telling ain't selling webinar
DESCRIPTION
Using the DISC tool, you can better understand the buying behaviors of your potential customers and the match your sales and communication style to one of those 4 types of buying behaviors.TRANSCRIPT
When You Are Telling, You Ain’t Selling
Intelligence Gathering to Increase Sales Through the DISC Tool
2012© All Rights Reserved, Leanne Hoagland-Smith
Agenda 60 Minutes of Good Content into 30 Minutes of Great Content™
History of DISC How DISC is a communication tool Real examples how DISC increases sales The DISC behaviors and tips NLP – A Partner to DISC Special Offer Upcoming Webinars Contact information for Leanne Hoagland-
Smith
Brief History of DISC 1928 William Mouton Marston In his 1928, Emotions of Normal People, William Mouton
Marston explained his theory on how human emotions lead to observable and measureable behavioral differences and how these behaviors may change over time.
Marston categorized four (4) primary types from these perceptions of self in relationship to one’s environment. D=Dominance; I=Inducement; S=Submission and C-Compliance
1948 – Walter V. Clarke In 1948, Walter V. Clarke an industrial psychologist was the
first person to build an assessment tool using Marston’s theories for personnel selection by businesses. He based his four categories aggressive, social, stable and avoidant on Marston’s model.
The DISC Assessment Classifies 4 Aspects of Behavior
•Dominance or Decisiveness - relating to control, power and assertiveness•Influence or Interactive - relating to social situations and communication•Steadiness or Stabilizing- relating to patience, persistence, and thoughtfulness•Conscientiousness or Cautious- relating to structure, data and organization
WHAT DISC MEASURES - HIGH AND LOWSDD II SS CC
Will moreassertively
accept problems
How a PersonSolves Problems
Or
Will actively seek outpeople to interactwith or influence
Will initially resistchange
Steady pace
Will follow rulesset byothers
How a PersonInfluences People
Or
How a PersonSets the Pace
Or
How a PersonResponds to
RulesAccepts
ChallengesProcedures or
ConstraintsInteracts with
OthersReacts toChange
Will accept challenge in
conservative mannerAvoids conflict
Will use moreskeptical logical
approach toinfluence
Will actively seek
changeFast pace
Will activelyattempt toset their
own rules
What DISC Also Measures Natural behaviors Instinctive, gut reactions Natural means less stress; more authentic Adaptive behaviors Learned behaviors to “rise to the
occasion” Adaptive equals more stress; less
authentic These are the behaviors others see more
often
"D""D" is fast-paced and task-oriented. is fast-paced and task-oriented.
"I""I" is fast-paced and people-oriented.is fast-paced and people-oriented.
"S""S" is slow-paced and people-oriented. is slow-paced and people-oriented.
"C“ "C“ is slow-paced and task-oriented.is slow-paced and task-oriented.
No one is purely aNo one is purely a "D," "I," "S," or "C.""D," "I," "S," or "C." Rather, each Rather, each of us is a blend of these four traitsof us is a blend of these four traits
Better Communication = Increase Sales
Imagine if you could Gather intelligence? Be more observant? Quickly apply buyer’s
buying behaviors? Shorten the sales cycle
time? Increase sales? What would that mean
for your small business?
Communication and Behaviors Mind reading is still
not a sense shared by all
Human beings communicate through their behaviors
Observation Interaction DISC tools enhances
those observations and interactions
Real World Scenario Auto story from DISC Buick or a Ford? An older couple visit a Ford
dealership; want a Buick Salesperson is DISC
knowledgeable Sends them to the Buick
salesperson with a High D and did not know DISC language
Couple returns and buys the Ford
Morale – People buy from people they know and trust
Real World Scenario New client CEO was Fast
Paced and People Oriented – High I
I focused sales solutions on the people side first
The Dir. Of HR was Fast Paced and Task Oriented – High D
I focused my responses on the tasks
Reduced sales leads time from 6 months to 2 months
Earned sale; earned repeat business
Communication Intelligence Communicate 55% non-verbal 38% para-verbal 7% verbal Use eyes more Use ears more Adjust your sales
style to her or his communication
Communication Intelligence “If the good Lord
wanted us to talk more than to listen, he would have given us two mouths instead of two ears.”
In sales this is critical
3 Simple Steps for Sales People
Know your own behavioral style
Recognize your potential customer’s behavioral style
Adapt your behavioral style to reduce communication gaps in the sales process
Step #1 Step #2 Step #3
“D” Behaviors Decisive Extroverted Task driven Direct Impatient Results focused Emotion = Short
Fuse, Quick to Anger Emotion =
LongerFuse
How to spot Decisive Behaviors
Drive fast Walk fast Lots of hand movement when
talking Communicate numbers e.g. first Office décor inclined to status,
large desk
What “D” Behaviors Want Results Be direct Provide alternatives Let them be in the
driver’s seat Allow them to build
the relationship Enjoy the tension
“I” Behaviors Interactive Indirect People driven Disorganized Fun focused Emotion =
Optimism Emotion =
Pessimism
How to spot Interactive Behaviors
Drive with radio on Weave when walking Big hand gestures when talking Very verbal; poor listener Office décor inclined to being
contemporary with memorabilia
What “I” Behaviors Want Experience Be friendly Take your time Have fun; joke
appropriately Talk about people Follow up often
“S” Behaviors Stabilizing Indirect People driven Passiveness Stability Emotion = Non
emotional Emotion =
Emotional
How to spot Stablizing Behaviors
Drive speed limit, relaxed Steady, easy pace when walking Smaller hand gestures when
talking Warm, will listen before talking Office décor inclined to “homey”
with family photos
What “S” Behaviors Want Security Slow down Build trust Provide logical
presentation Achieve “mini”
agreements Listen well Show sincerity
“C” Behaviors Cautious Direct Task driven Critical Procedures Emotion = Fear Emotion = No fear
How to spot Cautious Behaviors
Careful, best drivers Walks in straight line Limited to no hand gestures Direct with questions for clarity Office décor inclined to be
functional with charts
What “C” Behaviors Want Information Give data Not to be touched Patient and slow
presentations Provide printed
brochures, flyers Stay in control Keep it impersonal
TASK
FEELING
PEOPLE
THINKING
INTROVERTED EXTROVERTED
SENSING (EVALUATE)
INTUITION
COORDINATOR
SUPPORTER
RELATER
PROMOTER
PERSUADER
ANALYZER
IMPLEMENTOR
CONDUCTOR
ENTIST
INT
ISF
INF ESF
ENF
ESTC
IS
D
NLP – A Partner to DISC
NLP = Neuro Linguistic Programming Provides opportunities to further
adapt your sales communication behaviors to your potential customers’ behaviors
Four Styles Listening again the key
4 Types of Communication Styles
Visual Auditory Kinesthetic Auditory-
Digital
Visual – See pictures, mind tends to wander Commonly used
words See Look Appear View Show Imagine
Questions to Engage Do you see what I
mean? Are you getting the
picture? Wrapping up a sales
discussion What did you see that
looks the best for you?
Auditory – Learn by listening; easily distracted Commonly used
words Hear Listen Sound Click Ring a bell
Questions to Engage How does this sound
so far? Is this clicking with
everyone? Wrapping up a sales
discussion What ideas did you
hear that you liked today?
Kinesthetic – Talk slowly, respond to physical gestures Commonly used
words Feel Touch Get hold of Comfortable Catch on Play Together
Questions to Engage Does this feel OK? Is this comfortable? Wrapping up a Sales
discussion What felt best of the
options you were most comfortable with?
Auditory Digital – Talk to himself/herself; sequence Commonly used
words Sense Experience Understand Think Process I know
Questions to Engage Is this making sense? Do you understand? Wrapping up a sales
discussion What do you think
about the options we just discussed?
3 Simple Steps for Sales People
Know your own behavioral style
Recognize your potential customer’s behavioral style
Adapt your behavioral style to reduce communication gaps in the sales process
Step #1 Step #2 Step #3
Thank You
Within 24 to 48 hours you will be sent a link to listen to the recording of this webinar.
The PowerPoint Presentation will also be available.
You will be receiving notification of the next 3 webinars as well as December’s webinars
Special Offer Take the DISC Index assessment tool Receive a personal 30 minute debriefing Receive a 21 page PDF file of your DISC Receive a 30 minute follow-up at 30 days Standard investment = $147 Special offer to webinar attendees = $77 Visit www.processspecialist.com/special-
offer.htm This offer valid until November 30, 2012
November’s 2012 Webinars
All webinars are on Thursday from 12-12:30pm Chicago CST
Nov.8 - Strongly Silent to Emotionally Engaging: The D & I Behaviors
Nov. 15 - Strongly Stabilizing to Consciously Consistent: The S&C Behaviors
Nov. 29 - NLP Another Silent Partner
60 Minutes of Good Content in 30 Minutes of Great Content Weekly 30 Minute Webinars Content relevant and rich No wasted time: No Biographies of presenter or
presenters No Questions and answers No recycled content with a new title
November’s 2012 Webinars Nov.8 - Strongly Silent to Emotionally
Engaging: The D & I Behaviors In this session there will be: More specific “D” Behaviors More specific “I” Behaviors How to adapt to each Early Bird Special ends Register for this webinar
November’s 2012 Webinars Nov. 15 - Strongly Stabilizing to
Consciously Consistent: The S&C Behaviors
In this session there will be: More specific “S” Behaviors More specific “C” Behaviors How to adapt to each Early Bird Special ends Register for this webinar
November’s 2012 Webinars Nov. 29 - NLP Another Silent Partner In this session there will be: More specific NLP Behaviors Questions to engage decision maker How to wrap up discussion for each style Early Bird Special ends Register for this webinar
December’s 2012 Webinars
All webinars are on Thursday from 12-12:30pm Chicago CST
Dec. 6 - The 3 Dirty Words in Business (FREE)
Dec. 13 – Goal* Dec. 20 – Plan* Dec. 27 - Do It* *Early registration opens Nov. 5, 2012
January’s 2013 Webinars All webinars are on Thursday from 12-12:30pm
Chicago CST Jan. 3 - Leave the Role of Captain Wing It;
Charting a MAP for Success Jan. 10 – Ensuring Your Rudder - Values Jan. 17 – Plotting Your Course - Vision Jan. 31 – Landing Successfully – Mission By the end of January 31, 2013 you will have a
simple one page business plan that can be easily updated.
60 Minutes of Good Content in 30 Minutes of Great Content First Thursday of each month FREE Webinar overview of
the content for the following weekly Webinars Weeks 2 through 4 or 2 through 5 are paid Webinars $16 Early Bird Special $20 Standard Investment 3 Week Webinar package =$45 4 Week Webinar package = $60 All Webinars recorded are available within 48-72 hours Webinar package pricing begins in December of 2012 Corporate or association pricing is available for 40
attendees or more
Thank You
Leanne Hoagland Smith, CRO & Founder
ADVANCED SYSTEMS Unlocking Sustainable Results in
People, Processes and Strategies 219.759.5601 Main Chicago CST 219.508.2859 Mobile Chicago CST www.processspecialist.com [email protected] www.increase-sales-coach.com @CoachLee - Twitter ID
What Makes Us Unique?
Strategic Thinking + Processes with Proven Tools + Connectivity =
“Just Be Valuable”