If you could double your conversion rate in four months, would you? Could you?
It comes down to knowing your prospective customers.
DISC has been helping businesses do that for years. Now AI is giving it – and Kiwi businesses – a helping hand.
The start of the new year is a great time to be thinking about new possibilities. And here’s something I’d like you to consider: AI – so often held up as potentially eroding of humanity – in fact presents opportunities for us to become more human and to forge stronger ties with other humans.
It’s a topic we delved into in a recent Quanton event in Auckland. And it wasn’t all about the tech. Yes, tech was there, underneath, but at the heart of it, this was about providing a way to boost interpersonal understanding and maximise the impact of every conversation in the workplace, whether with clients, or colleagues.
Learning not to treat people as you want to be treated
Mark Burton-Brown, MD for Engagement Partners, is a specialist in the DISC profile assessment framework and uses it with to help his clients enhance customer relationships and sales effectiveness. He made a great point as he kicked off the day.
He recounted how he agreed with a statement presented to him – that you should treat people how you want to be treated. Well, doh, yeah, of course – right? Well Mark, and many other attendees in that programme he was on, were in for the aha moment, as they were asked what Mark calls ‘one perfect question’: So, is everyone like you?
It’s not about treating people how you want to be treated. It’s about treating them as they want to be treated.
DISC has been used for years to help successful people learn how to treat people how they want to be treated, based on the Disc Advanced Behavioural Styles.
DISC Advanced is a great opportunity to enhance understanding of customer behaviour, improve communication strategies, build trusted relationships, increase customer loyal, improve customer retention, increase referrals and improve collaboration – all through treating people how they want to be treated, based on their behavioural styles.
Putting AI into DISC
So where does AI fit in?
AI is revolutionising the application of DiSC insights by making it faster and more precise to understand and adapt to different styles.
Crystal Knows is an AI-powered platform which analyses millions of online data points to accurately identify a person’s motivations, communication style, and other behavioural traits.
to generate a full psychometric DISC report on a person – and that person could be a potential client, giving you the insights to tailor your communication to that person’s favoured style.
Crystal Knows can give you the background to help you understand them before you even meet them.
We’ve been using DISC at Quanton for years. It’s expensive. And it takes time – a daylong session often. It’s certainly not something you can do with every client, let alone prospective client.
As a personality platform, we’ve found Crystal Knows to be around 80-90 percent accurate and we use it to give us an indication of who we are dealing with and their predominant personality type is. Without it, you’re rolling a dice. With it, you can understand a prospect’s behaviours, how they make their decisions and their key drivers, and increase rapport building, reduce sales efforts and ensure quality engagements.
It provides actionable insights into how to communicate with buyers’ personalities resulting in more effective sales cycles, calls, meetings and communications.
And it can also be used in customer workshops, for recruitment and to support internal teams, creating the high performing teams we all want. It’s an opportunity to get to know your team, and allow your team to know each other, create a playbook for the team and foster better team communication and a more positive culture.
At the end of the day, selling is about understanding your customers and their preferences so you can tailor your communications to meet their needs – and increase your conversion rate and shorten sales cycles.
Quanton customer Tommy and Co, are a specialist accounting and business advisory practice with years of practical commercial experience in multiple sectors. Its MD Tommy Liu also presented how he’s harnessing Crystal Knows in his business.
Crystal Knows isn’t a silver bullet. You will need to invest time and money. And yes, it’s not 100% accurate. But the question is, how valuable could such insights be for you and your business? And how will you deploy such a tool?
