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The Sales Whisperer® blog is a compilation of podcasts—The Sales Podcast and The CRM Sushi Podcast—How-To articles and videos, inspirational posts, a little humor, and a whole lot of common sense. Subscribe here to have Wes Schaeffer's musings sent to your inbox for free from time to time. It's the best way to keep your sanity in this world of flash, gimmicks, and goo-roos.

Dr Tony Alessandra, The Doctor of DISC

Posted by Wes Schaeffer | October 30

Read your prospects to sell how they want to buy

Stream below or right click here to download the episode. 

[ LISTEN NOW ON ITUNES ]

Sales Tips you'll learn in The Sales Podcast...

  • DISC and many other assessments
  • Four basic patterns of behavior
    • Dominant
    • Interacting / Influencing
    • Steady / Amiable / Relator
    • Conscientiousness / Cautious / More of a thinker or analytical type
  • Personal development, team building, leadership development, sales effectiveness, selection of job hires / candidates, etc.
  • DISC Fitness System at Assessments 24x7
    • Benchmark: 
      • The job
      • The ideal candidate
      • What you're shooting for in a new hire
    • Match candidates against the benchmark
  • There is a simplicity and practicality in DISC
  • Other tools like MBTI are great for internal assessments but it can be confusing and often needs an expert to interpret them
  • DISC gives you two basic scores
    • Personal
    • Adapted: how I behave when I'm with others and have to change my pattern to reduce conflict
  • Carl Yung in 1927 wrote "Psychological Types"
  • "The Emotions of Normal People"
  • "Professor Marston and the Wonder Women"
  • Look at characters in the public domain to understand how to identify and anchor the concept of DISC profiles in sales
    • "The Odd Couple" was a classic with only two characters who clashed between "I" and "C"
    • "Seinfeld"
      • Jerry - "S"
      • Elaine - "D" and some "I"
    • Famous people can fall out of favor so he doesn't use them any longer in his books and training
    • So use historical characters who are dead with no baggage
  • In sales get the customer talking more than you with open ended questions
    • Make two either-or decisions as they talk
      1. Are they more open or guarded?
      2. Are they more direct or indirect?
    • Direct but guarded = D
    • Direct but open = I
    • Indirect and open = S
    • Indirect and guarded = C
    • If they're open then start with more chit-chat
    • If they're guarded then get to the point
    • If they're direct then move faster
    • If they're indirect then move slower
  • He sold door-to-door during the summers in New Jersey while in college
    • He had a 3-ring binder and flipped through it
    • He wouldn't pick up the hint when people wanted to slow down or speed up
  • How to handle a High D
    • It's a bit difficult
    • They want to run the show
    • If you butt heads it could be the end
  • How to handle High S's and C's (indirect and slower-paced)
    • Information-driven (C more so)
    • The S likes to get others involved while the C may make the decision on their own 
    • Go in prepared
    • Understand their needs
    • Give them options
    • Give them data and documentation
    • The "Cs" want to sleep on it
    • Clarify with them "Do you have all the information you need to make a decision?"
    • Have an agenda and cover it with them up front
    • Don't wing it
    • Admit when you don't know
  • Task-oriented: D & C
    • C's are slower and like data more
    • D's are risk takers
    • C's want all the options
    • D's want a couple of options
  • Relation-oriented: I & S
  • S vs C
    • Both procastinate
    • S's procrastinate getting started
    • C's procrastinate finishing
  • The three V's
    • Verbal
    • Vocal
    • Visual
  • Take his Sales IQ assessment—48 questions
Grow your sales with Wes Schaeffer, The Sales Whisperer® and The Sales Podcast on iTunes

Listen To Previous Episodes of The Sales Podcast  

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Links Mentioned In The Sales Podcast

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If you need more help growing your sales, check out the following resources scattered around this site and a few others I operate, such as:

Now go sell something.

Topics: The Sales Podcast, Entrepreneur, Podcast, Entrepreneurship, Inbound Marketing, Tony Alessandra

Written by Wes Schaeffer

The Crash Test Dummy for discovering proven, transferable, reliable tools for creating inbound sales.

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