You may have already heard this golden rule in sales: People don’t buy from people they don’t trust.
But for salespeople, it’s easy to turn on autopilot and walk the buyer through the usual questions to hopefully close the deal. Too often, though, that approach doesn’t work. Instead, you need to find out what each of your buyers care about, what frustrates them, and what you share in common.
One way to understand what motivates your buyer is to apply a personality model, such as the DISC model, which identifies four key types of personalities: dominant, inspiring, supportive, and cautious…
