DISC: Relationship is better than pressure or
With cheese one catches more mice
The DISC model is ideally suited for this professional use in sales: A business relationship between salespersons and customers is, like any other relationship, a happy one and a viable and satisfying one for both parties if it is harmonious. Good, long-lasting relationships involve mutual appreciation and a respectful, trustworthy and appealing communication. As modern salespersons, we should not try to exert pressure on our customers. At least not explicitly. No way and never. But what can we do to make the relationship with our customers a good, a sustainable and a long-lasting one?
The Wiley DISC model as a valuable tool for establishing good interpersonal relationships
As salespersons, we are in constant interaction with other people. Each of our own deeds and statements can have a great impact on the relationship with other people. We should keep this in mind at all times with our customer contacts. This is especially true when we as salespersons meet our customers more than only once – and as modern salespersons, we should have exactly this goal in mind: to meet our customers more than only once.
The Wiley DISC model offers a systematic approach
For this reason, a systematic and well-founded approach to communication is particularly desirable for us as salespersons. First and foremost, the integrity of the relationship with the customer should always be highest priority for us as salespeople. The benefit for the customer and his / her needs are always on first priority in every conversation. As salespersons, we must not cheat or deceive. But instead we should strive to recognize the individual questions posed by our counterparts.
The Wiley DISC model allows to match the right information for ech customer type
We should provide the information which is being expected and which will answer the existing questions of this specific type of customer. This is not always easy because everyone has different priorities and interests, everyone judges differently and makes decisions in his own way.
Nevertheless, there is a very good possibility of classification and simplification for us in sales: this is the DISC model. The DISC-model offers the best basis for this, as it enables an easy and practicable classification of customer types, based on observable behavior. And the very best: It is even available in a special version especially for sales.
The DISC-booklet is free for download as your personal starting point in everything what has to do with the DISC-model.
Copyright © by Dr. Martin Auer, 2017
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