The most effective sales professionals know that relationships are the key to making sales. They know how to read the unique needs of each customer and relate to those needs.

In this course, participants learn how to use the DiSC model to take the diversity of their client's needs, goals and preferences and put them into a simple framework that makes sense. Participants learn how DiSC can help them adjust the sales process to acknowledge important preferences and values of their customers so the result is a stronger and longer lasting relationship translating to more sales.

The major learning objectives of this workshop are:

• Appreciate the diversity of their customers' needs and motivations
• Understand the need to adapt their sales strategy to meet the needs of their clients.
• Read the DiSC styles and buying needs of their customers
• Create natural and influential relationships with their customers

Length of Workshop

1 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)

Adapting your communication to different styles

Recognizing the Styles of other people

Reading and responding to your customer's style

Summary and Close