slide1 n.
Download
Skip this Video
Loading SlideShow in 5 Seconds..
Using DiSC in the Sales Process Sales Training Workshop PowerPoint Presentation
Download Presentation
Using DiSC in the Sales Process Sales Training Workshop

Loading in 2 Seconds...

play fullscreen
1 / 16

Using DiSC in the Sales Process Sales Training Workshop - PowerPoint PPT Presentation


  • 175 Views
  • Uploaded on

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

loader
I am the owner, or an agent authorized to act on behalf of the owner, of the copyrighted work described.
capcha
Download Presentation

PowerPoint Slideshow about 'Using DiSC in the Sales Process Sales Training Workshop' - minya


An Image/Link below is provided (as is) to download presentation

Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author.While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server.


- - - - - - - - - - - - - - - - - - - - - - - - - - E N D - - - - - - - - - - - - - - - - - - - - - - - - - -
Presentation Transcript
slide1

Using DiSC in the Sales Process

Sales Training Workshop

slide2

!mpact

TRAINING & DEVELOPMENT

DiSC Styles Indicator

Preferences

FOCUS OF ATTENTION

DECISION MAKING

slide3

EXTROVERTED

INTROVERTED

FOCUS OF ATTENTION

slide4

FAST PACED & OUTSPOKEN

ACTIVE & ASSERTIVE

BOLD

CAUTIOUS & REFLECTIVE

MODERATE PACED

CALM & THOUGHTFUL

FOCUS OF ATTENTION

slide5

!mpact

TRAINING & DEVELOPMENT

FOCUS OF ATTENTION

slide6

THINKING

FEELING

DECISION MAKING

slide7

QUESTIONING & SKEPTICAL

LOGIC FOCUSED

QUESTIONING

ACCEPTING & WARM

PEOPLE FOCUSED

RECEPTIVE AGREEABLE

DECISION MAKING

slide8

!mpact

TRAINING & DEVELOPMENT

DECISION MAKING

slide9

INFLUENCE

DOMINANCE

D

I

EXTROVERTED

THINKING

FEELING

C

S

INTROVERTED

CONSCIENTIOUS

STEADINESS

slide10

!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

slide11

FAST PACED & OUTSPOKEN

ACTION

D

I

COMPETENCY

RELATIONSHIP

ACCEPTING & WARM

QUESTIONING & SKEPTICAL

C

S

DEPENDABILITY

CAUTIOUS & REFLECTIVE

slide12

ACTION

D

I

ENTHUSIASM

RESULTS

COMPETENCY

RELATIONSHIP

QUALITY

SINCERITY

C

S

DEPENDABILITY

slide13

!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
slide14

!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
slide15

!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
slide16

!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