It’s been said that people like to buy from people they trust and people trust people like themselves. If your sales team is going to operate at the highest level it is important that they have the ability to understand the needs of their customer and be able to adapt their own style of selling and buying to match that of their customer. The truth is, some of the best sales people do this instinctively while others struggle.
We’ve ridden shotgun on over 2500 sales calls across a wide variety of industries and been able to observe the power of DiSC in helping sales people adapt to their prospect. This ability helps them sell more, more quickly and have happier customers. In the video above, you can begin to understand the need for sales people to have the ability to use DiSC as a “decoder ring” that will help them identify and sell in a way that meets their customer’s needs.
Our DiSC-based sales training is a quick and simple way to help your sales team become more effective. All of our trainers have received extensive training and certification in Everything DiSC and have years of successful selling experience. Notice in the next two videos the difference in results based on adapting or failing to adapt:
Not Adapting to the prospect:
Adapting to the prospect:
Can you see the impact sales training would have on your team’s ability to identify the needs of the customer or prospect and to adapt?
Our custom Sales Training sessions are flexible to meet the needs of your organization, however using DiSC as a foundation for all of the skills: Prospecting, questioning, follow up, proposing, etc will mean that each of the developed skills is more effective.
Our sales training engagements begin with each participant completing an online assessment that produces a 27-page custom report that will serve as the basis for all future session. This custom report helps the sales person discover their own style of selling and how they can identify and adapt to other styles. You can view a sample HERE. These learnings are reinforced through the use of videos, and in some cases even recording your sales team in role-play. After the session, your team has access to a mobile app that allows them to answer some simple questions about prospects and customers and they’ll be able to view a custom list of how to adapt to this particular person. This ensures the training sticks beyond our classroom sessions and shows up in the field. Train today, bigger sales results tomorrow.
Our goal is simple: Help your team sell more effectively.
Interested in discussing how we might work together? We hold private and public training sessions.
Call Jonathan Whistman at (480)272-9999.