Selling - Using Social Media to Understand How & Why People Buy

Very early on in my selling career I was taught what people buy (benefits) and when people buy (when an emotional decision is made). What nobody told me was …

How do individual people buy? What process do they go through?
Why do they buy in the first place? Yes, the fact that the product or service meets their needs is a given. Any good salesperson can determine that need. However, are there more deep-seated motivations that they are attempting to satisfy with this investment?

Many people in sales have been exposed to behaviors studies in one form or another. Most often this has occurred as a result of a test that they may have had taken prior to becoming an employee. This test does not include a cup or a clinical setting. My experience has been that, while you may have taken an assessment, there is a very good chance that the results were never shared with you let alone discussed. What a terrible waste! Understanding our own behaviors is the first step to learning how to deploy this knowledge in a selling situation! That being said, if you are familiar with the term DISC, you know a bit (at least) about what I am going to discuss.

DISC has been around for quite some time now. I was first exposed to it in the late 80’s. Based on completing a questionnaire, a DISC assessment will tell you a lot about yourself and, if shared with others, it will give them some very valuable insight into what makes you tick. This can be extremely valuable in the workplace as it will allow those familiar with it to …

Promote better communication between team members
Provide some of the keys toward motivating an individual
Have a better understanding of each other’s strengths and weaknesses

It is also a powerful tool for sales! A proper understanding of DISC, and a developed ability to assess profiles without the need of any sort of formal questionnaire, is one of the keys to understanding how individual people will buy. Read on at Maximize Social Business

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Craig M. Jamieson

Managing Member at Adaptive Business Services

Craig M. Jamieson is a lifelong B2B salesperson, manager, owner, and a networking enthusiast. Adaptive Business Services provides solutions related to the sales professional. We are a Nimble CRM Solution Partner. Craig also conducts training and workshops primarily in social selling and communication skills. Craig is also the author of "The Small Business' Guide to Social CRM", now available on Amazon!