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Using DiSC in the Sales Process Sales Training Workshop

Using DiSC in the Sales Process Sales Training Workshop. ! mpact. TRAINING & DEVELOPMENT. DiSC Styles Indicator Preferences FOCUS OF ATTENTION DECISION MAKING. EXTROVERTED. INTROVERTED. FOCUS OF ATTENTION. FAST PACED & OUTSPOKEN ACTIVE & ASSERTIVE BOLD. CAUTIOUS & REFLECTIVE

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Using DiSC in the Sales Process Sales Training Workshop

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  1. Using DiSC in the Sales Process Sales Training Workshop

  2. !mpact TRAINING & DEVELOPMENT DiSC Styles Indicator Preferences FOCUS OF ATTENTION DECISION MAKING

  3. EXTROVERTED INTROVERTED FOCUS OF ATTENTION

  4. FAST PACED & OUTSPOKEN ACTIVE & ASSERTIVE BOLD CAUTIOUS & REFLECTIVE MODERATE PACED CALM & THOUGHTFUL FOCUS OF ATTENTION

  5. !mpact TRAINING & DEVELOPMENT FOCUS OF ATTENTION

  6. THINKING FEELING DECISION MAKING

  7. QUESTIONING & SKEPTICAL LOGIC FOCUSED QUESTIONING ACCEPTING & WARM PEOPLE FOCUSED RECEPTIVE AGREEABLE DECISION MAKING

  8. !mpact TRAINING & DEVELOPMENT DECISION MAKING

  9. INFLUENCE DOMINANCE D I EXTROVERTED THINKING FEELING C S INTROVERTED CONSCIENTIOUS STEADINESS

  10. !mpact TRAINING & DEVELOPMENT D I Decisive, tough Strong-willed Competitive, demanding Independent, self-confident Aggressive, blunt Self-centered Overbearing Exceeds authority Sociable Talkative, open Enthusiastic, energetic Persuasive Flamboyant, frantic Careless, indiscreet Excitable, hasty Loses sense of time Precise Follows Rules Logical, careful Formal, disciplined Withdrawn, shy Does not express opinions Focuses on the details Does not take risks Calm, steady Careful, patient Good listener, modest Trustworthy Resists new ideas Does not express openly Stubborn Does not seek change C S

  11. FAST PACED & OUTSPOKEN ACTION D I COMPETENCY RELATIONSHIP ACCEPTING & WARM QUESTIONING & SKEPTICAL C S DEPENDABILITY CAUTIOUS & REFLECTIVE

  12. ACTION D I ENTHUSIASM RESULTS COMPETENCY RELATIONSHIP QUALITY SINCERITY C S DEPENDABILITY

  13. !mpact TRAINING & DEVELOPMENT TIPS FOR SALES APPROACH BY STYLE • D’s (Competency, Results, Action) • Do’s • Get to the point • Honor their time boundaries • Focus on results • Watch carefully for buying signs • Don’t • Ask them about their family • Bombard them with details

  14. !mpact TRAINING & DEVELOPMENT TIPS FOR SALES APPROACH BY STYLE • I’s (Action, Enthusiasm, Relationship) • Do • Take some time to get to know them personally • Make good eye contact, smile • Focus on how your solution will the impact people important to them • Be upbeat • Don’t • Bombard them with details

  15. !mpact TRAINING & DEVELOPMENT TIPS FOR SALES APPROACH BY STYLE • S (Relationship, Sincerity, Dependability) • Do’s • Be genuinely concerned for their welfare • Ask them to share their concerns • Listening skills, focused and paraphrasing • Provide plenty of testimonials & references • Provide a guarantee • Don’t • Push for a close without establishing trust

  16. !mpact TRAINING & DEVELOPMENT TIPS FOR SALES APPROACH BY STYLE • C’s (Dependability, Quality, Competency) • Do’s • Give them the details they need • Give them time to reflect on those details • Provide details prior to meeting • Focus on quality • Support your case with empirical data • Ask - what is the one thing standing in the way? • Don’t • Ask them about their family • Push for a close too quickly

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