The Art of Sales: Using DISC for Sales Professionals

Perhaps one of the most important skills a salesperson possesses is good communication. This skill is crucial to building strong relationships with customers and allows you to meet your client’s needs (Indeed, 2022). By developing strong communication skills, sales professionals can have a greater and more positive influence on their customers, leading to higher satisfaction.

TIMING & FORMAT

  • to 4-hours | Virtual or In-Person

_Can be fully customized to meet your timing needs._

OVERVIEW & LEARNING OBJECTIVES

Participants will have three main modules that will be covered: Understanding Your Own DISC Style; Recognizing and Understanding Customer Buying Styles; and Adapting Your Sales Style to Your Customer’s Buying Style.

Participants will explore:

  • – Their own strengths and challenges, and how to reach their full potential as salespeople. The session starts by developing a map by listing their strengths and challenges.
  • Learn customer mapping, a new way of people-reading. They practice their customer- mapping skills in a competitive video-based activity.
  • Learn about different customer priorities and then use their new skills to identify the buying styles of current customers. Participants make a list of their customers’ expectations in sales interactions. They then identify their best and most challenging customers and rank the expectations for each. A video shows how to identify the buying styles of customers, after which they read their profiles for specific information about recognizing each style.
  • Practice customer mapping using a series of video segments in a competitive team activity.

The capstone activity is a role-play adapting to their most challenging customer and complete an interaction plan for working with that customer.

ASSESSMENT

The Everything DiSC® Sales Profile can help anyone become a better salesperson and communicate well with customers. This profile takes learners through a DiSC assessment to learn about their personal style. Participants will then learn about customer buying styles and how to tailor their style to a customer’s. As individuals practice these skills, they’ll ultimately make more sales and improve customer satisfaction.

_You can add on the Selling Skills Report, which answers the question, “Can this person sell?”_

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