Most salespeople share an extremely common problem: Closing sales on a consistent basis. After reading many sales training books, researching sales training classes, taking sales training courses, and learning the same ‘how to sell to anybody” techniques, you notice very little, if any, increase in your sales closing rate. 

If you’ve spent any time on the sales floor, you’ve almost certainly encountered a customer type who takes up your valuable sales time by asking you an endless array of questions about one product compared to another. All the while, never giving you a real buying sign that lets you know that they’ve settled on one product choice. Sadly, whether they finally do buy or not; you wind up spending an hour or more answering comparison questions only to find yourself no closer to closing them then you were when they first walked in the door. Does this sound familiar?

If so, what you probably haven’t realized is there is often a striking commonality between the customers you do close and the prospects you do not close. Yes, the customers you are closing have more in common than you realize, so does the prospects you aren’t closing. Stay with me, and I’ll help you identify.

That difference is their psychological makeup or temperament structure. If you’ve never encountered a Myers Briggs style personality test, you might wonder  what the heck I’m talking about, and that’s understandable despite the truth that more than 10,000 companies, 2,500 colleges, and universities and 200 government agencies in the United States use the test to indicate how people perceive the world around them and make decisions.

This process is very similar to DISC intellect profiling, which is used by salespeople, academic psychologists, psychiatrists, and hypnotists,  as a psychological identification tool for quickly determining the “natural” way all of us think, reason and make major buying decisions in our life. DISC breaks down all humans into four temperament types: The Driver (Dominant), The Expressive (Inspiring), The Amiable (Supportive), and The Analytical (Cautious). 

I know you’re probably thinking, “Ok, but how does this help me close more customers on a consistent basis – which is my main concern? ” Here’s your answer.  It is far easier to sell to someone who has the same or a similar temperament as your own than someone who does not. Imagine a company is looking to hire salespeople to sell business-related products to – let’s say ‘business owners.’ Business owners generally share the same DRIVER (Dominant) temperament type, so hiring salespeople who also share this temperament is a match made in heaven. It’s like looking in the mirror during the sales process;  they understand how their temperament type likes to communicate, how to answer their questions effectively and most importantly how their temperament type likes to be sold. 

We hear about this kind of phenomena in the news quite often, as reporters are increasingly talking about how social media tends to create a vacuum effect, where we are surrounded by people who agree on our viewpoints and beliefs. The same is true when you’re striving to sell to a customer.  When you encounter a prospective customer who’s temperament structure is considerably different, your method of presentation, and the way you lead the process can actually offend them. Your highest closing rate will typically be those prospective customers who most closely match your ideal customer temperament type, and then descend as you encounter customers who are increasingly less like you.

This why understanding DISC and the different temperaments can positively affect your closing rate. Just imagine how many sales you would close on a daily basis, if you knew exactly how a person will make their purchasing decision within the first couple of minutes of your sales presentation! The first step for any salesperson to closing more customers is to successfully identify your ideal customer temperament type.  Luckily, we have a simple test for you to take. The test will only take one (1) minute of your time and based on your results we will provide you with tips to improve sales immediately. 

Click here to take the test now.