Understanding, Working with, and Selling to the "S" Steady Personality

The "S" or Steady personality is probably the most important personality to know as they represent 69% of the population. They are loyal team players and avoid confrontation at almost any cost. They do not like to make hasty decisions and will often ask others their opinion before making a decision. They are dependable, conservative, practical, and reluctant leaders.Since their biggest fear is confrontation they go along with the group and help to carry out the decisions that are made. Family matters to the S and they make decisions as a group. They keep their emotions hidden and can be selfish and stubborn, as well as stingy.

Think about this. 71% of the people buy a car from someone they like, trust, and respect. Seven out of ten say they are just looking, while 69% of the population are S’s. You don’t find many S’s in sales. They are undisciplined, take life too easy, lack self- motivation, hard to get moving, and not very goal oriented in the work environment. So who are they and why are they important? They are 69% of our customers! The next time you hear just looking, think that that your customer is
"just looking" for someone they like, respect, and trust. Speak low and slow at first. Speed, volume, and tone are so important with the S. Do your best to be that person that they will like, trust, and respect and you will sell the S at an alarmingly high rate. Next is how to identify the "S" customer.

S customer… “We are just looking, this is the first place we’ve been, and we are not buying anything today”. You may get just one statement or a combination. Your response is critical.

Response to the S… “I don’t blame you. There are a lot of cars out here, huh”? WAIT FOR THEM TO SAY YES before you continue. This is critical! You must get them involved early! “You
don’t have to buy today. When you are ready, what are you looking for”? S’s do
things when the timing is right, so “when you are ready” is the key phrase to
begin your lead question.

Now you should understand why seven out of ten people say “just looking”. It isn’t a coincidence. It is a personality identifier! “I don’t blame you. You don’t have to buy anything. When you are ready, what are you looking for”? Ninety minutes later…

Thanks for reading. How important is it to understand 69% of your customers? I would appreciate your thoughts and comments.

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Replies to This Discussion

Permalink Reply by Wendell Hardy on September 30, 2010 at 6:19pm

Great post. I really like the DISC approach to understanding our employees and customers. There is no "text book" closes and approaches that apply to everyone. Each potential costomer hs to be treated as individuals and are attracted to different personalities. YES, there are "groups" of types..But I feel that everyone wants to be listened to and feel like the most important person in the building.
The "CHEERS" song.."Everyone wants to go where thier name is known" really applies.
I love reading everyones post on here...THANKS

Permalink Reply by Joe Brunner on September 30, 2010 at 6:40pm

Thank you for your comments. i agree everyone wants to be treated the way they want to be treated Wendell. The DISC certainly allows you to identify that before it is too late! Thanks again brother!

Wendell Hardy said:

Great post. I really like the DISC approach to understanding our employees and customers. There is no "text book" closes and approaches that apply to everyone. Each potential costomer hs to be treated as individuals and are attracted to different personalities. YES, there are "groups" of types..But I feel that everyone wants to be listened to and feel like the most important person in the building.
The "CHEERS" song.."Everyone wants to go where thier name is known" really applies.
I love reading everyones post on here...THANKS

Permalink Reply by NANCY SIMMONS on September 30, 2010 at 7:50pm

And in Carbucks, Wendell, everyone knows your name as well! Thanks for joining our group here and on fb, you bring so much Wendell Wisdom to the (coffee) table!

Joe Brunner said:

Thank you for your comments. i agree everyone wants to be treated the way they want to be treated Wendell. The DISC certainly allows you to identify that before it is too late! Thanks again brother!

Wendell Hardy said:
Great post. I really like the DISC approach to understanding our employees and customers. There is no "text book" closes and approaches that apply to everyone. Each potential costomer hs to be treated as individuals and are attracted to different personalities. YES, there are "groups" of types..But I feel that everyone wants to be listened to and feel like the most important person in the building.
The "CHEERS" song.."Everyone wants to go where thier name is known" really applies.
I love reading everyones post on here...THANKS

Permalink Reply by Joe Brunner on September 30, 2010 at 9:46pm

I agree 100%

NANCY SIMMONS said:

And in Carbucks, Wendell, everyone knows your name as well! Thanks for joining our group here and on fb, you bring so much Wendell Wisdom to the (coffee) table!

Joe Brunner said:
Thank you for your comments. i agree everyone wants to be treated the way they want to be treated Wendell. The DISC certainly allows you to identify that before it is too late! Thanks again brother!

Wendell Hardy said:
Great post. I really like the DISC approach to understanding our employees and customers. There is no "text book" closes and approaches that apply to everyone. Each potential costomer hs to be treated as individuals and are attracted to different personalities. YES, there are "groups" of types..But I feel that everyone wants to be listened to and feel like the most important person in the building.
The "CHEERS" song.."Everyone wants to go where thier name is known" really applies.
I love reading everyones post on here...THANKS

Permalink Reply by Craig Lockerd on October 1, 2010 at 11:56am

Joe this week has been a real education for me and all that have kept up with your teachings.I would say that without a doubt you have provided us all with $10,000 worth of training and information....FOR FREE!
All Dealers,Managers and Salespeople should really read everything from the week and direct their ongoing development of their staff in this direction.Thanks Joe!

Permalink Reply by Joe Brunner on October 1, 2010 at 12:08pm

Thank you Craig. very kind of you. Did you get a chance to look at the C profile?

Craig Lockerd said:

Joe this week has been a real education for me and all that have kept up with your teachings.I would say that without a doubt you have provided us all with $10,000 worth of training and information....FOR FREE!
All Dealers,Managers and Salespeople should really read everything from the week and direct their ongoing development of their staff in this direction.Thanks Joe!