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How does behavioral profiling
Does it affect the sales funnel?

The customer's behavioral profile can directly influence the sales process. See how you can identify and differentiate your sales funnel.

We currently live in a world where we can find several quick solutions to achieve some goals and objectives, especially when we talk about sales.


The customer's behavioral profile directly influences the purchasing process, in which these behaviors can be unconscious or conscious. Most of the time, during our routine, we do many things automatically, such as buying, selling, interacting with other people, etc.


Today we will understand a little more about the customer behavioral profile and how these characteristics can influence the sales funnel.

DISC Methodology: Different customer behavioral profiles

The DISC Methodology is a tool created by doctor William Marston which classifies people's behavior into four types: dominance (D), influence (I), stability (S) and conformity (C). The DISC methodology is generally used for generally work productivity, communication and teamwork.


The customer's behavioral profile directly influences decision-making during the purchasing process, and therefore, it is important that you understand what they are:

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1. Dominant profile

Customers with dominant behavioral profile They are more decisive and quick, trying to solve everything they need right away. Therefore, the selling style needs to be more direct and focused, so that you can get him to complete the purchase at that moment.

2. Influential profile

Customers who have the influential behavioral profile They are those who seek a more relaxed and personal sales team, relating to the person who is making the sale. Therefore, it is interesting to approach it in a more receptive way and with a good dialogue.

3. Stable profile

Customers with stable behavioral profile They don't like pressure during sales, as they are extremely organized and well planned. These customers look for safer sellers who have good credibility.

4. Conforming profile

customers with behavioral profile according They are those who are attached to the rules and details during the sales process, making them very demanding when purchasing.


It is interesting that the sales team is detail-oriented and describes in detail everything that is happening to be successful in the sale.

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How to identify these profiles?

Now that you understand How the customer's behavioral profile influences sales, it is interesting to always try to identify this profile before even trying to convince your consumer to finalize the purchase.


There are some similarities between the customer's behavioral profile, and to be able to identify their exact profile, it is interesting to maintain a relationship during all stages of the sales process.


Another interesting point is to pay attention to the customer and seek to have an empathetic stance, putting yourself in their shoes to understand exactly what they need at that moment. The seller also needs to remember that all customers need to be treated equally and with great respect.


Following these points, it is necessary for the salesperson to remember the characteristics of the behavioral profile and identify the type of customer they are dealing with at the moment, in order to take the correct approach and be successful during the sale.


It's essential get these soft skills, always being prepared to identify the customer's behavioral profile, and with this, obtain better performance compared to competitors.

How does the sales funnel work for these profiles?

The important thing is to understand the cadence of customer movements in the funnel: from discovering the brand to consolidating their purchasing decision. Within this understanding, each company has the freedom to add the steps that best define its customer's journey.


Before we start analyzing the sales funnel, it is necessary to pay attention to the preparation phase of this study. It is up to the seller, at this stage, to prepare and plan all strategies used to guide each customer profile through the stages of the funnel.

This study should help map:

  • Top of the funnel, middle of the funnel and bottom of the funnel;

  • Market trends;

  • Customer behavior and profile;

  • Products and services offered;

  • Strategic positioning of the business;

  • Etc

Having these answers in hand before starting to structure the funnel helps to assertively conduct the purchasing process.

Differentiate your sales funnel

The traditional sales funnel is constantly improved and developed to ensure that the potential customer's journey to making purchasing decisions is flawless.


Furthermore, the steps above are essential for building a functional sales funnel. But what if your business is looking for more than that? Don't worry! Here, you find an effective way to go beyond the obvious and build a smart funnel!


We draw up the initial diagnosis of your business and create different types of online training for teams and managers. Carry out commercial management through a Sales Funnel simple and efficient. Talk to us or find out more about our Sales Funnel consultancy.

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