Know Your Behavioural Style in Order to Successfully Communicate With Others

Friday 30th Jan 2009

Which Behaviour can you match to these 4 stars?

Read the article and find the answers below

I’m sure we have all heard of what is often referred to as the Golden Rule in life...

"Do unto others as you would have them do unto you"

So the question to ask is; Does this relate to helping create greater success in sales?

Let’s explore further...

In translation, it would be safe to assume that we should treat others like we would like to be treated; build rapport with others the way we would like rapport to be built with us; and sell to others the way we would like to be sold to... So here lies the problem, what if the customer is not like us?

So often we see people explaining, demonstrating and communicating their product or service to others in the way they like to receive, hear or see information. For this reason it's vital when communicating to understand people’s behaviour styles. However, in order to effectively communicate it's even more important to understand your own behaviour style first.

Exploring your own behaviour enables you to understand exactly how imperative it is to communicate with others on a level that they can relate to.

Naturally we are all more comfortable and drawn to people of similar behaviours - just look at who your closest friends are!  An effective sales person is a master of all behaviour styles, they’re not fake or dishonest, but rather they have the skills to adapt in the presence of any behaviour style.

The NSA’S Professional Communications Skills Module (DISC) teaches the importance of different behaviour styles and the best way to communicate with each.  Mannerisms translate into every area of a person’s life. When attempting to sell or communicate you have to understand exactly how your product can be personalized.

Here are four quick examples of behavioural styles:

Direct, Dominance: People with a high level of dominance are naturally motivated; they like to have control of their work environment. They are usually assertive, direct and strong willed. They are typically bold and not afraid to take strong decisive action to get their desired results. They function best in a challenging, changing and result oriented environment. Quick, fast results are a huge motivator.

Interactive, Influencing: Influential people are driven naturally to relate to others. Usually they are talkative, friendly, persuasive and optimistic. They are typically enthusiastic motivators who will seek out others to help them accomplish their results. They function best in a friendly, informal and people oriented environment and seem to have the big picture in mind, as opposed to small details.

Smooth, Steadiness: People who have a high level of steadiness have a tendency to be inclined to cooperate with and support others. They are usually patient, consistent, very loyal and dependable. Being pleasant and easygoing makes them excellent team players. They function best in a supportive, harmonious team orientated environment and usually dislike sudden change, rushed decisions or being put on the spot.

Cautious, Conformer: People who are very conscientious and cautious often have a systematic approach. They are focused on doing things the right way the first time. Usually they are detail oriented and find it easy to follow prescribed procedures and guidelines. They strive for accuracy and quality and therefore set high standards for themselves and others. They function best in a slower paced, structured and precedent driven environment.

Successful communication based on our customers’ behavioural style often reduces objections, increases sales performance and engages every behaviour style through tailored communication. When communicating with someone always consider the kind of style their personality responds to best and watch your sales flourish... Have fun!

                                                               Direct, Dominance                  Interactive,Influencing                   Smooth,Steadiness               Cautious, Conformer