Introduction
Closing high-value managed services deals is no longer about pitching a product—it’s about understanding your customers on a deeper level and tailoring every interaction to meet their unique needs. With customer-centric methodologies like Everything DiSC® Sales, sales managers and teams can transform mundane interactions into meaningful engagements that drive success.
Customer matching is the key to consistently exceeding quotas, improving managed services attachment rates, and securing advanced solutions like managed services. By adapting your sales style to align with your customer’s buying behavior, you’ll not only close more deals but also build lasting relationships that foster trust and loyalty.
Why Customer Matching is Critical for Managed Services
Adaptability is essential for sales leaders in the competitive realm of managed services. Everything DiSC® Sales gives sales teams a dynamic tool to create customer-centric interactions by understanding diverse buying styles. This approach doesn’t just streamline the sales process; it customizes it.
By recognizing and matching customer buying styles, you can improve how you bring up managed services, ask the right questions, and deliver proposals. These targeted interactions maximize the value felt by each customer, enhancing the likelihood of a successful sale.
Strategy 1: Adjust How You Introduce Managed Services
Different customer styles have diverse reasons for purchasing managed services. While one customer type may value reliability and seamless operations, another may focus on the peace of mind that their team will always have expert support.
How to Apply DiSC Profiles:
Dominance (D) customers respond well to decisive, high-level information. When introducing managed services to this group, emphasize efficiency, ROI, and how fast results can be achieved.
Influence (I) customers value collaboration and relationships. Highlight customer success stories and long-term benefits to gain their trust.
Steadiness (S) customers want reliability and assurance. Stress the dependability of your managed services and how they’ll support their team over time.
Conscientiousness (C) customers care about details and depend on data to make decisions. Use facts, figures, and evidence to prove the value of managed services.
For example, a case study of SiteOne shows how their sales team tapped into the importance of reliability for a “Steadiness” customer type. By focusing on how managed services could ease the customer's daily workload, they built trust and closed the deal.
Strategy 2: Tailor the Questions you Ask
Many salespeople stick to a single communication style when interacting with customers, prospects, or colleagues. However, this one-size-fits-all approach doesn’t account for the varying needs of customer types, leading to missed opportunities in the conversation.
How to Ask Better Questions:
Dominance (D) customers respond to concise, direct questions. For example, “What is the biggest challenge your team faces today, and how much is it costing you?”
Influence (I) buyers may prefer open-ended questions that promote discussion, such as, “How do you see managed services helping your company reach its goals?”
Steadiness (S) customers value thoughtful inquiries. Try questions like, “What does reliability look like for your business, and how can we ensure it?”
Conscientiousness (C) customers take a logical approach; they appreciate precision. Ask, “What specific data points would you need to evaluate the ROI of managed services?”
Strategy 3: Adapt Proposals for Different Buyer Profiles
The way you present your managed services proposal can make or break the deal. Some customers only need an executive summary, while others require in-depth data and ROI projections. Knowing your customer’s DiSC style will help you deliver the proposal in a format they value.
How to Deliver Tailored Proposals:
Dominance (D): Provide a concise executive summary highlighting cost savings, time efficiency, and bottom-line impact. Avoid overwhelming them with details.
Influence (I): Use engaging visuals and appealing stories of how similar organizations benefited from your managed services.
Steadiness (S): Focus on long-term stability, step-by-step implementation plans, and customer service guarantees to ease their fears of change.
Conscientiousness (C): Deliver a comprehensive proposal backed with in-depth analysis, metrics, and a detailed breakdown of ROI.
The Tangible Benefits of DiSC Customer Matching
Managed Services Sales Growth
Salespeople who use customer matching see higher managed services attachment rates and increased quota attainment. Matching makes it easier to highlight key value points aligned with the customer’s preferences.
Improved Relationships
DiSC-fueled interactions build confidence and trust, creating long-term relationships that go beyond the first sale.
Higher Team Productivity
Teaching your team customer matching isn’t just about improving communication; it’s about empowering them with actionable strategies for better results.
Scale your Growth Metrics Today
Customer matching isn’t just a strategy—it’s a competitive advantage. From introducing managed services to asking the right questions and delivering tailored proposals, adapting your sales style to your customer’s needs is the key to unlocking real results.
Want to take your managed services sales to the next level? Explore Revenueify’s comprehensive DiSC Customer Matching Program. Discover how our training can empower your team to elevate their sales game and meet every customer where they are. Get your DiSC profile here today and Revenueify will do a free one-on-one coaching session to help you utilize your DiSC profile to grow managed services.
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