Developing strong sales skills is a crucial skill for every behavioral type. Sooner or later, everyone will need to make a ‘sell’, regardless of role or behavioral style. Sooner or later, you’re going to need to make a pitch, ace an interview, ask for a promotion, or negotiate with a co-worker.
Knowing how to sell to other behavioral types is invaluable for these situations, so this blog series is here to share how each DISC type can sell to others.
This blog series is reviewing each DISC type and how they can sell to others.
The Steady Communicator In-Depth
Steady communicators are considerate, compassionate, and great team players. They prefer a slower pace and are dependable and patient with others. They are also natural salespeople! High Ss are personable and friendly, getting along with most others— this gives them a great sense of what others need in a sales interaction.
However, Steady sales people might get easily discouraged due to low confidence. They can make deals that are more in the customers' favor because of pressure to perform. They might provide too much service and attention to their sales targets, and they also might over-use facts and can wait too long to close.
How Steady Communicators Can Sell to Every Behavioral Type
Steady Communicators Selling to Direct Communicators (High D)
The Direct communicator is looking for results.
Direct communicators are ambitious, forceful, decisive, strong-willed, independent, and goal-oriented. In general, they prefer to get to the point as quickly and concisely as possible, which puts pressure on Steady communicators.
Don’t be intimidated! You need to challenge confidence for a positive sales interaction, so lean into your friendliness and move away from hesitancy. Do your homework ahead of time and be ready with all the answers, so you can give them the information they request at their pace.
Move faster than you normally would in this interaction— high Ds want to keep it concise and close quickly, so be ready to do so without your usual follow-up. Make sure to disagree with facts, not with the Direct person themself— they don’t like being challenged in that way, so let them ‘win’ the interaction so you can win too!
Steady Communicators Selling to Reflective Communicators (Low D)
The Reflective communicator is looking for an agreement.
Reflective communicators are cooperative, low-key, modest, and mild. They tend to engage people by being agreeable and thoughtful, so this is an excellent match for the Steady salesperson! There’s a lot of overlap between Reflective and Steady communicators so coming to a mutually beneficial agreement can be easy and enjoyable.
That being said, Steady communicators need to keep this interaction on the rails. It can be easy for these two behavioral types to get bogged down in details and indecision. Keep things on track and productive by centering the end decision throughout your conversation and providing the information they need to feel secure in closing. Also, make sure to have that information in writing in follow-up communication.
Steady Communicators Selling to Outgoing Communicators (High I)
The Outgoing communicator is looking for the experience.
Outgoing communicators are people-oriented, optimistic, and enthusiastic. They are creative problem solvers and are skilled at negotiating conflict. Their focus on friendly interactions makes them a good fit for Steady communicators but high Is might overwhelm a high S salesperson with their energy and enthusiasm.
Allow them to talk but keep the sale focused! You will need to ensure the conversation is productive; one way to do this is to provide minimal product info during the initial conversation but follow up with the details they need. Outgoing communicators are more focused on the interaction than the facts, so providing that follow-up will be key. Another thing to remember is to have fun! High Is are as friendly as high Ss so enjoy the personal connection while staying productive.
Steady Communicators Selling to Reserved Communicators (Low I)
The Reserved communicator is looking for mutual benefit.
Reserved communicators are restrained, controlled, and reflective. They prefer to be socially discreet and can struggle to engage with styles very different from their behavioral style. A Steady salesperson might struggle in this interaction because low Is are not interested in friendly communication or a warm tone.
Find common ground by focusing on facts. A Reserved communicator will appreciate the Steady approach of presenting detailed information— low Is want you to show your work, so lean into your tendency to do just that!
Don’t expect a quick close and follow up with all of the relevant information. A Reserved communicator will appreciate a brief and concise conversation and lots of time to verify details and make their decision privately.
Steady Communicators Selling to Steady Communicators (High S)
The Steady communicator is looking for understanding.
This is an excellent match— Steady communicators are already excellent at collaboration and making connections, so let that tendency serve you well in this interaction. Closing the deal will be a matter of earning their trust, so wait until you feel a genuine rapport has been established.
Another key thing to remember while selling to a fellow high S is to offer reassurances. Steady communicators can get anxious and doubt themselves, so make sure to give them the facts and demonstrate value with examples. Be sure to follow up after every conversation and offer additional explanations and assurances as needed.
Steady Communicators Selling to Dynamic Communicators (Low S)
The Dynamic communicator is looking for new ideas.
Dynamic communicators are fast-paced, confident, and lively. They prefer a fast pace and flexibility in their work. They are energetic and outgoing but can come across as impatient or agitated.
This isn’t a great match up for Steady communicators since they are on opposite sides of the Steadiness spectrum as Dynamic communicators, but that doesn’t mean you won’t be successful with the right perspective! Challenge yourself to match their faster pace. The trick will be sharing all of the necessary information while keeping a Low Ss’ attention.
You might be straining in this interaction or pushing yourself, but you need to remember that a Dynamic communicator is not likely to clock your behavior as aggressive or over-the-top. By matching their snappy pace, you’ll be endearing yourself to them, not putting them off. Be prepared for a quick close at any moment!
Steady Communicators Selling to Precise Communicators (High C)
The Precise communicator is looking for information.
Precise communicators are dependent, neat, careful, and compliant. They want to get the job done right and thrive on establishing routines and processes to follow in the workplace.
This is a great match up for Steady communicators. Both high Ss and high Cs appreciate order, details, and a slower, thorough pace. Make sure to answer their questions with facts— now is not the time to get personal. Demonstrate your knowledge on the subject in a direct, friendly way; showing your expertise will help them build trust in you.
You need to remember to give Precise communicators space! If you’re speaking in person, don’t touch them or get in their bubble, and if you’re speaking virtually, give them plenty of time to reply without talking over them. Don’t fear their skeptical nature! Embrace it as an opportunity to prove value.
Steady Communicators Selling to Pioneering Communicators (Low C)
The Pioneering communicator is looking for a vision.
Pioneering communicators are independent, unconventional, experimental, and outspoken. They like finding the best outcome with the best possible means, no matter how random or experimental.
This lack of structure and willingness to throw out procedures might challenge a high S, but the good news is that Pioneering people want to see the big picture. If a Steady salesperson can zoom out and focus on the future effects of this sale, they’ll grab a low C’s attention.