Discus introduction & using the style card for negotiation strategies


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In this Discus DISC Profiling video presentation, John Belchamber provides some simple sales negotiation & closing strategies to use with each of the four main Discus Style Card styles:

- The Driver (Dominance)
- The Communicator (Influence)
- The Planner (Steadiness)
- The Analyst (Compliance)

To learn more about Discus DISC profiling, contact John Belchamber (http://johnbelchamber.com)

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  • Note to self – these are not the same as on the Discus Behavioural Intensity Chart, but are taken from DISC Theory.
  • Discus introduction & using the style card for negotiation strategies

    1. 1. An Introduction to Discus Applications & Sales Negotiation Strategies For The Main Styles Presented By: John Belchamber Discus Introduction Click To Proceed
    2. 2. Today’s Journey of DISCovery Introducing Discus DISC Profiling; Key Discus Applications; DISC Types and Sales Negotiation Techniques; Questions & Answers Click To Proceed
    3. 3. The History of DISC Hippocrates, 465BC: Sanguine, Choleric, Phlegmatic and Melancholic. Carl Gustav Jung , 1920: The Psychological Types William Moulton Marston, 1928: The Emotions of Normal People Click To Proceed
    4. 4. Discus DISC Profiling Developed in 1950s, DISC is still one of the World’s most widely utilized and adapted models of Behaviour; Axiom Discus Launched in 1994 and Discus Online in 1995, making it one of the first online profiling tools; Discus provides quick and accurate tools with which to profile Individuals, Jobs, Teams and Sales Prospects. Dominance Influence Compliance Steadiness Click To Proceed
    5. 5. DISC Characteristics Summary High D Power Failure Goals Dislikes Likes High I People Rejection Recognition High S Pace Insecurity Security High C Policy Trouble Rules Low D Responsibility Teams Low I Involvement Specialization Low S Boredom Variety Low C Control Independence All About Fear Motivation Click To Proceed
    6. 6. Discus Profiling Tools Individual Profiles: Assess preferred working behaviour; Job Profiles: The behavioural requirements of a job; Team Profiles:Team behaviour and management; Relationship Reports:how individuals will interact; Remote Profiles:Profile prospects and providing sales and negotiation strategies. Click To Proceed
    7. 7. Sample Applications Candidates Job Compare d to Provides Best Match Candidate Vs. Job Profile Matching  Quickly compare a candidate against a job role;  A Job Profile can be either the profile of a successful person in a similar role or produced by questionnaire;  Reports on the % behavioural match and likely areas for development; Click To Proceed
    8. 8. Sample Applications Team Members Profiles Team Profile Provides And Team Profiling  Team Profiles provide valuable information on how the team will perform and how best to manage them  Free Relationship Reports look at one-on-one relationships from both persons’ perspectives. Relationship Reports Click To Proceed
    9. 9. Team Profile Add Review Impact on Team Profile Team Impact Profiling  Quickly add each shortlisted candidate to the existing team to see the impact each has on the team profile;  Produce Relationship Reports for the successful candidate and each team member;  Create new teams using ideal Team Profiles. Candidate Profile Relationship Reports And Sample Applications Click To Proceed
    10. 10. Sample Applications Sales & Negotiation Profiling  Approach for iPhone and the Contact profile on Discus are used to profile a sales prospect or contact;  The reports focus on how to approach your sales negotiations with the Contact. Approach for iPhone Discus Or Prospects Likely Profile Provides Click To Proceed
    11. 11. Additional Applications Assessment: to help foresee problems with staff and improve motivation and morale;  Cultural Integration: settling candidates into an organization's, department’s or team’s culture;  Redeployment:transferring staff members to new or existing positions;  Addressing Problems:addressing specific difficulties related to an individual or team;  Career Development: DISC can provide some useful guidelines. Click To Proceed
    12. 12. The Discus Style Card Relates to Dominance, and describes a direct, demanding type of person who is highly motivated to succeed and somewhat competitive in their dealings with others. Relates to Influence, this person is communicative and sociable, being friendly and outgoing with other people and feeling at ease in strange company. Click To Proceed
    13. 13. The Discus Style Card Relates Steadiness and describes people who are patient and persistent, dislike change, and like to take time to plan carefully before acting. Relates to Compliance and describes structured, organised individuals who tend to follow the rules whenever they can and are interested in precision and order. Let’s Look at negotiating with each style… Click To Proceed
    14. 14. Dealing With The Driver Do:  Allow them to reach their own conclusions;  Be business like and focus on results;  Concentrate on Facts, not feelings;  Be prepared to negotiate. Don’t: × Take too much time; × Give too much detail; × Be bound by procedures; × Attempt to tell them what to do, or overly direct their actions. Sales Strategy: – acknowledge status, offer incentives, emphasize personal advantage of proposal. Click To Proceed
    15. 15. Dealing With The Communicator Do:  Share opinions and talk through ideas;  Focus on how they feel;  Clearly acknowledge their contributions to ideas;  Focus on building a relationship. Don’t: × Present facts at the expense of feelings or fun; × Risk causing rejection; × Put them in a position where they may lose respect; × Express disagreement or disapproval. Sales Strategy: – Build friendly & informal relationship, show how proposal is popular with others, avoid antagonism or undue pressure. Click To Proceed
    16. 16. Dealing With The Planner Do:  Use questions, probe for feedback and listen;  Show a genuine interest;  Provide support for ideas and suggestions;  Be ready to offer guarantees. Don’t: × Move forward too quickly; × Require urgent or unplanned changes; × Create uncertainty or insecurity; × Place them in an uncertain position. Sales Strategy: – Build a positive & trusting relationship, give tangible support, show commitment and reassurance, show how proposal will contribute and improve rather than change. Click To Proceed
    17. 17. Dealing With The Analyst Do:  Provide material in writing;  Emphasize proof through facts and evidence;  Cover advantages and disadvantages;  Adopt a systematic and organized approach Don’t: × Leave out any facts or details; × Fail to provide documentation; × Be vague, or show uncertainty; × Makes assumptions without verifying the facts. Sales Strategy: – Answer all questions and objections fully, don’t evade, misdirect or avoid difficult questions, minimise or eliminate risk. Click To Proceed
    18. 18. Closing Techniques = Systematic: thoroughly address all objections before attempting to close. Prevarication is typical of this type so be prepared to handle further objections particularly of a practical/technical/contractual nature before successfully closing. = Decisive: ask for the sale, if you win them over quickly, a rapid sale is possible. However, so are rapid rejections, so ensure you’ve made your case well. = Positive: avoid negative closing techniques, build on the relationship before closing and remain positive throughout the negotiations. = Patient: be patient and willing to build trusting relationship, attempting to close before this is achieved will fail as will using a strong close. Be willing to compromise. Click To Proceed
    19. 19. Further Questions? Contact: John Belchamber Tel: (07) 3102 4709 Mob: 0406 547 914 Email: info@invokeresults.com Skype: john_belchamber Web: www.invokeresults.com Thank You for Your Time & Interest Today!