sales throwdown

As salespeople, we have to ask uncomfortable questions all the time. 

But those questions helps us do our jobs better. And they allow us to help people more effectively.

Just like not every prospect is going to be a good fit for us, we aren't always going to be a good fit for every prospect. But you have to ask questions to find that out.

In too many sales situations, salespeople are taught and/or default to just spewing the features and benefits of their product. But how do they know that the prospect cares about their features and benefits?

If you change the dynamic from giving too much information to asking more questions, you'll have an easier time both qualifying a potential client and showing them why they need you. 

Knowing about different personality types and communication styles really helps. Email us at DISC@salesthrowdown.com for more info about taking a DISC personality assessment.

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Some people struggle with setting expectations. It can be uncomfortable to ask somebody to commit to something, even when it's to their own benefit.

"Can we agree that if this isn't the right fit that you'll tell me no?"

Whether the expectation is for honesty and transparency during the decision-making process or committing to a timeline for follow-up,  these questions are important.

For both you and your prospect.

When used consistently and well-communicated, setting expectations makes for better sales communication. It makes our jobs easier and it builds more trust.

DISC plays a huge part in how we're able to do this effectively. If you'd like to take an assessment to find out what we're talking about, email us at DISC@salesthrowdown.com.

But, even without DISC, setting expectations with your clients will get you a step ahead of the rest.

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There are all kinds of different salespeople and different prospects.

The one unifying factor is that, in almost all sales situations, prospects feel more comfortable buying from salespeople they trust.

Building trust, bonding and rapport, these things don't come naturally to everybody. Between the four of us, two really struggled with it until we figured out our own way. 

There's no one right or wrong way to do it, and it's just as dependent on the other person's personality and communication style as it is your own. That's why DISC assessments help you so much as a salesperson. They guide you towards the best way to communicate with every personality type.

If you'd like to take a DISC assessment, email us at DISC@salesthrowdown.com. It'll make your ability to build trust with just about anybody so much easier!

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If you don't work in the kind of sales, usually b2b, that has to deal with gatekeepers, then lucky you.

Not that gatekeepers are bad people. Far from it. But their job is to keep salespeople, specifically you, from reaching their boss. And the better they are at their job, the harder it will be for you to get to the decision-maker.

So how do we win this battle between salespeople and gatekeepers?

Great communication and knowledge of personality types go a long way towards building a trusting and open relationship with them. Basically, just listen to Nannette. She's an expert at this. 

Knowing your personality will help you to understand other's so much more than you can imagine. Email us at DISC@salesthrowdown.com for more information.

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We've all heard about the different sales methodologies out there. There's SPIN selling, value selling, Sandler System, SNAP, NEAT, MEDDIC, etc. The list could go on and on.

While all of these bring certain values and knowledge to your selling skills, nothing is more important than having a sales process.

Your sales process is what will make your success repeatable and scalable. 

And if you've taken a DISC personality assessment, you're better able to tailor your process to your personality.  

The more you can make your process work for you, the bigger and easier your success will grow. 

Ready to take a DISC assessment? Email us at DISC@salesthrowdown.com for more information.

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In DISC, the last letter stands for compliant or conscientiousness. That is definitely John.

C's live their entire lives based on facts and tasks. They are very careful and thoughtful in their decisions, they prefer an overload of information before they start something, and some may struggle to be as intuned to other people's emotions as S's and I's are. But if you need a partner for trivia night, pick a C every time!

Does this sound like you? Take a DISC personality assessment and find out what that means for you. Email us at DISC@salesthrowdown.com for more info. 

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The S in DISC stands for steadiness or steady motivator. And Nannette is all S.

The main focus for S's is the people around them. They usually avoid conflict when they can, but don't think that means they're not tough. Most S's make decisions based on facts more than intuition, and they will stand up for what they believe in and will almost always come through on their promises. 

Think you might be like Nannette? Email us at DISC@salesthrowdown.com to find out!

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I stands for Influencer, and Al is a perfect example of a textbook I.

Eager to please, the life of the party, I's tend to focus more on people and their team than tasks. They live by their intuition and are often thought to make the best salespeople because they will talk to anybody. 

Sound like you? Take a DISC personality assessment to find out for sure! Email us at DISC@salesthrowdown.com for more information. 

And please hit subscribe and leave us a review! We read and appreciate every single one!

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