The document summarizes an upcoming workshop on selling smart and identifying personality styles. The workshop will have a morning session from 9-10 am on identifying personalities and adapting sales approaches. This will be followed by a panel Q&A from 10-11 am where attendees can ask the panel of sales experts questions about applying the techniques in their own businesses. The workshop will provide practical sales strategies and exercises to help sellers identify different personality types and tailor their approach using proven DISC communication methods.

1. Selling Smar t Workshop Series
December 3rd, 2014

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

10. D’s

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

13. I’s

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

16. S’s

17. C = Compliant
 Precise
 Follows rules
 Logical, careful
 Formal, disciplined
 Critical
 Meticulous
 Uncompromising
Challenging
+
Responsive

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

19. C’s

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!

27. Selling Smart Workshop Series