Selling Part 2 – Relationship Selling

Course Summary

Selling Part 2- Relationship Selling

Selling with DiSC


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.

Key Information




Book and Pay Online Discount Price: $1,170


Sydney, Melbourne


See below for sessions (Book Now)

Course Sessions

Upcoming Events

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  • Session 1 Understanding BehaviourSelf-Awareness & Initiating Interpersonal RelationshipsThe DiSC Behaviour Profiling Tool

    How to Remember DiSC Styles

    D – Dominance

    I – Influence

    S – Steadiness

    C – Conscientiousness

    People-Reading Guide

    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

    Rational Decision-making

    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

    Body Language


    Treating Others with Trust—Transaction Analysis


    Session 6 GLAD – Advanced Questioning

    Assisting Customers Articulate Needs

    Customer Transitioning



In this course you will build upon the knowledge and skills learned in Selling Part 1. In particular, you will:

  • Understand DISC personality profiling and how it helps personalise your selling techniques.
  • Gain an advanced insight into asking your customers the right questions.
  • Appreciate the difference between rapport and trust.
  • Understand different relationships and mapping these to account management models.
  • Measure, monitor and assess relationships with your accounts—to protect them as they grow.
  • Build upon your networking skills.