Stop Chasing The Close

What if the problem with your closing technique is that you're trying to close everyone in the same way?

You've had a great sales conversation. The prospect understands the problem, sees the value and appears ready to move forward.

Then you ask:

"So, shall we go ahead?"

And suddenly, they hesitate.

In Part 3 of the DISC for Better Sales series, Graham Elliott looks at how understanding behavioural preferences can help you adapt the way you move a buyer towards a decision.

You'll discover:

• Why the close shouldn't feel like a sudden event at the end of the sales process
• How different DISC behavioural preferences can influence the way people make decisions
• How to give a D buyer control without losing control of the sale
• How to turn an I buyer's enthusiasm into action
• How to give an S buyer the confidence to move forward
• How to give a C buyer the evidence they need to make a decision
• Why you shouldn't assume that knowing someone's DISC style tells you exactly what they'll do
• The Control → Possibility → Confidence → Evidence closing check
• Why asking "What's the logical next step?" can be more effective than trying to force a traditional close

DISC isn't a closing technique.

It's a framework that can help you become more flexible in the way you communicate, understand what your buyer needs and make the next step easier.

Don't try to make every buyer fit your sales process. Adapt your sales process to the buyer.

This is Part 3 and the final episode of the DISC for Better Sales series.

Understand the buyer. Ask better questions. Adapt your approach.

Welcome to the podcast!