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
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D types
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I types
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S types
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C types
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- Be direct and concise
- Show confidence and assertiveness
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- Be casual and friendly
- Include visual aids and testimonials from others
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- Maintain a friendly and warm tone
- Ask them about their concerns
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- Be formal and serious
- Provide plenty of data and information
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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
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D types
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I types
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S types
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C types
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- Motivated by control over the future and personal authority
- Tend to prefer instant, concrete results and having an advantage over competition
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- Motivated by innovative, unique, creative ideas and excited by the future
- Tend to prefer building new relationships and experiences
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- Motivated by peace, safety, and others’ wellbeing
- Tend to prefer security, reliability and trust
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- Motivated by logic, information, and problem-solving
- Tend to prefer accurate information and quality solutions (quality over quantity
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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
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D types
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I types
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S types
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C types
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- Ask direct questions
- Get to your point quickly
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- Avoid scheduling meetings far in advance
- Keep the conversation focused
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- Ask them about their concerns
- Follow a pre-established agenda
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- Communicate important details ahead of time via email
- Schedule meetings in advance
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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
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D types
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I types
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S types
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C types
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- Address certain competitive advantages
- Maintain a lively, direct tone
- Comment on value
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- Be expressive and engaging
- Utilize visual aids when possible
- Refer to previous successes with others
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- Ask them about personal concerns
- Explain your credentials or experience
- Maintain a kind, inviting tone
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- Address flaws before they do
- Send important data and support for facts
- Allow them to ask questions
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Final Thoughts
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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