The Art of Schmoozing to Close More Sales

For those of you in sales, have you ever wondered what the art of schmoozing means? You probably won’t find the word “schmoozing” in an English dictionary, so let me give you Suri’s definition. 

The informal meaning: To talk with someone in a lively and friendly way, typically in order to impress them.

Basically, it’s to make a positive first impression. In sales, the first impression could be the difference between a closed and lost deal. And we don’t have a second chance to make a first impression. For many of us, we don’t know how to make that first impression count. 

As you keep reading, you’ll find the answers. It’s not as hard as you think.

Make a Lasting and Positive First Impression

​What really makes a lasting and positive first impression is to bring a high level of self confidence to your interactions. Tune in to what the other person is telegraphing – through their face, voice, posture, gestures, words, and overall interactions with you. Especially when you are in a sales role. 

It starts when you know how to replace the “Golden Rule” with the “Platinum Rule”… 

“Treat people the way they like to be treated!”

What a concept!  Imagine mirroring your prospect’s body language. What if you could “mirror” their personality? What if you treat them the way they like? 

This is not as easy as it first sounds because most people treat others the way they like being treated themselves. 

Since there are 4 primary styles (Dominant, Influence, Steady and Comply), this only works with a quarter of the population! That’s 3 quarters of the population you’re missing out.

Using DISC to build instant rapport

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​The free DISC assessment provides great insights into the needs and emotions of the four DISC Styles. Here are some tips to use those insights to build instant rapport:

High "D" (Dominant) Styles

• "D's" want to know the bottom line. Give them enough information to satisfy their need to know about overall performance.
• They don’t want a bolt-by-bolt description of your product or service and a long list of testimonials. They don’t want to waste time. Always remember they are Direct and Guarded.
• Refer to bottom line results, increased efficiency, saved time, return on investment, profits, and so on. In other words, tell him what's in it for him.
• If you plan to sell something or present a proposal to a "D", be well organized, time-conscious, efficient, and businesslike.

High "I" (Influence) Styles

• They are Direct and Open. When you meet an "I", shake hands firmly, introduce yourself with confidence, and immediately show personal interest.
• Let them set the pace and direction of the conversation. And be an especially attentive listener with "I's".
• Positive feedback lets them know you understand and relate to their visions, ideas and feelings. Tell humorous or unusual stories about yourself to win their heart.
• Since "I's" enjoy talking about themselves, ask questions about them. But be prepared for lengthy answers. Plan to have as many meetings as necessary to build the relationship and gather information.

High "S" (Steady) Styles

• "S's" are Indirect and Open. But keep the relationship businesslike until they warm up to you.
• They are concerned with maintaining stability. Provide step-by-step procedures to meet their need for details and logical action plans.
• Organize your presentation: list specifics, show sequences, and provide data. Treat them with honesty, sincerity, and personal attentiveness to build their trust.
• Listen patiently to their stories, ideas and answers. And express your appreciation for their steadiness, dependability, and cooperativeness.

High "C" (Comply) Styles

• "C's" don't care much about social interaction, beyond common courtesy and standard pleasantries. So get to the point. Avoid making small talk, except to initially establish your credibility. Speak slowly, calmly and economize on words.
• "C's" are precision-oriented people. They want to do their jobs in the best possible manner. Before meetings, provide them with a brief overview of the agenda and length of meeting, so they know what to expect.
• Build your credibility with them by thinking with your head, not your emotions. Show them logical proof from reliable sources that accurately document your quality, record of accomplishment, and value. And remember "C's" tend to be naturally suspicious of those who talk themselves up.

In order to master the subtle art of people−reading, you must first become familiar with the concept of Personality Style. With this knowledge, learn to be your best and be more socially aware of how to interact with others when selling. 

Here’s the good news. We have a DISC Report that identifies your DISC Styles. It’s called the DISC For Sales Report. 

With this personalized and comprehensive report, it will give you tools to help you become a better you. You get to develop and use more of your natural strengths while recognizing, improving upon, and modifying your limitations. 

By seeing and hearing these behaviors, you can quickly and accurately “read” other people. Use this knowledge to enhance communication and grow your relationships when selling.

It will also introduce you to the five definable stages of the buying cycle. If you can successfully guide prospects through each stage, it will lead to positive outcomes for both of you. 

And that my friend will lead to more sales for you!
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