To be successful, win sales, and have others follow you, it’s important to learn all you can about people and their styles. The concept of reading and adapting to human behavioral styles has been around for thousands of years. More importantly, for decades, it has helped sales across industries sell more business, recruit qualified prospects, and build profitable relationships that last a lifetime. Here are the simple steps you can take to help you reach more customers.
Step 1: Get to know yourself. Acknowledging your communication behaviors that can drive others crazy is the best place to start. Are you so focused on business that some feel like you don’t have a personal side? Maybe you respond to emails so fast that you don’t notice typos? Are you so caught up in the details that things just don’t seem to get done? You may not want to upset the status quo, so you accept the preferences of others, possibly making it seem like you can’t take a position. Knowing the impact your communication style has on others allows you to control and adapt behaviors to meet the needs of those with whom you are communicating. In other words, be easy to listen to!
Step 2: Get to know others. Most of the people have been brought up to be educated. Therefore, out of courtesy, some people may adapt to the styles of others, thus creating a false sense of approval in communication. Using a four quadrant model called DiSC; You can ask some simple questions about someone else’s observable behaviors. Start by looking at different dimensions by drawing a line vertically in the middle of a sheet of paper and another line horizontally through the middle of the first line. Label the introverted and extroverted sides. Label the top using tasks and people. Then ask yourself: “Is the fast-paced person, outspoken, louder, and a natural person” or “Is the person with a moderate pace, reserved, quieter, and a natural question?” Then ask if this person prefers to work alone or with other people. This should help you determine which direction on your grid the other person’s compass is pointing. If pointing to the left, this person naturally gravitates toward tasks and can work very independently. If the compass points to the right, the person may feel more comfortable working in groups or in a collaborative environment because this person is very people-oriented.
Step 3: Adapt communications. What does all of this mean to you, your managers, your team members, or your sales reps? People are wired differently, which means they are driven and motivated differently. Here are the DiSC styles along with some helpful tips for working with the various styles.
Introducing the four DiSC styles:
- D – The model implies that someone who is fast-paced, natural storyteller, and comfortably counting or delegating tasks is called a D-style, which means they are very dominant, determined, and direct.
- I – Someone who is fast paced, a natural storyteller, but more often tells things about people like stories and jokes is an I style, because they are so influential, inspiring and interactive. They love to be a part of everything and they don’t like details.
- S: someone who has a moderate pace and who asks by nature has an S, or style of assertiveness. They are very stable, they like security and protection. Like people who ask, S people will ask about you, your family, and your weekend. They are not risky, but they are loyal and they make great team players.
- C – Finally, if you find that there is someone who also asks but asks about tasks or details. This person has a C style, that is, conscientious, careful and cautious. They ask you for the details: the process, past performance, and the next logical step.
Tips for working with various DiSC styles:
- Working with the D style: it should be a little more direct and direct, be on time, and not take too much of your time. Show them what’s in store for them and emphasize the end result as a result of what you are asking them to do. They are motivated by the challenge. When making a decision, give them a simple choice of “Option A” or “Option B”.
- Working with the I style: If you are working or selling the I style, you should be prepared for a little chat and look for an opportunity to transition to the business in question without interrupting them. They like stories and images. They are motivated by the challenge and love public recognition when they win. In other words, they like the stage and the plaque on the wall.
- Working with the S style: You should emphasize how your work or decision can positively impact the people around you. Point out the facts that emphasize the safety of your product, business, or service and identify how you will support and service them.
- Working in the C: C style, he wrote the carpenters’ rule: measure twice, cut once. They need a lot of facts and data to get on with you. They don’t like small talk and are motivated by quality. You need to be extremely organized in your approach – show past factual performance and give them all the research they need before making a decision.
There are many tools that you can use to learn about others. DiSC style tips were shared because there is statistical evidence that this model works to improve communication. The idea of reading and adapting to human behavioral styles is not a new concept. It has been shown to help sales reps and managers who know how to recognize and adapt to other styles to be successful.
After reading the above, you should have a better idea of how knowing, understanding, and adapting to behavioral styles helps you and your business succeed. Success, better communication, and increased productivity will come from learning all you can about the people you want to work with.
