By Carl


Quadrant Selling

Selling to the 4- Buyer Types

Selling is a skill every painter and estimator needs in their business, whether it’s used for pitching ideas, asking for promotions, or in an actual sales-oriented role. Whether you’re aware of it or not, there are four very different types of buyers. Selling to different styles of buyers doesn’t come naturally to most of us. Like any skill, it needs to be nurtured and developed.

Each of the four buying types needs a very different approach. Nail it and you will find yourself with more business than you can handle. Miss this and you're destined for mediocrity at best.

In this article, we are reviewing each of the four types, and the selling skills needed to become a high-performing sales estimator.

The Four skills needed are.

The skills needed to sell Precise Communicator

The Skills needed to sell the Pioneering Communicator

The Skills needed to sell the outgoing communicator.

The Skills needed to sell the steady communicator.

We’re looking at each type and how you can best interact and “sell” to the Behavioral and communication behavioral types.

The Precise Communicator in Depth the Hi C

Precise people, or High Cs, 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.

The Precise salesperson is well-organized and well-prepared. They are inclined to use a lot of data to support their sale while offering attentive customer service, but they might lack apparent enthusiasm. They also might overly rely on data to make the sale, which can overwhelm less detailed buyers.

Make the Sale the Precise Way!

Precise communicators might not behave like a stereotypical salesperson, but they can find success in a sales role by harnessing their eye for detail, organization, and analytical skills.

Are you interested in learning more about your behavioral style? If you’re ready to start using DISC today, TTI SI can help!

Do you want to take a DISC assessment or start using assessments for your team?  

Or

Would you like a free assessment?  

https://calendly.com/carlscalender/30min

The Pioneering Communicator in Depth Hi D

Pioneering buyers are independent, unconventional, and outspoken. They like finding the best outcome with the best possible means, no matter how random or experimental. They prefer an uninhibited work environment and work best under leaders who trust in their ability to complete tasks their way.

The Pioneering buyers want a salesperson who is confident and clear. They focus on the big picture and buy into a vision more than a product. They aren’t inclined to buy with facts and data, so their buying style s might have to ask for additional information. They also might appear controlling to more to the point.

Make the Sale the Direct Way!

Using your behavioral style and the styles of others will either make or break your sales interactions! Direct communicators can recognize their natural style and make the right adaptations to close the deal with all communicators.

Are you interested in harnessing the power of DISC? If you’re ready to start using DISC today, TTI SI can help!

Do you want to take a DISC assessment or start using assessments for your team?

https://calendly.com/carlscalender/30min

The Outgoing Communicator In-Depth the High I

Outgoing communicators are focused on creating an experience for themself and others, especially in a salesperson role. They are optimistic and enthusiastic, tending to strongly believe in their ideas and dreams, and this big-picture thinking gives them a unique perspective but can also get in their way.

A people-focused approach might lead to high-I communicators overlooking details. Focusing on feelings over logic can work as an approach but not for all other behavioral types and not all the time, so

Outgoing communicators need to remember to close the deal properly and not get carried away. Their enthusiasm can also turn off more reserved communicators; they also might dominate the conversation and overwhelm their sales target.

Make the Sale the Outgoing Way!

Outgoing communicators are well-positioned to close deals and connect with all other behavioral types by adapting to the styles of others. Their appreciation of people can help them position themselves to create win-win sales situations and genuine connections.

Are you interested in harnessing the power of DISC? If you’re ready to start using DISC today, TTI SI can help!

Do you want to take a DISC assessment or start using assessments for your team?

https://calendly.com/carlscalender/30min

The Steady Communicator In-Depth

Steady communicators are considerate, compassionate, and great team players. They prefer a slower pace when buying. They don’t want to be rushed and need your steady unwavering attention. They can seem very patient with others. They are also naturally friendly people! High Ss are personable and warm, and value getting along with most others— this can give you a false sense of security. They can appear more ready to buy than they are, giving you the impression they’re ready for the close. Don’t be fooled.

However, Steady buyers might get easily discouraged by overly talkative salespeople. They need facts and a lot of reassurance. Making the steady communicator comfortable during every step of your sales call is a job one.  they also might over-use facts and wait too long to buy.

Make the Sale the Steady Way!

Steady communicators can thrive in sales roles, thanks to their friendly natures and willingness to connect. No matter the behavioral style before you, remember to adapt while playing to your strengths!

Are you interested in harnessing the power of DISC? If you’re ready to start using DISC today, TTI SI can help!

Do you want to take a DISC assessment or start using assessments for your team?

https://calendly.com/carlscalender/30min

What is DISC?

DISC is a universal behavioral model that goes over four separate behavioral factors: Dominance, Influence, Steadiness, and Compliance.

Put simply: the DISC assessment measures how a person does what they do. It creates a language around observable behavior.

To fully understand DISC, it’s important to understand how the four individual components work together to create the whole. While a typical person may have one or two dominant characteristics, it’s the combination of the four components of DISC that defines a person’s behavior. The four components of DISC create a “behavioral makeup” unique to every individual.

What Does Each Behavioral Factor Measure?

D – Dominance-

This behavioral factor measures how someone responds to problems and challenges.

If your highest score is D, you are a Direct communicator.

If your lowest score is D, you are a Reflective communicator.

  • I – Influence

This behavioral factor measures how someone chooses to influence people and contacts.

If your highest score is I, you are an Outgoing communicator.

If your lowest score is I, you are a Reserved communicator.

S - Steadiness

  • This behavioral factor measures how someone responds to pace and consistency.
  • If your highest score is S, you are a Predictable communicator.
  • If your lowest score is S, you are a Dynamic communicator.

C - Compliance

  • This behavioral factor measures how someone responds to procedures and compliance.
  • If your highest score is C, you are a Precise communicator.
  • If your lowest score is C, you are a Pioneering communicator.

your text here...

Carl Utter

About the author

Carl’s sales career spans almost 30 years in all phases of sales management, sales training, sales coaching, and consulting. He founded The Training Group Inc. in 2000 where he trained and developed some of the largest Painting Contractors in the Country.

In 2017 he made a major decision to narrow his focus on Painting and Remodeling contractors who struggle to get customer to pay more for premium services. Today he is the founder of Contractor Growth Strategy, and his mission is to transform the sales and estimating industry by teaching his world re-known client- Centric Selling System. Carl Believes that premium contractors deserve to charge a premium price. The Client Centric selling system was designed for premium contractors, so they had a systematic way to sell and close projects when the price they charge is higher than the majority of competitors.

{"email":"Email address invalid","url":"Website address invalid","required":"Required field missing"}

Subscribe to our newsletter now!

>