2. Selling Smart Workshop:
Identifying Personality Styles and
Adapting for More Sales
Don Hart–
Move Communications
Rich Austin–
Sandler Training Ann Arbor
Joe Marr –
Sandler Training Ann Arbor
3. Selling Smart Board:
Maya Adrine
Golden Limousine, Int’l
Greg Peters
The Reluctant Networker
Joe Marr
Sandler Training Ann Arbor
4. Selling Smart Workshop:
Format
Workshop 9 – 10 am:
Interactive Training Session
Addressing Common Challenges
Panel Q & A 10 – 11 am
Application
Specific challenges in your business
Anything
5. Selling Smart Workshop Today:
Identifying Personality Styles and
Adapting for More Sales
Workshop : How to quickly identify
personality styles and simple ways to
adapt to make more productive
interactions with EVERYONE
Panel Q & A : How DISC profiling works,
real-world
6. Today’s session:
DISC Communication Strategies:
Practical – how to get more done
Fun – stimulating exercises
Encouraging – nothing embarrassing
Specific and clear – remove subjectivity
7. Step 1. X marks your traits
Place an X next to each statement that
generally describes or applies to you.
_____1. Getting immediate results
_____2. Contacting people
_____3. Performing an accepted work pattern
_____4. Following directives and standards
_____5. Causing action
_____6. Making a favorable impression
_____7. Sitting or staying in one place
_____8. Concentrating on detail
8. Step 2. DISCDISCDISC, etc.
Write D,I,S,C,D,I,S,C,D,I,S,C down the
margin to the left of the blanks:
_____1. Getting immediate results
_____2. Contacting people
_____3. Performing an accepted work pattern
_____4. Following directives and standards
_____5. Causing action
_____6. Making a favorable impression
_____7. Sitting or staying in one place
_____8. Concentrating on detail
9. Step 3. Add’em Up
Put DISC in the left blanks, Add up all
of the D’s, I’s, S’s, and C’s:
_______=_______
_______=_______
_______=_______
_______=_______
11. D Profile = Dominant, Director
Traits:
Task Oriented
Direct / Proactive
“People Mover”
Impatient
Won’t be taken
advantage of
Resists personal
criticism
Avoid:
Telling them what to do
Attacking their character
Placing them into win-lose
challenges
Motivators:
Power and authority
Freedom from constraints
Results
13. I Profile = Inter-actor, Interrelater
Traits:
People Oriented
Direct / Proactive
“Recognition
Seeker”
Disorganized
Fearful of social
disapproval
Resists personal
rejection
Avoid:
Avoiding, rejecting them
Denying their acceptance
Negativism or arguing
Motivators:
Popularity and prestige
Inclusion with others
Enjoyment and
Friendliness
15. S Profile = Stabilizer, Steady
Traits:
People Oriented
Indirect / Reactive
A “Cooperative
Group Worker”
Possessive
Fearful of risk taking
Resists changes or
loss of security
Avoid:
Overloading, confusing
Sudden, risky change
Competition
Motivators:
Appreciation, sincerity
Cooperation, teamwork
Predictability, personal
productivity
17. C Profile = Calculator,
Compliant
Traits:
Task Oriented
Indirect / Reactive
Cautious, Careful
Overly-critical
Fearful of
imperfection
Resists criticism of
their ideas or
work
Avoid:
Criticizing their efforts
Personal questions
Incomplete instructions
Touching
Motivators:
Work autonomy
Anonymity
Professional development
21. Today’s session:
DISC Communication Strategies:
Practical – how to get more done
Fun – stimulating exercises
Encouraging – nothing embarrassing
Specific and clear – remove subjectivity
22. VM greeting sounds like?
D’s for S’s
I’s for C’s
S’s for D’s
C’s for I’s
30. Questions for the Panel
On break take a moment to write
questions for the panel about:
The workshop
The panelists application of tactics
Specific challenges in your business
Anything
31. Selling Smart Workshop:
Identifying Personality Styles and
Adapting for More Sales
Don Hart–
Move Communications
Rich Austin–
Sandler Training Ann Arbor
Joe Marr –
Sandler Training Ann Arbor
32. Selling Smart Workshop Series
December 4, 2013 9-11 am
No Pressure Prospecting
Examining reluctance feelings and
proven tactics for overcoming them, as
well as proven tactics for getting to
decision makers.
Thanks for investing this time
I promise to get you out on time.
Before I start: Confession—I’m Joe Marr and I am a …..SM…there I said it!
Another confession; I don’t do sales training. [pause]
I help people develop their own strategy and skill in use of a system and psychology to gain deeper trust relationships with other people—and the sales just happen. Everybody ok with that?
Concerned about me trying to make a sale with you today—well you can relax about that. In fact I’ll make all of you a promise. I promise not to sell you anything, if you promise not to try and buy anything. There’s plenty of fear out there, and I’m sure in some of your companies there’s some fear about making sales calls, and mostly because there is a fear about looking like a salesperson, I’ve also come to the conclusion that there is also a lot a fear about even acknowledging that sales is necessary.
Accidental sales is the rule- not exception
Accidental sales is the rule- not exception
Accidental sales is the rule- not exception
Accidental sales is the rule- not exception
Thanks for investing this time
I promise to get you out on time.
Before I start: Confession—I’m Joe Marr and I am a …..SM…there I said it!
Another confession; I don’t do sales training. [pause]
I help people develop their own strategy and skill in use of a system and psychology to gain deeper trust relationships with other people—and the sales just happen. Everybody ok with that?
Concerned about me trying to make a sale with you today—well you can relax about that. In fact I’ll make all of you a promise. I promise not to sell you anything, if you promise not to try and buy anything. There’s plenty of fear out there, and I’m sure in some of your companies there’s some fear about making sales calls, and mostly because there is a fear about looking like a salesperson, I’ve also come to the conclusion that there is also a lot a fear about even acknowledging that sales is necessary.
