2. Selling Smart Workshop:
Selling to Personality Styles
Rich Austin–
Sandler Training Ann Arbor
Bernie Scibienski–
HRB & Associates
Randy Moore–
Blue Chip Cleaning Services
3. Selling Smart Workshop:
The Board of Directors
Maya Adrine -
Golden Limousine Int’l.
Greg Peters –
The Reluctant Networker
Joe Marr –
Sandler Training Ann Arbor
4. Selling Smart Workshop:
Format
Workshop 9 – 10 am:
* How to quickly identify personality styles and
simple ways to adapt to make more
productive interactions with EVERYONE
Panel Q & A 10 – 11 am
* Application
* Specific challenges in your business
* Anything
5. Selling Smart Workshop Today:
Selling Services with a Proven Process
Workshop : Identifying Personalities, Adapting Yours
Panel Q & A : How to Apply, Real-World
6. Today’s session:
DISC Communication Strategies:
• Practical – how to get more sales done
• Fun – stimulating exercises
• Encouraging – nothing embarrassing
• Specific and clear – remove subjectivity
7. DISC Traits
D
C
Reactive Active
S
I
Challenging/Task
Oriented
Friendly/People
Oriented
8. D = Dominant
Decisive, tough
Strong-willed
Competitive, demanding
Independent, self-centered
Blunt, To the point
No BS
Challenging
+
Active
9. They Love
* “When” questions
* “You seem like a person who likes to get things
done”
* “Tell me about your approach to….”
* “What’s your belief about…?”
* “Lets say we did this… Do you see that as a
win?”
* Buzz Words: Powerful, Prestigious, Competitive,
Win, Purposeful, Direct, Strategic
11. I = Interpersonal
Sociable
Talkative, open
Enthusiastic
Energetic
Persuasive
Animated
Friendly
+
Active
12. They Love
* “Who” questions
* “You seem like someone who enjoys life”
* “What would make this more fun?”
* “What is your favorite part of…?”
* “How would you define happiness in this
situation?”
* Strokes
* Buzz Words: Fun, Happy, Spontaneous, Break
the Rules, Outgoing, Bubbly, Cool, Charming
14. S = Steady
Calm, steady
Careful, patient
Family-oriented
Good listener
Modest
Trustworthy
All about the team
Friendly
+
Responsive
15. They Love
* “Why” questions
* “It seems like you are searching for a
comfortable option”
* Talking about their family
* “I get the sense that security is very important to
you”
* Buzz words: Safety, Patience, Comfort, Relaxing,
Cozy, Habit, Rhythm
18. They Love
* “How” questions
* “You seem like a person who really takes the
whole picture into account”
* “Tell me about your process for…”
* “Specifically, what would you like to see happen
here?”
* “What has worked for you well in the past?”
* Buzz words: Specifically, Precisely, Metrics, Data,
Policies, Process, Unequivocally
20. DISC Traits
D
C
Reactive Active
S
I
Challenging/Task
Oriented
Friendly/People
Oriented
21. EExxeerrcciissee
* D, I, S, C
* Spokesperson- Shoes
* Building Project- Ikea
* Decision Making Process
* Selling, 2 Key Points
22. DISC Traits
D
C
Reactive Active
S
I
Challenging/Task
Oriented
Friendly/People
Oriented
23. 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
24. Lessons Learned
* One takeaway
* Can you use it?
* On Business Card:
* Questions – “Q”
* Speaking Opportunities – “S”
* Contact me – “C”
* Raffle
25. Selling Smart Workshop:
Selling Services with a Proven Process
Rich Austin–
Sandler Training Ann Arbor
Bernie Scibienski–
HRB & Associates
Randy Moore–
Blue Chip Cleaning Services
26. Selling Smart Workshop Series
January 7th 2015, 11am-1pm (NEW TIME)
* Everything you wanted to know about sales, but
were afraid to ask…
* This two-hour, interactive session will allow you to
bring your biggest questions to the panel in a rapid-fire,
Q&A blitz. Bring your biggest challenges!
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.
