Boost Your Sales with DISCAsiaPlus: Understand, Adapt, and Succeed

Sales are the lifeblood of any business, driving revenue, growth, and long-term sustainability. Without consistent sales, a company struggles to cover operational costs, invest in innovation, and expand its market presence. One of the most critical yet often overlooked factors in sales success is understanding one’s own selling style. 

Your personality says a great deal of your selling style. Everyone has a unique way of communicating which is in essence an attempt to sell their ideas across to their hearers. The more aware you are on how you sell your ideas and/or products, the better you are at understanding how others respond to your selling style. The most effective sales-people are those who adapt their selling style to suit their buyers’ buying styles. This article explores the typical sales cycle and how your personality shapes your sales approach, enabling you to evaluate its effectiveness based on your sales experiences.

Preparation

Preparation: This stage involves preparing for initial contact with potential customers. It includes researching the market, gathering comprehensive information about your products and services, analysing competitors’ offerings, and identifying your unique selling proposition.

Approach

This stage marks the initial contact with a prospect. First impressions are critical here, as they lay the foundation for rapport and trust—essential elements for moving the sales process forward.

Presentation

Here, you present your research and propose solutions tailored to the prospect’s specific needs. Active listening and responding thoughtfully are crucial for effective presentations.

Handling objections

This can be the most challenging stage of the sales process, and where many salespeople falter. Too often, salespeople take initial objections personally and abandon the opportunity. It’s striking that 44% give up after a single objection, and while the numbers decrease with each subsequent objection, 80% of sales require at least five follow-ups to objections before closing. Objections are rarely personal; they’re usually genuine concerns that prospects want addressed before making a decision. They offer an opportunity to build trust and demonstrate how your solution alleviates their fears.

Closing

Once a prospect’s objections have been addressed, they’re ready for the closing stage. However, closing the deal often requires multiple attempts, as prospects naturally view becoming a client as a significant commitment. Here, it’s crucial to reinforce the benefits and solutions your products or services offer. After signing, customers will be focused on realizing those benefits, as no one wants to feel they’ve made a poor purchase.

Consider the following profile:

 

In this article, we’ll explore the typical sales cycle and how your personality influences your sales approach which enables you to evaluate the effectiveness of that approach in the context of your sales experience.