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~ whisper ~

Sales + Inbound Marketing + HubSpot

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. 


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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The Navy SEALs and their families need your help. Please donate to my Tampa Bay Frogman Swim here to benefit the Navy SEAL Foundation.

Links Mentioned In The Sales Podcast

How'd You Like This Episode? 

If you liked this episode, would you please share your appreciation by letting my guest and me know on Twitter and by leaving a 5-star review on iTunes. It helps more than you would think. 

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, Social Entrepreneurship, Inbound Marketing, Tony Alessandra

Written by Wes Schaeffer

The Reassuringly Expensive, Ruthlessly Pragmatic pig-headed entrepreneur dedicated to discovering proven, transferable, effective tools for creating inbound sales so he can help you automate, integrate, and dominate your niche.


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Is Selling Harder Than It Should Be?

May I share a little sales wisdom with you?

As long as you remember that there's a scared, tired, worried, anxious, frustrated, hopeful person on the other end of the email, phone call, social media post, webinar, or letter who just wants help with what you offer, you'll be fine. If you'd like to discuss your situation with me to see how I might be able to shorten your learning curve or accelerate your growth with your CRM, your sales processes, and/or your marketing just click here and pick a time to chat. ~Wes

Wes Schaeffer, The Sales Whisperer® helps you grow your sales.

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