Presenting to DISC Profiles

This week on Windshield Time, hosts Chris and Chris talk about how to present to different DiSC profiled customers. By using these strategies during the sales process, you will be able to enhance communication and understanding with the customers you serve.

Identify The Top 3 Traits

There are 3 traits to pay special attention to when trying to assess a customer. These traits are their demeanor, pace, and conversation style. One way to diagnose these traits before you even meet the customer is to listen to the recording of their service call. If you want to know more about the Driver, Influencer, Stable, and Compliant DISC profiles check out our past Windshield Times.

Remember The F.A.B

F.A.B is an important strategy to use no matter what DISC profile you are presenting to. F.A.B stands for Features, Advantages and Benefits. For example, if you were telling a customer they needed to replace a part of their HVAC unit/system you would tell them the following:

• What the part is and what it does
• Why their system needs it and
• What the advantages of having it are
• What the benefit of replacing it is in terms of time and money

Presenting to High D Profiles

High D Profiles don’t have to like you to do business with you. This profile doesn’t care much for small talk so don’t ramble on or waste their time – Be brief, be bright, be gone! D’s are decisive and fact-paced, be sure not to irritate them with long tangents or inefficiency. D’s make buying decisions fast and will rarely ponder for days about making a purchase. Make sure to let them feel like they are in control during the sales process.

Presenting to High I Profiles

High I Profiles are known as the influencer. These profile types care a lot about status and what people think about them. They also want to feel like they are in this together with you and a part of a team. Always try to wrap a story around the problem. One way to do this easily is to tell them about similar situations that have happened in the past and how you were able to resolve the problem.

Presenting to High S Profiles

High S Profiles are the people who everyone counts on to get things done. They are often family-oriented people who want to make decisions that will help them and their families to feel safe and secure– Because of this, they will make buying decisions based on the impact that it will have on those around them like their family or roommates.

Presenting to High C Profiles

High C Profiles are concerned about making the right decisions. This profile wants as much information as possible about the service or part in order to feel secure in what they are doing. Go into detail about what happened and why they might need service. When selling to this profile be patient and prepared with all the facts in order to close the deal.

In Conclusion

Understanding DISC in selling is a skill that you can use to easily increase your sales proficiency! If you’d like to learn more about DiSC profiles and other helpful skills to help you maximize your service calls and visits, we encourage you to come to our PRESS PLAY course for techs this April!

We’ll see you in the next episode of Windshield Time!

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