It’s easy to forget just how much diversity there is among our customers. We get wrapped up in our own way of seeing things and rely too much on a single well-worn sales approach.

This course reminds sales professionals how different customers truly are. It explains the DiSC model of human nature and helps different people and adjust the sales process accordingly. Participants will gain insight into why certain customers are difficult for them, and they practice better ways to respond in those situations.

The major learning objectives of this workshop are:

• Learn the DiSC model of human nature and its implications to selling
• Appreciate the need to tailor their sales style to the preferences of their customers
• Learn which strategies are most effective with different types of customers
• Understand how to adapt their sales strategies instinctively
• Develop more effective relationships with their customers

Length of Workshop

½ day

Audience

Sales professionals at every level

Materials

Participants receive a workshop manual and a copy of…

Course Outline

Introductions

Administration of DiSC Classic paper (may be completed on-line before class)

Discovering the Four Styles of Behavior

Reading and responding to your customer’s style

Summary and Close