behavior-based selling techniques. “too many people overvalue what they are not and undervalue...
TRANSCRIPT
Behavior-Based Selling Techniques
“Too many people overvalue what they are not and undervalue what they are.”
- Malcolm Forbes
What Does DISC Measure?
INTELLIGENCE
VALUES
EDUCATION
BEHAVIOR
SKILLS
& EXPERIENCE
& TRAINING
NOT WHY NOT WHAT
HOWHOW
1-8
DISC
• Dominance
• Influence
• Steadiness• Compliance
• Problems
• People
• Pace
• Procedures
• Adapted Style• Conscious• Mask• Most Changeable• Requires Energy
• Basic/Natural Style• Unconscious• You!• Least Changeable• Comfort Zone
Graph1 Graph 2
The “D” Factor - How You Handle Problems &
ChallengesHigh D• Results-oriented• Desire to win• High risk• Argumentative• Fast paced• Quick to challenge
Problems/Dominance
Low DLow• Approaches
problems cautiously• Little need to
challenge or lead• Slower paced• Slow to anger• Tends to listen well
Quick to Anger
High: short fuse, quick to get over it
Low: long fuse, may hold a grudge
The “I” Factor – How You Interact With Other People
High• Creative problem
solver• Enthusiastic• Humorous• Fun loving• Everyone is a friend
High I
People/Influence
Low ILow• Cautious in
relationships• Skeptical• Distrusting• Gathers information• Detail oriented
Optimistic
High: trusting & optimistic
Low: distrusting & pessimistic
The “S” Factor – The Pace of Your Environment
High• Need for closure• Need for secure
situations• Great listener• Calms and stabilizes
others• Good planner• Able to “mask”
emotions High S
Pace/Steadiness
Low• Little need for
structure• High risk• Shows emotion• Handles many tasks
Low S
Nonemotional
High: masks emotions
Low: shows emotions
The “C” Factor – Following Rules and Procedures
High• Works well alone• High expectations• Able to solve
complex problems• Organizes and
analyzes• Self-competitive• Follows rules
High C
Procedures/Compliance
Low CLow• Finds a “new” way• Does not follow
“status” quo• Thinks creatively• Open to change and
new ideas• Sees options
Fear
High: needs permission
Low: expects forgiveness
Self-Image BiasWe value in others what we value in
ourselves.
High D & High C
High I & High S
Two High Ds, Is, Ss, or Cs
Quick People Reading
D I
C S
Is the person mainly extroverted (D,I) or introverted (S,C)?
Is the person mainly task (D,C) or people oriented (I,S)?
Task People
Extrovert
Introvert
D – DOMINANCE
Determined, factual, impersonal, intense, pushy, demanding, efficient, forceful, harsh, decisive, self-reliant, dominant, impatient. They measure personal value by RESULTS.
To strengthen your relationship:
Focus on their goals, be punctual, organized, use their time wisely, and don’t challenge them. Be Efficient. Support their conclusions and actions. Stick to business. Provide options and probabilities. Help them save time. Give benefits that answer WHAT.
Relating to the High D
D - DOMINANCE:• Be direct, straightforward, and open to their need for
results• Make communication brief and to the point• Respect their need for autonomy• Be clear about rules and expectations• Let them initiate• Show your competence• Stick to the topic• Show independence• Eliminate time wasters• Be prepared for lack of empathy, sensitivity, and little
social interaction
I - INFLUENCE
Stimulating, personable, excitable, manipulative, animated, undisciplined, enthusiastic, intuitive, outgoing, unstructured, dramatic, creative, inspiring, persuasive. They measure personal value by APPLAUSE.
To strengthen your relationship:
Start with big picture, use testimonials, make them look good. Don’t deal in details. Help them save effort. Be stimulating. Support their dreams and intuitions. Give benefits that answer WHO.
Relating to the High I
I - INFLUENCE:• Be friendly, emotionally honest, and recognize their
contributions• Approach them informally• Be relaxed and sociable• Let them verbalize thoughts and feelings• Keep the conversation light• Provide written details• Give public recognition for individual accomplishments• Use humor• Be prepared for attempts to persuade and influence others,
need for “lime light”, over-estimating self and others, over-selling ideas, and vulnerability to perceived rejection
Graphing the Person
D I S C
S - STEADINESS
Supportive, considerate, willing, careful, agreeable, quiet, cooperative, obliging, warm, dependable, contented, reliable, patient. Excellent listener. They measure personal value by ATTENTION.
To strengthen your relationship:
Understand them personally, build a step-by-step relationship, keep change to a minimum, and minimize their risk. Take time to be agreeable. Support their relationships and feelings. Give benefits that answer WHY.
Relating to the High S
S - STEADINESS:• Be relaxed, agreeable, cooperative, and show appreciation• Be logical and systematic in your approach• Provide a consistent and secure environment• Let them know how things will be done• Use sincere appreciation• Show their importance to the organization• Let them move slowly into change• Be prepared for friendly approach, resistance to change,
difficulty prioritizing, and difficulty with deadlines
C - COMPLIANCE
Exacting, conservative, orderly, logical, precise, systematic, persistent, punctual, critical, indecisive, formal, serious, industrious, organized, thorough. They measure personal value by ACTIVITY.
To strengthen your relationship:
Provide facts/data, be accurate, stick to business, be persistent, and put it in writing with pros and cons. Help them by letting them save face. Take time to be accurate. Support their principles and thinking. Give benefits that answer HOW.
Relating to the High C
C - COMPLIANCE:• Minimize socializing, give details, and value accuracy• Give clear expectations• Show dependability• Show loyalty• Be tactful and emotionally reserved• Allow precedent to be a guide• Be precise and stay focused• Value high standards• Be prepared for discomfort with ambiguity, resistance to
vague or general information, desire to double check, and little need to affiliate with people
Graphing the Person
D I S C
Behaviors of Top Sales People
• High D, High I, High I/S
• High Utilitarian