Using the DISC tool, you can better understand the buying behaviors of your potential customers and the match your sales and communication style to one of those 4 types of buying behaviors.
Created for company team training on DiSC Personality Profiles. I took basic talking points and tried to make them visually interesting, personifying each of the four types with an animal and primary color scheme.
Looking to sell more to your prospects?
It is easier when you adapt your communication style to meet their needs. We buy more easily from people like us, who communicate like we do and with whom we have strong rapport.
DiSC Profile Introduction - Why Use DiSC Communication Profiling?Mary Jane Clark
Here's a presentation I created while leading teams at StepUp in Raleigh, NC. I felt it is important to take time to educate people by sharing this basic, simple introduction to the DiSC profile and uses in communication.
In my workplace, every client, staff, volunteer and board member takes Disc assessment - and furthermore, all our profiles are shared. We'd never ask a client to do anything we don't do. That'a an authentic value. We believe it has made us more successful in our field of human services, as people and as an organization. We tend to play nice with one another because we took the time to truly get to know and understand one another.
Social Selling - Sosiaalinen Myynti - Sani Leino Sani Leino
Mitä Social Selling tarkoittaa? Miksi se on toimiva tapa digiajan myyntityölle? Kuinka päästä nopeasti liikkelle? Sani Leinon esitys - Sininen Meteoriitti #DT2020 tapahtumassa
This third generation of the DiSC profile created by Wiley is the most powerful ever developed. This presentation reviews the progress of DiSC. It is used in a webinar with video examples not included here.
Created for company team training on DiSC Personality Profiles. I took basic talking points and tried to make them visually interesting, personifying each of the four types with an animal and primary color scheme.
Looking to sell more to your prospects?
It is easier when you adapt your communication style to meet their needs. We buy more easily from people like us, who communicate like we do and with whom we have strong rapport.
DiSC Profile Introduction - Why Use DiSC Communication Profiling?Mary Jane Clark
Here's a presentation I created while leading teams at StepUp in Raleigh, NC. I felt it is important to take time to educate people by sharing this basic, simple introduction to the DiSC profile and uses in communication.
In my workplace, every client, staff, volunteer and board member takes Disc assessment - and furthermore, all our profiles are shared. We'd never ask a client to do anything we don't do. That'a an authentic value. We believe it has made us more successful in our field of human services, as people and as an organization. We tend to play nice with one another because we took the time to truly get to know and understand one another.
Social Selling - Sosiaalinen Myynti - Sani Leino Sani Leino
Mitä Social Selling tarkoittaa? Miksi se on toimiva tapa digiajan myyntityölle? Kuinka päästä nopeasti liikkelle? Sani Leinon esitys - Sininen Meteoriitti #DT2020 tapahtumassa
This third generation of the DiSC profile created by Wiley is the most powerful ever developed. This presentation reviews the progress of DiSC. It is used in a webinar with video examples not included here.
Theories of Selling
1. AIDAS” theory
2.“Right set of circumstances” theory
3.“Buying-formula” theory
4.“Behavioural equation” theory
Securing Attention
Gaining Interest
Inducing Actions:
J.A Howard
Non-triggering cues
Triggering cues:
Informational cues
A Reinforcement
Specific product information cues
Social selling is the process of developing relationships as part of the sales process. One can use different digital & social tools to engage the customer more during the sales process. So after all it's about understanding the customer better, instead of pushing your message with force. Welcome to 21st century selling.
Introduces the famous DiSC profile and gives basic information about interpreting the results. Please read the copyright information. I really appreciate you acknowledging The Business Center as the source for the material. If you need DiSC profiles, please contact us to order them at bizcenter.com .
How often have you been in a situation that did not go as expected - and you have no idea why? Or have you seen others make the same mistakes over and over again and be surprised when they get the same results?
This will give you an insight into why, and more importantly help you take the first steps to a new, successful path.
Hi All,
Now you can download my Presentation easily. I changed my Privacy setting.. I wish I can make more presentations for the young salesmen, but I am so busy these days and couldn't reply everyone who need my presentation. So here you can download now and present it to your teams etc.
Regards,
Shahzad Chohan
There's lots of talk about behavioural economics. But how do you practically apply it to sustainability?
Many books and presentations focus on specific aspects and heuristics, such as social norms and reframing.
This deck doesn't attempt this. Instead it provides initial guidance and suggestions for CSR and Sustainability professionals who want to start applying behavioural economics within their organisations. What should they do differently? Which practical steps should they take?
We hope it gets you thinking.
For a copy of the deck, please get in touch via: http://prime-decision.com/contact/
DISC Assessment Facilitation Guide - LeadershipHellen Davis
Use our DISCflex Facilitation Guide to teach workshops on DISC. The PPT has notes for the facilitator and will walk you thru how to use DISC with a team or group.
Flexing Your Style: It’s Not About Yoga, it’s About a Better Workplace Colorado State Library
You know your style and are asking “now what?” Expand your social styles knowledge. Practice recognizing different styles, review backup styles and learn when and how to flex your style. Working today involves interacting with both colleagues and patrons, and success depends on the effectiveness of this interaction.
Theories of Selling
1. AIDAS” theory
2.“Right set of circumstances” theory
3.“Buying-formula” theory
4.“Behavioural equation” theory
Securing Attention
Gaining Interest
Inducing Actions:
J.A Howard
Non-triggering cues
Triggering cues:
Informational cues
A Reinforcement
Specific product information cues
Social selling is the process of developing relationships as part of the sales process. One can use different digital & social tools to engage the customer more during the sales process. So after all it's about understanding the customer better, instead of pushing your message with force. Welcome to 21st century selling.
Introduces the famous DiSC profile and gives basic information about interpreting the results. Please read the copyright information. I really appreciate you acknowledging The Business Center as the source for the material. If you need DiSC profiles, please contact us to order them at bizcenter.com .
How often have you been in a situation that did not go as expected - and you have no idea why? Or have you seen others make the same mistakes over and over again and be surprised when they get the same results?
This will give you an insight into why, and more importantly help you take the first steps to a new, successful path.
Hi All,
Now you can download my Presentation easily. I changed my Privacy setting.. I wish I can make more presentations for the young salesmen, but I am so busy these days and couldn't reply everyone who need my presentation. So here you can download now and present it to your teams etc.
Regards,
Shahzad Chohan
There's lots of talk about behavioural economics. But how do you practically apply it to sustainability?
Many books and presentations focus on specific aspects and heuristics, such as social norms and reframing.
This deck doesn't attempt this. Instead it provides initial guidance and suggestions for CSR and Sustainability professionals who want to start applying behavioural economics within their organisations. What should they do differently? Which practical steps should they take?
We hope it gets you thinking.
For a copy of the deck, please get in touch via: http://prime-decision.com/contact/
DISC Assessment Facilitation Guide - LeadershipHellen Davis
Use our DISCflex Facilitation Guide to teach workshops on DISC. The PPT has notes for the facilitator and will walk you thru how to use DISC with a team or group.
Flexing Your Style: It’s Not About Yoga, it’s About a Better Workplace Colorado State Library
You know your style and are asking “now what?” Expand your social styles knowledge. Practice recognizing different styles, review backup styles and learn when and how to flex your style. Working today involves interacting with both colleagues and patrons, and success depends on the effectiveness of this interaction.
Executive presence and assertiveness... a coffee break with Lorena VillanuevaLorena Villanueva
Support slides put together from various sources to chat about Executive Presence and Assertiveness in the business environment with the sole purpose of sharing my personal experience, my carreer progression and my personal beliefs. A brief chat shared with young Leaders in the internal Women's Network campaign from Genpact
Turning Around a Valued Yet Disruptive EmployeeLeanne Smith
Losing a valued employee is costly but a disruptive employee is also costly. Learn an affordable solution that unlocked the leadership within a value employee.
The 2nd in the series 60 Minutes of Good Content into 30 minutes of great content - The 3 Dirty Words in Business - Plan - Goal and "Do It." Understand how to embrace instead of ignore or fear these words so that 2013 is better than 2012.
Understanding the signs in business trends, what signs to watch, what signs to ignore is a continual challenge. Learn about these signs and some strategies to better work with all this organizational change.
Clarity is required to secure sustainable results. Yet sometimes the lack of clarity begins with the first step of many solutions. Learn if you truly have the clarity you need.
buy old yahoo accounts buy yahoo accountsSusan Laney
As a business owner, I understand the importance of having a strong online presence and leveraging various digital platforms to reach and engage with your target audience. One often overlooked yet highly valuable asset in this regard is the humble Yahoo account. While many may perceive Yahoo as a relic of the past, the truth is that these accounts still hold immense potential for businesses of all sizes.
The 10 Most Influential Leaders Guiding Corporate Evolution, 2024.pdfthesiliconleaders
In the recent edition, The 10 Most Influential Leaders Guiding Corporate Evolution, 2024, The Silicon Leaders magazine gladly features Dejan Štancer, President of the Global Chamber of Business Leaders (GCBL), along with other leaders.
Anny Serafina Love - Letter of Recommendation by Kellen Harkins, MS.AnnySerafinaLove
This letter, written by Kellen Harkins, Course Director at Full Sail University, commends Anny Love's exemplary performance in the Video Sharing Platforms class. It highlights her dedication, willingness to challenge herself, and exceptional skills in production, editing, and marketing across various video platforms like YouTube, TikTok, and Instagram.
B2B payments are rapidly changing. Find out the 5 key questions you need to be asking yourself to be sure you are mastering B2B payments today. Learn more at www.BlueSnap.com.
Recruiting in the Digital Age: A Social Media MasterclassLuanWise
In this masterclass, presented at the Global HR Summit on 5th June 2024, Luan Wise explored the essential features of social media platforms that support talent acquisition, including LinkedIn, Facebook, Instagram, X (formerly Twitter) and TikTok.
Taurus Zodiac Sign: Unveiling the Traits, Dates, and Horoscope Insights of th...my Pandit
Dive into the steadfast world of the Taurus Zodiac Sign. Discover the grounded, stable, and logical nature of Taurus individuals, and explore their key personality traits, important dates, and horoscope insights. Learn how the determination and patience of the Taurus sign make them the rock-steady achievers and anchors of the zodiac.
How to Implement a Real Estate CRM SoftwareSalesTown
To implement a CRM for real estate, set clear goals, choose a CRM with key real estate features, and customize it to your needs. Migrate your data, train your team, and use automation to save time. Monitor performance, ensure data security, and use the CRM to enhance marketing. Regularly check its effectiveness to improve your business.
Building Your Employer Brand with Social MediaLuanWise
Presented at The Global HR Summit, 6th June 2024
In this keynote, Luan Wise will provide invaluable insights to elevate your employer brand on social media platforms including LinkedIn, Facebook, Instagram, X (formerly Twitter) and TikTok. You'll learn how compelling content can authentically showcase your company culture, values, and employee experiences to support your talent acquisition and retention objectives. Additionally, you'll understand the power of employee advocacy to amplify reach and engagement – helping to position your organization as an employer of choice in today's competitive talent landscape.
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
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
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
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”
Editor's Notes
No one is purely a "D," "I," "S," or "C." Rather, each of us is a blend of these four traits, to a greater or lesser degree. Your primary trait is the one we identify with one of these four letters, but you may have above average amounts of some of the others, as well. There is an entire chapter on blends in our latest book
UNDERSTAND YOUSELF RECOGNIZE, UNDERSTAND AND APPRECIATE OTHERS ADAPT YOUR COMMUNICATIONS STYLE