4 Ways Your Prospect Buys

Recently I wrote a blog about how I caught a nice Yellowfin Tuna that ate a top water plug. This was an electrifying event. These fish can be very aggressive in their feeding habit, but unfortunately, they do not always feed this aggressively. Their moods change just like humans. As a fisherman (just like a salesman), you need to be aware of the 4 main ways your prospect will buy. I would like to use the DiSC profile to describe what I mean.

Drive

Just like the tuna I described, some of your prospects can be very aggressive. In DiSC this would be the “D” or Drive personality. These types of prospects can be very assertive (as seen by the way they will attack a top water bait), but they can also be very guarded and will occasionally need a stealthy approach (tuna fisherman for example will use fluorocarbon leaders, these are practically invisible underwater). These people are quick to make a decision if they are given the right amount of information, not too much or too little.

Influencers

The “I” in DiSC are the Influencers. These prospects like the best and newest. They are flashy, emotional and very persuasive.  Just like the “D’s” these types of prospects can be very assertive, but they are very open. In the fish world they remind me of the Mahi-Mahi, very colorful and aggressive feeders. Once hooked, these fish will communicate to others in the schools that they have eaten by changing colors. This attracts the others to them. Your “I” prospects like the best and want to show others that they have the best. Give it to them.

Steady

The next in line are the “S” or Steady type personalities. These prospects tend to be passive and open. They show very little emotion and they do not like sudden change. They know what they like, and they are very loyal customers. I see the bonefish when I think of an “S”. You need to be calm and very quiet when you approach a bonefish. Fly fishermen love these fish because they are challenging. You need to present a very life like fly in a very life like manner.  Your “S” prospects like guarantees give them a good product at a good price and stay away from the high emotional push and they will be customers for life.

Compliance

The last in line are the “C’s” Compliance is of utmost importance to these types of prospects. These prospects love the facts and they do high quality work the first time. They are very passive and guarded. When you sell to these types of prospects you need to really know your product inside and out. I am reminded of big mutton snapper when I think of a “C”. These fish require long, invisible leaders. Your bait has to be of the highest quality. Divers have watched muttons examine a bait for 30 minutes before eating it. With these types of prospects know the facts about your product or service and be prepared to answer questions for the prospect. If, you take your time and show your professionalism you will be able to get this type of prospect to buy.

Remember all fish eat and all types of prospects buy. It is your job to determine how to feed them so you can ensure success.