Selling Smart Workshop Series
Selling Smart Workshop:
Identifying Personality Styles and
Adapting for More Sales
Don Hart–
Move Communications
Rich Aust...
Selling Smart Board:
Maya Adrine
Golden Limousine, Int’l
Greg Peters
The Reluctant Networker
Joe Marr
Sandler Training Ann...
Selling Smart Workshop:
Format
Workshop 9 – 10 am:
 Interactive Training Session
 Addressing Common Challenges
Panel Q &...
Selling Smart Workshop Today:
Identifying Personality Styles and
Adapting for More Sales

Workshop : How to quickly identi...
Today’s session:
DISC Communication Strategies:
 Practical – how to get more done
 Fun – stimulating exercises
 Encoura...
Step 1. X marks your traits
Place an X next to each statement that
generally describes or applies to you.
_____1. Getting ...
Step 2. DISCDISCDISC, etc.
Write D,I,S,C,D,I,S,C,D,I,S,C down the
margin to the left of the blanks:
_____1. Getting immedi...
Step 3. Add’em Up
Put DISC in the left blanks, Add up all
of the D’s, I’s, S’s, and C’s:
_______=_______
_______=_______
_...
Tendencies:
TASK / GUARDED

I
N
D
I
R
E
C
T

C D
S I
PEOPLE / OPEN

D
I
R
E
C
T
D Profile = Dominant, Director
Traits:
Task Oriented
Direct / Proactive
“People Mover”
Impatient
Won’t be taken
advantage ...
D-Style
D-Style
Madonna
Coach Tom Izzo
Jennifer Lopez
Sean “P. Diddy” Combs
Venus Williams
John McEnroe
Captain Kirk
Hilla...
I Profile = Inter-actor, Interrelater
Traits:
People Oriented
Direct / Proactive
“Recognition
Seeker”
Disorganized
Fearful...
I-Style
I-Style
Bill Clinton
Jay Leno
Ashton Kutcher
Will Smith
Robin Williams
Serena Williams
Dr. McCoy
Dolly Parton
Arno...
S Profile = Stabilizer, Steady
Traits:
People Oriented
Indirect / Reactive
A “Cooperative
Group Worker”
Possessive
Fearful...
S-Style
S-Style
President Obama
Gandhi
Tom Cruise
Halle Berry
Magic Johnson
Ron Howard
Michael J. Fox
Tom Brokaw
Mother Te...
C Profile = Calculator,
Compliant
Traits:

Task Oriented
Indirect / Reactive
Cautious, Careful
Overly-critical
Fearful of
...
C-Style
C-Style
Mr. Spock
Albert Einstein
Johnny Depp
Tiger Woods
Keanu Reeves
Jack Nicklaus
Jimmy Carter
Ted Koppel
Roger...
What are you?




Greatest number
If equal, commit to one
Get in groups under your letter
What’s your slogan?


3 minutes
Today’s session:
DISC Communication Strategies:
 Practical – how to get more done
 Fun – stimulating exercises
 Encoura...
VM greeting sounds like?


D’s for S’s



I’s for C’s



S’s for D’s



C’s for I’s
Adapting


How should your message sound?
Email’s / Texts look like?


D’s for S’s



I’s for C’s



S’s for D’s



C’s for I’s
Adapting
•

What should your reply look like?
How do they socialize?


D’s for S’s



I’s for C’s



S’s for D’s



C’s for I’s
Adapting
•

How should you accommodate each?
Exercise
Groups of 3
 Roles:






Sales Person
Prospect
Observer

First Face to Face Meeting



Situation on works...
Lessons Learned




One takeaway
Can you use it?
On Business Card:






Questions –
Speaking Opportunities –
Conta...
Questions for the Panel
On break take a moment to write
questions for the panel about:
 The workshop
 The panelists appl...
Selling Smart Workshop:
Identifying Personality Styles and
Adapting for More Sales
Don Hart–
Move Communications
Rich Aust...
Selling Smart Workshop Series

December 4, 2013 9-11 am
No Pressure Prospecting
 Examining reluctance feelings and
proven...
Selling Smart Workshop Series
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Selling Smart Workshop - November 6, 2013 - Identifying Personality Styles and Adapting for More Sales

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  • Thanks for investing this time
    I promise to get you out on time.
    Before I start: Confession—I’m Joe Marr and I am a …..SM…there I said it!
    Another confession; I don’t do sales training. [pause]
    I help people develop their own strategy and skill in use of a system and psychology to gain deeper trust relationships with other people—and the sales just happen. Everybody ok with that?
    Concerned about me trying to make a sale with you today—well you can relax about that. In fact I’ll make all of you a promise. I promise not to sell you anything, if you promise not to try and buy anything. There’s plenty of fear out there, and I’m sure in some of your companies there’s some fear about making sales calls, and mostly because there is a fear about looking like a salesperson, I’ve also come to the conclusion that there is also a lot a fear about even acknowledging that sales is necessary.
  • Accidental sales is the rule- not exception
  • Accidental sales is the rule- not exception
  • Accidental sales is the rule- not exception
  • Accidental sales is the rule- not exception
  • Thanks for investing this time
    I promise to get you out on time.
    Before I start: Confession—I’m Joe Marr and I am a …..SM…there I said it!
    Another confession; I don’t do sales training. [pause]
    I help people develop their own strategy and skill in use of a system and psychology to gain deeper trust relationships with other people—and the sales just happen. Everybody ok with that?
    Concerned about me trying to make a sale with you today—well you can relax about that. In fact I’ll make all of you a promise. I promise not to sell you anything, if you promise not to try and buy anything. There’s plenty of fear out there, and I’m sure in some of your companies there’s some fear about making sales calls, and mostly because there is a fear about looking like a salesperson, I’ve also come to the conclusion that there is also a lot a fear about even acknowledging that sales is necessary.
  • Selling Smart Workshop - November 6, 2013 - Identifying Personality Styles and Adapting for More Sales

    1. 1. Selling Smart Workshop Series
    2. 2. Selling Smart Workshop: Identifying Personality Styles and Adapting for More Sales Don Hart– Move Communications Rich Austin– Sandler Training Ann Arbor Joe Marr – Sandler Training Ann Arbor
    3. 3. Selling Smart Board: Maya Adrine Golden Limousine, Int’l Greg Peters The Reluctant Networker Joe Marr Sandler Training Ann Arbor
    4. 4. Selling Smart Workshop: Format Workshop 9 – 10 am:  Interactive Training Session  Addressing Common Challenges Panel Q & A 10 – 11 am  Application  Specific challenges in your business  Anything
    5. 5. Selling Smart Workshop Today: Identifying Personality Styles and Adapting for More Sales Workshop : How to quickly identify personality styles and simple ways to adapt to make more productive interactions with EVERYONE Panel Q & A : How DISC profiling works, real-world
    6. 6. Today’s session: DISC Communication Strategies:  Practical – how to get more done  Fun – stimulating exercises  Encouraging – nothing embarrassing  Specific and clear – remove subjectivity
    7. 7. Step 1. X marks your traits Place an X next to each statement that generally describes or applies to you. _____1. Getting immediate results _____2. Contacting people _____3. Performing an accepted work pattern _____4. Following directives and standards _____5. Causing action _____6. Making a favorable impression _____7. Sitting or staying in one place _____8. Concentrating on detail
    8. 8. Step 2. DISCDISCDISC, etc. Write D,I,S,C,D,I,S,C,D,I,S,C down the margin to the left of the blanks: _____1. Getting immediate results _____2. Contacting people _____3. Performing an accepted work pattern _____4. Following directives and standards _____5. Causing action _____6. Making a favorable impression _____7. Sitting or staying in one place _____8. Concentrating on detail
    9. 9. Step 3. Add’em Up Put DISC in the left blanks, Add up all of the D’s, I’s, S’s, and C’s: _______=_______ _______=_______ _______=_______ _______=_______
    10. 10. Tendencies: TASK / GUARDED I N D I R E C T C D S I PEOPLE / OPEN D I R E C T
    11. 11. D Profile = Dominant, Director Traits: Task Oriented Direct / Proactive “People Mover” Impatient Won’t be taken advantage of Resists personal criticism Avoid: Telling them what to do Attacking their character Placing them into win-lose challenges Motivators: Power and authority Freedom from constraints Results
    12. 12. D-Style D-Style Madonna Coach Tom Izzo Jennifer Lopez Sean “P. Diddy” Combs Venus Williams John McEnroe Captain Kirk Hillary Clinton Charles Barkley Dr. Phil
    13. 13. I Profile = Inter-actor, Interrelater Traits: People Oriented Direct / Proactive “Recognition Seeker” Disorganized Fearful of social disapproval Resists personal rejection Avoid: Avoiding, rejecting them Denying their acceptance Negativism or arguing Motivators: Popularity and prestige Inclusion with others Enjoyment and Friendliness
    14. 14. I-Style I-Style Bill Clinton Jay Leno Ashton Kutcher Will Smith Robin Williams Serena Williams Dr. McCoy Dolly Parton Arnold Schwarzenegger Jim Carrey Arsenio Hall
    15. 15. S Profile = Stabilizer, Steady Traits: People Oriented Indirect / Reactive A “Cooperative Group Worker” Possessive Fearful of risk taking Resists changes or loss of security Avoid: Overloading, confusing Sudden, risky change Competition Motivators: Appreciation, sincerity Cooperation, teamwork Predictability, personal productivity
    16. 16. S-Style S-Style President Obama Gandhi Tom Cruise Halle Berry Magic Johnson Ron Howard Michael J. Fox Tom Brokaw Mother Teresa
    17. 17. C Profile = Calculator, Compliant Traits: Task Oriented Indirect / Reactive Cautious, Careful Overly-critical Fearful of imperfection Resists criticism of their ideas or work Avoid: Criticizing their efforts Personal questions Incomplete instructions Touching Motivators: Work autonomy Anonymity Professional development
    18. 18. C-Style C-Style Mr. Spock Albert Einstein Johnny Depp Tiger Woods Keanu Reeves Jack Nicklaus Jimmy Carter Ted Koppel Roger Federer Clint Eastwood
    19. 19. What are you?    Greatest number If equal, commit to one Get in groups under your letter
    20. 20. What’s your slogan?  3 minutes
    21. 21. Today’s session: DISC Communication Strategies:  Practical – how to get more done  Fun – stimulating exercises  Encouraging – nothing embarrassing  Specific and clear – remove subjectivity
    22. 22. VM greeting sounds like?  D’s for S’s  I’s for C’s  S’s for D’s  C’s for I’s
    23. 23. Adapting  How should your message sound?
    24. 24. Email’s / Texts look like?  D’s for S’s  I’s for C’s  S’s for D’s  C’s for I’s
    25. 25. Adapting • What should your reply look like?
    26. 26. How do they socialize?  D’s for S’s  I’s for C’s  S’s for D’s  C’s for I’s
    27. 27. Adapting • How should you accommodate each?
    28. 28. Exercise Groups of 3  Roles:     Sales Person Prospect Observer First Face to Face Meeting   Situation on worksheet PLAY it “REAL”
    29. 29. Lessons Learned    One takeaway Can you use it? On Business Card:     Questions – Speaking Opportunities – Contact me – Raffle “Q” “S” “C”
    30. 30. Questions for the Panel On break take a moment to write questions for the panel about:  The workshop  The panelists application of tactics  Specific challenges in your business  Anything
    31. 31. Selling Smart Workshop: Identifying Personality Styles and Adapting for More Sales Don Hart– Move Communications Rich Austin– Sandler Training Ann Arbor Joe Marr – Sandler Training Ann Arbor
    32. 32. Selling Smart Workshop Series December 4, 2013 9-11 am No Pressure Prospecting  Examining reluctance feelings and proven tactics for overcoming them, as well as proven tactics for getting to decision makers.
    33. 33. Selling Smart Workshop Series

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