Versitile Selling Using DISC

OBJECTIVES

• Identify the DISC profile of youself and your physicians.

• Modify sales presentations to meet the DISC profile of your physicians.

• Apply your knowledge of DISC in a role play situation with a partner.

The D – Direct and Dominant

• Results oriented and concerned with tasks

• Takes charge and makes quick decisions

• Very self confident and trusts personal experience

• Is direct and open with facial expressions

The I - Interactive

• People orientated, friendly and concerned with others

• Enjoys social interactions – gut decisions

• Wants harmony and social grace

• Very expressive with facial expressions and body movements

The S - Steady or Stable

• Quiet, consistent, and concerned with people

• Likes routine and slower decisions thinks long term

• Trusts in others keeps a few deep friendships

• Is relaxed and attentive with facial expressions

The C - Conscientious or Cautious

• Formal, logical, precise, and process-oriented

• Uses systematic approaches considers all consequences to engage conflict

• Self confident shies away from emotional connection with most people

• Diplomatic

Application of DISC

• Distribution of T shirts and partner up• At the flip charts, use the handouts to list: 1. Three do’s, or advantages, or strengths 2. Three don’ts, or disadvantages, or weaknesses• Team presentation• Detailing rotation (timed)• Volunteer to detail in front of group (ace points)