The SNAP Selling methodology is a straightforward approach aimed at simplifying the buying process for overwhelmed customers. This simplified process enables sellers to reach buyers who might otherwise be unresponsive or challenging to establish rapport with.
Keep it Simple, Be iNvaluable, Always Align, Raise Priorities
Using DISC with SNAP can further enable sellers to communicate effectively with the buyer and deliver value quickly. When sellers understand their buyer’s personalities, preferences, and motivations, they can eliminate wasted time and maximize the simplicity of SNAP selling.
Using DISC to Keep it Simple
Buyers can sometimes be difficult to connect with due to busy schedules and other priorities. With the added challenge of miscommunication, sellers must learn to simply and effectively get their point across to hold a buyer’s interest. By using DISC to understand how they communicate, and personalizing their approach to resonate accordingly, sellers can quickly deliver value and avoid wasting time due to miscommunication.
How to communicate across DISC profiles
Be direct and concise
Show confidence and assertiveness
Be casual and friendly
Include visual aids and testimonials from others
Maintain a friendly and warm tone
Ask them about their concerns
Be formal and serious
Provide plenty of data and information
Using DISC to Be Invaluable
With an abundance of options, delivering value quickly is essential. Understanding the buyer’s pain, priorities, and needs helps sellers highlight which aspects of their product are most invaluable to the customer. Using DISC gives insights into the buyer’s motivations and mindset, and enables sellers to best deliver value in a way that will resonate.
How to deliver value across DISC profiles
Motivated by control over the future and personal authority
Tend to prefer instant, concrete results and having an advantage over competition
Motivated by innovative, unique, creative ideas and excited by the future
Tend to prefer building new relationships and experiences
Motivated by peace, safety, and others’ wellbeing
Tend to prefer security, reliability and trust
Motivated by logic, information, and problem-solving
Tend to prefer accurate information and quality solutions (quality over quantity
Using DISC to Always Align
Alignment is necessary to maintain traction, understand buyer goals and concerns, and keep everyone on the same page throughout the sales process. Using DISC, sellers can facilitate alignment through more productive conversations and meetings.
How to facilitate alignment across DISC profiles
Ask direct questions
Get to your point quickly
Avoid scheduling meetings far in advance
Keep the conversation focused
Ask them about their concerns
Follow a pre-established agenda
Communicate important details ahead of time via email
Schedule meetings in advance
Using DISC to Raise Priorities
To achieve success, sellers must understand a buyer’s priorities and tap into them to create a sense of urgency. Buyers may be indecisive, overwhelmed, or busy; resulting in stagnation or killed deals. Using DISC to understand a buyer’s motivations and communication style, sellers can better align their product and its value with the buyer’s priorities.
How to raise priorities across DISC profiles
Address certain competitive advantages
Maintain a lively, direct tone
Comment on value
Be expressive and engaging
Utilize visual aids when possible
Refer to previous successes with others
Ask them about personal concerns
Explain your credentials or experience
Maintain a kind, inviting tone
Address flaws before they do
Send important data and support for facts
Allow them to ask questions
The SNAP Selling methodology encourages sellers to meet prospects where they are and opt for a simpler, more intentional approach. Using DISC methodology, sellers can quickly cut through the noise and more effectively implement the SNAP strategy in their outreach.
Every prospect has their own communication style, preferences, and concerns, which means every sales interaction needs to be personalized. You can be prepared by understanding your prospect’s personality and changing your communication to fit their preferred style.
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