1. Selling Smart Workshop Series

2. Selling Smart Workshop:
Identifying Personality Styles and
Adapting for More Sales
Don Hart–
Move Communications
Rich Austin–
Sandler Training Ann Arbor
Joe Marr –
Sandler Training Ann Arbor

3. Selling Smart Board:
Maya Adrine
Golden Limousine, Int’l
Greg Peters
The Reluctant Networker
Joe Marr
Sandler Training Ann Arbor

4. Selling Smart Workshop:
Format
Workshop 9 – 10 am:
 Interactive Training Session
 Addressing Common Challenges
Panel Q & A 10 – 11 am
 Application
 Specific challenges in your business
 Anything

5. Selling Smart Workshop Today:
Identifying Personality Styles and
Adapting for More Sales
Workshop : How to quickly identify
personality styles and simple ways to
adapt to make more productive
interactions with EVERYONE
Panel Q & A : How DISC profiling works,
real-world

6. Today’s session:
DISC Communication Strategies:
 Practical – how to get more done
 Fun – stimulating exercises
 Encouraging – nothing embarrassing
 Specific and clear – remove subjectivity

7. Step 1. X marks your traits
Place an X next to each statement that
generally describes or applies to you.
_____1. Getting immediate results
_____2. Contacting people
_____3. Performing an accepted work pattern
_____4. Following directives and standards
_____5. Causing action
_____6. Making a favorable impression
_____7. Sitting or staying in one place
_____8. Concentrating on detail

8. Step 2. DISCDISCDISC, etc.
Write D,I,S,C,D,I,S,C,D,I,S,C down the
margin to the left of the blanks:
_____1. Getting immediate results
_____2. Contacting people
_____3. Performing an accepted work pattern
_____4. Following directives and standards
_____5. Causing action
_____6. Making a favorable impression
_____7. Sitting or staying in one place
_____8. Concentrating on detail

9. Step 3. Add’em Up
Put DISC in the left blanks, Add up all
of the D’s, I’s, S’s, and C’s:
_______=_______
_______=_______
_______=_______
_______=_______

10. Tendencies:
TASK / GUARDED
I
N
D
I
R
E
C
T
C D
S I
PEOPLE / OPEN
D
I
R
E
C
T

11. D Profile = Dominant, Director
Traits:
Task Oriented
Direct / Proactive
“People Mover”
Impatient
Won’t be taken
advantage of
Resists personal
criticism
Avoid:
Telling them what to do
Attacking their character
Placing them into win-lose
challenges
Motivators:
Power and authority
Freedom from constraints
Results

12. D-Style
D-Style
Madonna
Coach Tom Izzo
Jennifer Lopez
Sean “P. Diddy” Combs
Venus Williams
John McEnroe
Captain Kirk
Hillary Clinton
Charles Barkley
Dr. Phil

13. I Profile = Inter-actor, Interrelater
Traits:
People Oriented
Direct / Proactive
“Recognition
Seeker”
Disorganized
Fearful of social
disapproval
Resists personal
rejection
Avoid:
Avoiding, rejecting them
Denying their acceptance
Negativism or arguing
Motivators:
Popularity and prestige
Inclusion with others
Enjoyment and
Friendliness

14. I-Style
I-Style
Bill Clinton
Jay Leno
Ashton Kutcher
Will Smith
Robin Williams
Serena Williams
Dr. McCoy
Dolly Parton
Arnold Schwarzenegger
Jim Carrey
Arsenio Hall

15. S Profile = Stabilizer, Steady
Traits:
People Oriented
Indirect / Reactive
A “Cooperative
Group Worker”
Possessive
Fearful of risk taking
Resists changes or
loss of security
Avoid:
Overloading, confusing
Sudden, risky change
Competition
Motivators:
Appreciation, sincerity
Cooperation, teamwork
Predictability, personal
productivity

16. S-Style
S-Style
President Obama
Gandhi
Tom Cruise
Halle Berry
Magic Johnson
Ron Howard
Michael J. Fox
Tom Brokaw
Mother Teresa

17. C Profile = Calculator,
Compliant
Traits:
Task Oriented
Indirect / Reactive
Cautious, Careful
Overly-critical
Fearful of
imperfection
Resists criticism of
their ideas or
work
Avoid:
Criticizing their efforts
Personal questions
Incomplete instructions
Touching
Motivators:
Work autonomy
Anonymity
Professional development

18. C-Style
C-Style
Mr. Spock
Albert Einstein
Johnny Depp
Tiger Woods
Keanu Reeves
Jack Nicklaus
Jimmy Carter
Ted Koppel
Roger Federer
Clint Eastwood

19. What are you?



Greatest number
If equal, commit to one
Get in groups under your letter

20. What’s your slogan?

3 minutes

21. Today’s session:
DISC Communication Strategies:
 Practical – how to get more done
 Fun – stimulating exercises
 Encouraging – nothing embarrassing
 Specific and clear – remove subjectivity

22. VM greeting sounds like?

D’s for S’s

I’s for C’s

S’s for D’s

C’s for I’s

23. Adapting

How should your message sound?

24. Email’s / Texts look like?

D’s for S’s

I’s for C’s

S’s for D’s

C’s for I’s

25. Adapting
•
What should your reply look like?

26. How do they socialize?

D’s for S’s

I’s for C’s

S’s for D’s

C’s for I’s

27. Adapting
•
How should you accommodate each?

28. Exercise
Groups of 3
 Roles:




Sales Person
Prospect
Observer
First Face to Face Meeting


Situation on worksheet
PLAY it “REAL”

29. Lessons Learned



One takeaway
Can you use it?
On Business Card:




Questions –
Speaking Opportunities –
Contact me –
Raffle
“Q”
“S”
“C”

30. Questions for the Panel
On break take a moment to write
questions for the panel about:
 The workshop
 The panelists application of tactics
 Specific challenges in your business
 Anything

31. Selling Smart Workshop:
Identifying Personality Styles and
Adapting for More Sales
Don Hart–
Move Communications
Rich Austin–
Sandler Training Ann Arbor
Joe Marr –
Sandler Training Ann Arbor

32. Selling Smart Workshop Series
December 4, 2013 9-11 am
No Pressure Prospecting
 Examining reluctance feelings and
proven tactics for overcoming them, as
well as proven tactics for getting to
decision makers.

33. Selling Smart Workshop Series