COVID-19 has hurt the workforce in a big way. There have been thousands of layoffs, never-ending furloughs, and new WFH systems that nobody has ever had to figure out before. But a lot of companies and salespeople are still closing deals and gaining new clients. This week, we're discussing ways of keeping up momentum with a smaller team.

In this episode, we take a deeper dive into how each DISC personality profile communicates and how you can improve your conversation with them. We also talk about secondary profiles, how really bad days can make it harder to determine personality, and how to dig deeper to find that out.

Selling as much as you can is always the goal, right?

Well, that depends. The more you sell, the more you have to maintain. If you oversell yourself, it'll hurt your business more than it will help.

Right now, people are being bombarded with quick-fix solutions more than ever. Not to say that there isn't value to be gained from some of this, but shortcuts don't really exist. Definitely not in sales, and probably not in any other parts of life.

This week, we're talking about why these advertised shortcuts are harmful and how you can make them useful for you with the right mindset.

John goes a little deeper into his issues with authenticity during sales conversations. Because he thrives on hitting goals and solving problems, it can be difficult for him, (and people like him), to get through the rapport side of these chats. But bonding and rapport are important in sales, so it's important for people who struggle with this to find a way to make storytelling work for them.

Most of us know that bonding and rapport is very important in selling. And one technique to create that bond is through telling stories during your sales conversation.

It builds trust with your prospects, it helps them remember you, and it shows your human side before your salesperson side.

But storytelling doesn't come naturally to everybody. And not everybody cares.

That's where DISC comes in.

Whether you're using a story as a discovery technique to find pain or just to build some rapport, it's important to pay attention to two things:

One, how they're reacting to it. And two, make sure it feels authentic to you.

If you miss out on those, then your stories might not be working as well as you'd like.

But DISC only helps if you've taken an assessment and know how to detect personality types in others. If you haven't taken it yet, email us at [email protected], and we'll give you all the info you need.

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Even though we all know rejection is a part of sales, we still cling to the "maybes" or the "let me call you backs" so hard.

Why do we do this? Is it hope that they'll eventually come around, or fear that we can't afford to let them go?

When we learn when to call it over and how to do it in a way that maintains the relationship, it makes everybody's lives so much easier. You'll have a better idea of where you really are with your quota and hit ratios. And they'll be more likely to pick up the phone for you when you have something new to offer them.

And regardless of what it looks like for you, how you end that sales relationship should be built into your sales process. DISC personalities, industry, and individual companies all play a part in the best way to handle this. But if your pipeline is full of "maybes," it's not really a full or healthy pipeline.

Since communication is so important when you're calling it over with a prospect, learning as much as you can about how others communicate goes a really long way towards increasing your confidence and building trust with people. DISC assessments helps you learn about other communication styles as well as your own. Email [email protected] if you're interested in taking one.

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We now know some of what grit looks like to different people. (Thank you to everybody that reached out to share their views on grit!)

So how does your version of grit help you in sales? And does it sometimes become stubbornness?

To find out, we're digging a little deeper into grit in this episode.

We know that sometimes our strengths can become overpowering if we let them. They can blind us to other people's viewpoints or challenges. Or they are so strong that they make it more difficult to acknowledge or overcome our weaknesses.

Life is about balance.

And even something as positive as grit requires balance. Whether it's having more patience, learning when to be quiet, letting somebody else take over or help you. Things like that.

Knowing your strengths, finding and accessing your grit, and overcoming your challenges requires you to know yourself, inside and out. The first step to that is taking a personality assessment like DISC. Email [email protected] for more info.

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Grit, courage, heart, moxie.

Whatever you call it, you need a lot of it in sales.

As salespeople, it can take a lot of grit to talk to so many people, hear so much rejection, and deal with the pressures of our industry. Yet we persevere.

But it's not just for salespeople. Every single person has grit in some form. You have it in your passions and your priorities. It's what has made you the person you are today.

But does it come naturally? How do you access it when you're struggling?

This is the first of (at least) two episodes discussing the topic of grit and perseverance. We've all been through a lot this year, and we want to help build each other back up.

If there's something specific you'd like us to talk about, especially having to do with grit and motivation in sales, head over to our website and send us a message. We'd love to hear from you!

And if you're not sure where your strengths and challenges lie, (a big help in finding your grit), a DISC assessment can point you in the right direction. Email us at [email protected].

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🔶 Don’t forget to hit subscribe! 🔶

We all started somewhere. We were all new in sales at one point.

With everybody having to reexamine where they are in their jobs and careers, it's a good time to sit back and think about what you would do if you had to start over.

More importantly, what advice would you give your younger self or a sales newbie?

Our first piece of sales advice, obviously, would be to take a DISC personality assessment. It's the thing that got all of us on the track to improvement that we're on.

If you haven't taken one yet, now is the time! Email us at [email protected].

✅ Sign up for our emails: https://www.salesthrowdown.com/

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✅ Check us out on Instagram: https://www.instagram.com/salesthrowdown/

✅ And keep up with us on Twitter: https://twitter.com/SalesThrowdown