Telling Ain't Selling Webinar

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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.

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  • No one is purely a "D," "I," "S," or "C." Rather, each of us is a blend of these four traits, to a greater or lesser degree. Your primary trait is the one we identify with one of these four letters, but you may have above average amounts of some of the others, as well. There is an entire chapter on blends in our latest book
  • UNDERSTAND YOUSELF RECOGNIZE, UNDERSTAND AND APPRECIATE OTHERS ADAPT YOUR COMMUNICATIONS STYLE
  • Telling Ain't Selling Webinar

    1. 1. When You Are Telling,You Ain’t SellingIntelligence Gathering to IncreaseSales Through the DISC Tool2012© All Rights Reserved, Leanne Hoagland-Smith
    2. 2. Agenda 60 Minutes of Good Content into30 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
    3. 3. 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.
    4. 4. The DISC Assessment Classifies 4Aspects of Behavior•Dominance or Decisiveness - relating to control,power and assertiveness•Influence or Interactive - relating to social situationsand communication•Steadiness or Stabilizing- relating to patience,persistence, and thoughtfulness•Conscientiousness or Cautious- relating tostructure, data and organization
    5. 5. WHAT DISC MEASURES - HIGH AND LOWS D I S C Will more Will actively seek out Will initially resist Will follow rules assertively people to interact change set by accept problems with or influence Steady pace others How a Person How a Person How a Person How a Person Solves Problems Influences People Sets the Pace Responds to Or Or Or Rules Accepts Interacts with Reacts to Procedures or Challenges Others Change Constraints Will accept Will use more Will actively Will actively challenge in skeptical logical seek attempt toconservative manner approach to change set their Avoids conflict influence Fast pace own rules
    6. 6. 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
    7. 7. No one is purely a "D," "I," "S," or "C." Rather, each of us is a blend of these four traits "D" is fast-paced and task-oriented. "I" is fast-paced and people-oriented. "S" is slow-paced and people-oriented. "C“ is slow-paced and task-oriented.
    8. 8. 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?
    9. 9. 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
    10. 10. 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
    11. 11. 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
    12. 12. 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
    13. 13. 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
    14. 14. 3 Simple Steps for Sales PeopleStep #1 Step #2 Step #3 Know your Recognize Adapt your your behavioral style own potential to reduce behavioral customer’s communication style behavioral gaps in the style sales process
    15. 15. “D” Behaviors Decisive Extroverted Task driven Direct Impatient Results focused ↑ Emotion = Short Fuse, Quick to Anger ↓ Emotion = LongerFuse
    16. 16. 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
    17. 17. 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
    18. 18. “I” Behaviors Interactive Indirect People driven Disorganized Fun focused ↑ Emotion = Optimism ↓ Emotion = Pessimism
    19. 19. 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
    20. 20. What “I” Behaviors Want  Experience  Be friendly  Take your time  Have fun; joke appropriately  Talk about people  Follow up often
    21. 21. “S” Behaviors  Stabilizing  Indirect  People driven  Passiveness  Stability  ↑ Emotion = Non emotional  ↓ Emotion = Emotional
    22. 22. 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
    23. 23. What “S” Behaviors Want Security Slow down Build trust Provide logical presentation Achieve “mini” agreements Listen well Show sincerity
    24. 24. “C” Behaviors  Cautious  Direct  Task driven  Critical  Procedures  ↑ Emotion = Fear  ↓ Emotion = No fear
    25. 25. 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
    26. 26. 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
    27. 27. INTROVERTED EXTROVERTED TTASK H C D I INT EST N IMPLEMENTOR K ANALYZER CONDUCTOR I IST ENT N G COORDINATOR PERSUADER ISF ENF SUPPORTER PROMOTER F RELATER EPEOPLE E INF ESF L S I I N SENSING G INTUITION (EVALUATE)
    28. 28. 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
    29. 29. 4 Types of Communication Styles Visual Auditory Kinesthetic Auditory- Digital
    30. 30. Visual –See pictures, mind tends to wander Commonly used  Questions to Engage words  Do you see what I See mean? Look  Are you getting the Appear picture? View  Wrapping up a sales discussion Show  What did you see that Imagine looks the best for you?
    31. 31. Auditory –Learn by listening; easily distracted Commonly used  Questions to Engage words  How does this sound Hear so far? Listen  Is this clicking with Sound everyone? Click  Wrapping up a sales discussion Ring a bell  What ideas did you hear that you liked today?
    32. 32. Kinesthetic –Talk slowly, respond to physical gestures Commonly used  Questions to Engage words  Does this feel OK? Feel  Is this comfortable? Touch  Wrapping up a Sales Get hold of discussion Comfortable  What felt best of the Catch on options you were most comfortable with? Play Together
    33. 33. Auditory Digital –Talk to himself/herself; sequence Commonly used  Questions to Engage words  Is this making sense? Sense  Do you understand? Experience  Wrapping up a sales Understand discussion Think  What do you think Process about the options we just discussed? I know
    34. 34. 3 Simple Steps for Sales PeopleStep #1 Step #2 Step #3 Know your Recognize Adapt your your behavioral style own potential to reduce behavioral customer’s communication style behavioral gaps in the style sales process
    35. 35. 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
    36. 36. 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
    37. 37. 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
    38. 38. 60 Minutes of Good Content in30 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
    39. 39. 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
    40. 40. 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
    41. 41. 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
    42. 42. 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
    43. 43. 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.
    44. 44. 60 Minutes of Good Content in30 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
    45. 45. 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  coach@processspecialist.com  www.increase-sales-coach.com  @CoachLee - Twitter ID What Makes Us Unique?Strategic Thinking + Processes with Proven Tools + Connectivity = “Just Be Valuable”

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