A course designed for new and experienced sales people. It covers the essential sales skills and know-how to give each and every participant the confidence to be comfortable and successful in selling.
Selling with DiSC
Ron Pollak Training’s PAYBACK model is simple to learn, understand and follow. For novice sales people it simplifies selling into its components, making each step easy to follow to achieve business success. For experienced salespeople, it’s like having a golf lesson from Greg Norman. He looks at and suggests small adjustments to the basics of golf.
DiSC adds to effectiveness of the model as it helps develop different approaches to different selling situations. It will make you think of new ways to achieve your sales targets in fewer steps and as well as build stronger, longer-lasting relationships.
DiSC Behavioural Profiling
This course uses DiSC Behavioural Profiling as the starting point for improving the management of relationships. You’ll receive your own, individualised profile report, a very full explanation of DiSC and how to use it to do a whole range of selling tasks that require a higher level of relationship skills.
You might ask, “Why DiSC?” There are a number of reasons, but if I had to choose two it would be that it’s both insightful and readily useful as a guide in selling.
It’s insightful because it holds up a mirror for you to see yourself, your real self, as you sell. It improves your selling because once you know DiSC you see your customers’ buying behaviours far more clearly and it’s easy to tailor your approach to more quickly build rapport, earn their trust and ask the questions you need that provide them with a win-win solution.
How to Remember DiSC Styles
D – Dominance
I – Influence
S – Steadiness
C – Conscientiousness
Initiating Interpersonal Communication
What Happens Under Pressure?
Dealing With Stress
Session 2 The Sales Cycle and DISC
Sales Action Plan
Sales Strategies Summary
Session 3 Establishing & Maintain Client Relationships
Developing B2B Relationships – Account Development Model
Sales Strategies for Developing New Relationships
Account Management Models
Session 4 Understanding People—Psychology
What makes our decisions so difficult?
Biases and Rules of Thumb
Differentiating Yourself and Your Products
Session 5 Trust
What is Trust?
Acquiring Trust & Rapport
The Trusted Advisor Relationship Quadrant
Treating Others with Trust—Transaction Analysis
Session 6 GLAD – Advanced Questioning
Assisting Customers Articulate Needs
In this course you will build upon the knowledge and skills learned in Selling Part 1. In particular, you will: