#567 S2 Episode 436 - OPERATION APPLICATION: The Humantic Way Of Applying DISC And OCEAN In Personality-Based Selling
LET’S GET TACTICAL
Knowing the personality types of your prospects or customers and using them as your foundation in selling is quite a cool strategy. But the question is, how exactly are you using them? How do you apply them in your actual selling strategy? Collin breaks down the process of using DISC and OCEAN and how to use their results to start the perfect conversation with your prospect. Learn more in this latest episode of Sales Transformation.
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TRANSFORMING MOMENTS
COLLIN: RELATIONSHIP-FOCUSED APPROACH TO MESSAGING
“We see teams, basically bucket their leads based on personality. We've run some tests ourselves as well, where you're not necessarily changing the call script as much because that can be a little bit overwhelming. But the goal of a cold call is to get into a conversation. And so once you get into a conversation with somebody based on whatever your script is and stuff like that, how you frame that conversation, the tone of how you get into that conversation can be different based on the person's personality. That your overall messaging should be focused on, with some people, it needs to be more output driven, on other types of people, it needs to be more relationship-focused because that's something that really matters to them a lot.”
“We see teams, basically bucket their leads based on personality. We've run some tests ourselves as well, where you're not necessarily changing the call script as much because that can be a little bit overwhelming. But the goal of a cold call is to get into a conversation. And so once you get into a conversation with somebody based on whatever your script is and stuff like that, how you frame that conversation, the tone of how you get into that conversation can be different based on the person's personality. That your overall messaging should be focused on, with some people, it needs to be more output driven, on other types of people, it needs to be more relationship-focused because that's something that really matters to them a lot.”
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