SALES TECHNIQUES TO THE PROSPECT’S PREVAILING BEHAVIORAL AND COMMUNICATION TRAIT
In the DISC model, psychologists have isolated four human behavioral traits. Most people have a mix of these four traits, but usually one type dominates their personality more than the others. You can gain some great advantages if you can identify your prospects DISC personality type and adjust your behavior and communication style to match the prospect’s personality. This will give you a huge boost in your rapport and communication with this person as you take them through the Sandler system and eventually close the deal. DISC is something we teach throughout the Sandler process and can be used in combination with NLP to give you two very powerful selling tools.
Want to learn more about the Sandler Sales System? Check out our upcoming workshops and sign-up for one at no cost to you. Here's a link to our Eventbrite page, where you can find a workshop on a date and at a location convenient for you.. Be sure to use the Promotional Code: 10Greg to attend free of charge.