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As I continue my Direct Sales Mentoring, I wanted to show you how understanding the DISC personalities can really benefit your business as a WAHM. Do you think that it is possible the “rejection” that I wrote about in my last post was simply a misunderstanding of how to effectively communicate with your client or potential customer?
Suppose the potential team member or client is a high C (Compliant) he or she is not going to make a quick decision no matter how good you are! That person will need a two part interview, material to review and a follow up to give even more information than you can imagine before closing them. When I made the decision to start my direct sales business, I called my consultant. She proceeded to give me tons of flyers, handouts, folders, tapes and all kinds of other material that I threw away as soon as she left me. I was annoyed. I told her that I wanted to start my business and she didn’t understand that I just wanted to do just that. My decision was made and all that other literature was not only unnecessary, but a waste of time for her. If you didn’t already figure it out, I am a high D and I (dominant and influential) and she is a high S & C (steadfast and compliant) Here are some quick tips for communicating with each personality type:
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Dominant: Allow them to talk and listen to them… They will tell you what they want. They may not listen to you.
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Influential- Allow them to talk and really listen to them. Focus on relationship building with them. Take a genuine interest in them.
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Steadfast- You do most of the talking. Allow them to ask questions. Focus on step by step training for them. Ask about their family and really listen. Be flexible with them.
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Compliant- Don’t immediately get too personal with them. Give them their space. Earn their trust, don’t expect it right away. Thoroughly answer and questions that they have. Give more material for them to review. Schedule a follow up phone call or appointment. Review even more material before expecting to close the sale.
Now that you have an overview on the DISC, you will be able to increase your success and decrease your rejection just by paying attention to who you are speaking to! For more information, sign up for my FREE personality profile and report.
Other posts on this subject-
Related Reading:
"Profitable Crafts" Catalog Sales and Recruiting Others to Sell For You
The Action Selling Sales Training Book Series (Action Selling Book Series)
