The document discusses the DISC assessment tool, created from William Mouton Marston's theories on human behavior, which categorizes individuals into four behavioral types: Dominance, Influence, Steadiness, and Conscientiousness. It emphasizes the importance of understanding communication styles in sales to enhance interactions and increase sales success, providing real-world scenarios to illustrate these concepts. Additionally, it presents a series of upcoming webinars and special offers related to the DISC tool and its application in sales.

1. When You Are Telling,
You Ain’t Selling
Intelligence Gathering to Increase
Sales Through the DISC Tool
2012© All Rights Reserved, Leanne Hoagland-Smith

2. Agenda 60 Minutes of Good Content into
30 Minutes of Great Content™
 History of DISC
 How DISC is a communication tool
 Real examples how DISC increases sales
 The DISC behaviors and tips
 NLP – A Partner to DISC
 Special Offer
 Upcoming Webinars
 Contact information for Leanne Hoagland-
Smith

3. Brief History of DISC
 1928 William Mouton Marston
 In his 1928, Emotions of Normal People, William Mouton
Marston explained his theory on how human emotions lead to
observable and measureable behavioral differences and how
these behaviors may change over time.
 Marston categorized four (4) primary types from these
perceptions of self in relationship to one’s environment.
D=Dominance; I=Inducement; S=Submission and C-
Compliance
 1948 – Walter V. Clarke
 In 1948, Walter V. Clarke an industrial psychologist was the
first person to build an assessment tool using Marston’s
theories for personnel selection by businesses. He based his
four categories aggressive, social, stable and avoidant on
Marston’s model.

4. The DISC Assessment Classifies 4
Aspects of Behavior
•Dominance or Decisiveness - relating to control,
power and assertiveness
•Influence or Interactive - relating to social situations
and communication
•Steadiness or Stabilizing- relating to patience,
persistence, and thoughtfulness
•Conscientiousness or Cautious- relating to
structure, data and organization

5. WHAT DISC MEASURES - HIGH AND LOWS
D I S C
Will more Will actively seek out Will initially resist Will follow rules
assertively people to interact change set by
accept problems with or influence Steady pace others
How a Person How a Person How a Person How a Person
Solves Problems Influences People Sets the Pace Responds to
Or Or Or Rules
Accepts Interacts with Reacts to Procedures or
Challenges Others Change Constraints
Will accept Will use more Will actively Will actively
challenge in skeptical logical seek attempt to
conservative manner approach to change set their
Avoids conflict influence Fast pace own rules

6. What DISC Also Measures
 Natural behaviors
 Instinctive, gut reactions
 Natural means less stress; more authentic
 Adaptive behaviors
 Learned behaviors to “rise to the occasion”
 Adaptive equals more stress; less
authentic
 These are the behaviors others see more
often

7. No one is purely a "D," "I," "S," or "C." Rather, each
of us is a blend of these four traits
"D" is fast-paced and task-oriented.
"I" is fast-paced and people-oriented.
"S" is slow-paced and people-oriented.
"C“ is slow-paced and task-oriented.

8. Better Communication =
Increase Sales
 Imagine if you could
 Gather intelligence?
 Be more observant?
 Quickly apply buyer’s
buying behaviors?
 Shorten the sales cycle
time?
 Increase sales?
 What would that mean
for your small
business?

9. Communication and Behaviors
 Mind reading is still
not a sense shared by
all
 Human beings
communicate through
their behaviors
 Observation
 Interaction
 DISC tools enhances
those observations
and interactions

10. Real World Scenario
 Auto story from DISC
 Buick or a Ford?
 An older couple visit a Ford
dealership; want a Buick
 Salesperson is DISC
knowledgeable
 Sends them to the Buick
salesperson with a High D
and did not know DISC
language
 Couple returns and buys the
Ford
 Morale – People buy from
people they know and trust

11. Real World Scenario
 New client CEO was Fast
Paced and People
Oriented – High I
 I focused sales solutions
on the people side first
 The Dir. Of HR was Fast
Paced and Task Oriented
– High D
 I focused my responses
on the tasks
 Reduced sales leads time
from 6 months to 2
months
 Earned sale; earned
repeat business

12. Communication Intelligence
 Communicate
 55% non-verbal
 38% para-verbal
 7% verbal
 Use eyes more
 Use ears more
 Adjust your sales
style to her or his
communication

13. Communication Intelligence
 “If the good Lord
wanted us to talk
more than to
listen, he would
have given us two
mouths instead of
two ears.”
 In sales this is
critical

14. 3 Simple Steps for Sales People
Step #1 Step #2 Step #3
Know your Recognize Adapt your
your behavioral style
own
potential to reduce
behavioral customer’s communication
style behavioral gaps in the
style sales process

15. “D” Behaviors
 Decisive
 Extroverted
 Task driven
 Direct
 Impatient
 Results focused
 ↑ Emotion = Short
Fuse, Quick to Anger
 ↓ Emotion =
LongerFuse

16. How to spot Decisive Behaviors
 Drive fast
 Walk fast
 Lots of hand movement when
talking
 Communicate numbers e.g. first
 Office décor inclined to status,
large desk

17. What “D” Behaviors Want
 Results
 Be direct
 Provide alternatives
 Let them be in the
driver’s seat
 Allow them to build
the relationship
 Enjoy the tension

18. “I” Behaviors
 Interactive
 Indirect
 People driven
 Disorganized
 Fun focused
 ↑ Emotion =
Optimism
 ↓ Emotion =
Pessimism

19. How to spot Interactive Behaviors
 Drive with radio on
 Weave when walking
 Big hand gestures when talking
 Very verbal; poor listener
 Office décor inclined to being
contemporary with memorabilia

20. What “I” Behaviors Want
 Experience
 Be friendly
 Take your time
 Have fun; joke
appropriately
 Talk about people
 Follow up often

21. “S” Behaviors
 Stabilizing
 Indirect
 People driven
 Passiveness
 Stability
 ↑ Emotion = Non
emotional
 ↓ Emotion =
Emotional

22. How to spot Stablizing Behaviors
 Drive speed limit, relaxed
 Steady, easy pace when walking
 Smaller hand gestures when
talking
 Warm, will listen before talking
 Office décor inclined to “homey”
with family photos

23. What “S” Behaviors Want
 Security
 Slow down
 Build trust
 Provide logical
presentation
 Achieve “mini”
agreements
 Listen well
 Show sincerity

24. “C” Behaviors
 Cautious
 Direct
 Task driven
 Critical
 Procedures
 ↑ Emotion = Fear
 ↓ Emotion = No fear

25. How to spot Cautious Behaviors
 Careful, best drivers
 Walks in straight line
 Limited to no hand gestures
 Direct with questions for clarity
 Office décor inclined to be
functional with charts

26. What “C” Behaviors Want
 Information
 Give data
 Not to be touched
 Patient and slow
presentations
 Provide printed
brochures, flyers
 Stay in control
 Keep it impersonal

27. INTROVERTED EXTROVERTED
T
TASK H
C D I
INT EST
N
IMPLEMENTOR K
ANALYZER CONDUCTOR I
IST ENT
N
G
COORDINATOR PERSUADER
ISF ENF
SUPPORTER PROMOTER
F
RELATER
E
PEOPLE E
INF ESF L
S I I
N
SENSING G
INTUITION
(EVALUATE)

28. NLP – A Partner to DISC
 NLP = Neuro Linguistic Programming
 Provides opportunities to further
adapt your sales communication
behaviors to your potential
customers’ behaviors
 Four Styles
 Listening again the key

29. 4 Types of Communication Styles
 Visual
 Auditory
 Kinesthetic
 Auditory-
Digital

30. Visual –
See pictures, mind tends to wander
 Commonly used  Questions to Engage
words  Do you see what I
 See mean?
 Look  Are you getting the
 Appear picture?
 View  Wrapping up a sales
discussion
 Show
 What did you see that
 Imagine
looks the best for you?

31. Auditory –
Learn by listening; easily distracted
 Commonly used  Questions to Engage
words  How does this sound
 Hear so far?
 Listen  Is this clicking with
 Sound everyone?
 Click  Wrapping up a sales
discussion
 Ring a bell
 What ideas did you
hear that you liked
today?

32. Kinesthetic –
Talk slowly, respond to physical gestures
 Commonly used  Questions to Engage
words  Does this feel OK?
 Feel  Is this comfortable?
 Touch  Wrapping up a Sales
 Get hold of discussion
 Comfortable  What felt best of the
 Catch on options you were most
comfortable with?
 Play
 Together

33. Auditory Digital –
Talk to himself/herself; sequence
 Commonly used  Questions to Engage
words  Is this making sense?
 Sense  Do you understand?
 Experience  Wrapping up a sales
 Understand discussion
 Think  What do you think
 Process about the options we
just discussed?
 I know

34. 3 Simple Steps for Sales People
Step #1 Step #2 Step #3
Know your Recognize Adapt your
your behavioral style
own
potential to reduce
behavioral customer’s communication
style behavioral gaps in the
style sales process

35. Thank You
 Within 24 to 48 hours you will be sent
a link to listen to the recording of this
webinar.
 The PowerPoint Presentation will also
be available.
 You will be receiving notification of
the next 3 webinars as well as
December’s webinars

36. Special Offer
 Take the DISC Index assessment tool
 Receive a personal 30 minute debriefing
 Receive a 21 page PDF file of your DISC
 Receive a 30 minute follow-up at 30 days
 Standard investment = $147
 Special offer to webinar attendees = $77
 Visit www.processspecialist.com/special-
offer.htm
 This offer valid until November 30, 2012

37. November’s 2012 Webinars
 All webinars are on Thursday from
12-12:30pm Chicago CST
 Nov.8 - Strongly Silent to Emotionally
Engaging: The D & I Behaviors
 Nov. 15 - Strongly Stabilizing to
Consciously Consistent: The S&C
Behaviors
 Nov. 29 - NLP Another Silent Partner

38. 60 Minutes of Good Content in
30 Minutes of Great Content™
 Weekly 30 Minute Webinars
 Content relevant and rich
 No wasted time:
 No Biographies of presenter or
presenters
 No Questions and answers
 No recycled content with a new title

39. November’s 2012 Webinars
 Nov.8 - Strongly Silent to Emotionally
Engaging: The D & I Behaviors
 In this session there will be:
 More specific “D” Behaviors
 More specific “I” Behaviors
 How to adapt to each
 Early Bird Special ends
 Register for this webinar

40. November’s 2012 Webinars
 Nov. 15 - Strongly Stabilizing to
Consciously Consistent: The S&C
Behaviors
 In this session there will be:
 More specific “S” Behaviors
 More specific “C” Behaviors
 How to adapt to each
 Early Bird Special ends
 Register for this webinar

41. November’s 2012 Webinars
 Nov. 29 - NLP Another Silent Partner
 In this session there will be:
 More specific NLP Behaviors
 Questions to engage decision maker
 How to wrap up discussion for each style
 Early Bird Special ends
 Register for this webinar

42. December’s 2012 Webinars
 All webinars are on Thursday from
12-12:30pm Chicago CST
 Dec. 6 - The 3 Dirty Words in
Business (FREE)
 Dec. 13 – Goal*
 Dec. 20 – Plan*
 Dec. 27 - Do It*
 *Early registration opens Nov. 5, 2012

43. January’s 2013 Webinars
 All webinars are on Thursday from 12-12:30pm
Chicago CST
 Jan. 3 - Leave the Role of Captain Wing It;
Charting a MAP for Success
 Jan. 10 – Ensuring Your Rudder - Values
 Jan. 17 – Plotting Your Course - Vision
 Jan. 31 – Landing Successfully – Mission
 By the end of January 31, 2013 you will have a
simple one page business plan that can be
easily updated.

44. 60 Minutes of Good Content in
30 Minutes of Great Content™
 First Thursday of each month FREE Webinar overview of
the content for the following weekly Webinars
 Weeks 2 through 4 or 2 through 5 are paid Webinars
 $16 Early Bird Special
 $20 Standard Investment
 3 Week Webinar package =$45
 4 Week Webinar package = $60
 All Webinars recorded are available within 48-72 hours
 Webinar package pricing begins in December of 2012
 Corporate or association pricing is available for 40
attendees or more

45. Thank You
 Leanne Hoagland Smith, CRO &
Founder
 ADVANCED SYSTEMS
 Unlocking Sustainable Results in
People, Processes and Strategies
 219.759.5601 Main Chicago CST
 219.508.2859 Mobile Chicago CST
 www.processspecialist.com
 coach@processspecialist.com
 www.increase-sales-coach.com
 @CoachLee - Twitter ID
What Makes Us Unique?
Strategic Thinking + Processes with Proven Tools + Connectivity =
“Just Be Valuable”