Selling to the D style - DISC
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If you've ever handed over a multipage proposal to a potential client and they quickly turned to the last page to see your price, you were probably dealing with a D style person. Selling to them is quite different than selling to any other style. Here are some things to know when selling to the D style!
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2. Agenda.
3. Introduction. The four styles you need to know to realize your full personal profile and also others.
4. The key to your unique personality style priorities begins with a single dot.
5. Now let’s go deeper into the 4 DiSC personality styles!
6. Dominance. Priorities of the D style: Results, Action, and Challenge. Characteristics: Direct, Drive, Determined, Decisive, Firm, Result-focused, Strong-willed, Self-confident, and Risk-taker.
7. Things you might hear someone with a D style say: “I can give you two-minutes then please close the door on the way out”, “Spare me the details and get straight to the point”.
8. D-Type in a team Dynamic.
9. How to Effectively Communicate with D style?
10. Influence. Priorities of the i style: Enthusiasm, Action, and Collaboration. Characteristics: Inspiring, Interacting, Interesting, Persuasive, Talkative, Optimistic, Outgoing, Collaborative, Energetic, and Lively.
11. Things you might hear someone with a i style say: “We have one heck of a team –you guys rock!”, “I have this great idea …”.
12. i-Type in a team Dynamic.
13. How to Effectively Communicate with i style?
14. Steadiness. Priorities of the S style: Support, Stability, and Collaboration.
15. Things you might hear someone with a S style say: “I’m happy to help in any way I can”, “let’s not rock the boat“.
16. S-Type in a team Dynamic.
17. How to Effectively Communicate with S style?
18. Conscientiousness. Priorities of the C style: Accuracy, Stability, and Challenge. Characteristics: Cautious, Complaint, Correct, Careful, Accurate, Analytical, Systematic, Precise, Diplomatic, and Fact finder.
19. Things you might hear someone with a C style say: “ Do we have all the data?”, “Make sure to double-check your work“.
20. C-Type in a team Dynamic.
21. How to Effectively Communicate with C style?
22. So, which personality type are you?
23. Conclusion. All DiSC styles are equally valuable. Everyone is a blend of all 4 styles with varying degrees. Learning about people’s styles help you relate better. People can adapt their styles to fit particular situations or environments. Understanding yourself better is the first step to become more effective; personally and professionally.
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Selling to the D style - DISC
- 1. Selling to the “D” Style
- 2. Style Characteristics Extroverted + Direct = D Style • High ego, dominant • Fast paced and to the point • Impatient • Confident • Disinterested in how the job is done • Responds to direct confrontation • Likes change and taking risk • Greatest Fear- Being taken advantage of High
- 3. Famous High Slide 3 of 81©2017 PeopleKeys Duplication Prohibited
- 4. They buy products based on… Remember to not waste their time • Expediency • Expert reviews • Superior quality • Ability to get results
- 5. Selling to a High Do • Be brief, direct and to the point • Stay professional • Focus on results or benefits • Be decisive and unwavering when explaining important points • Be confident • Disagree or agree with facts • Allow them to “win” • Be definite in your answers (yes or no) • Move faster than normal Don't • Disagree with the person • Be intimidated • Answer with a “maybe” • Overpromise • Try to “trick” with gimmicks or misleading claims • Make them feel like they’ve been taken advantage of They want: Tangible results Fear: Being taken advantage of; Loss of control; Losing to competition Selling style: Bottom line
Editor's Notes
- Development of DISC. Covers the history and creation of the DISC system. This is a good way to ease back into the DISC training. Re-explain that the DISC system recognizes four distinct traits Dominance – Influence - Steadiness - Compliance As you will soon discover, these four traits have been recognized and acknowledged by scholars and thinkers throughout history.
- Introduce the D style - Dominant, Direct, Decisive - 3% of the population Other words to describe the D style: Demanding – Determined – Driven - Ambitious – Pioneering - Strong-willed - Competitive - Decisive – Independent
- Introduce the D style - Dominant, Direct, Decisive - 3% of the population Other words to describe the D style: Demanding – Determined – Driven - Ambitious – Pioneering - Strong-willed - Competitive - Decisive – Independent Explain that D’s are typically: good problem solvers, risk takers, self-starters and goal-oriented Introduce famous D’s Donald Trump - Oprah Winfrey - Martha Stewart - Simon Cowell Ask participants for examples of D’s they know
- Introduce the D style - Dominant, Direct, Decisive - 3% of the population Other words to describe the D style: Demanding – Determined – Driven - Ambitious – Pioneering - Strong-willed - Competitive - Decisive – Independent
- Introduce the D style - Dominant, Direct, Decisive - 3% of the population Other words to describe the D style: Demanding – Determined – Driven - Ambitious – Pioneering - Strong-willed - Competitive - Decisive – Independent