Using the DISC tool, you can better understand the buying behaviors of your potential customers and the match your sales and communication style to one of those 4 types of buying behaviors.
2. Agenda 60 Minutes of Good Content into
30 Minutes of Great Content™
History of DISC
How DISC is a communication tool
Real examples how DISC increases sales
The DISC behaviors and tips
NLP – A Partner to DISC
Special Offer
Upcoming Webinars
Contact information for Leanne Hoagland-
Smith
3. Brief History of DISC
1928 William Mouton Marston
In his 1928, Emotions of Normal People, William Mouton
Marston explained his theory on how human emotions lead to
observable and measureable behavioral differences and how
these behaviors may change over time.
Marston categorized four (4) primary types from these
perceptions of self in relationship to one’s environment.
D=Dominance; I=Inducement; S=Submission and C-
Compliance
1948 – Walter V. Clarke
In 1948, Walter V. Clarke an industrial psychologist was the
first person to build an assessment tool using Marston’s
theories for personnel selection by businesses. He based his
four categories aggressive, social, stable and avoidant on
Marston’s model.
4. The DISC Assessment Classifies 4
Aspects of Behavior
•Dominance or Decisiveness - relating to control,
power and assertiveness
•Influence or Interactive - relating to social situations
and communication
•Steadiness or Stabilizing- relating to patience,
persistence, and thoughtfulness
•Conscientiousness or Cautious- relating to
structure, data and organization
5. WHAT DISC MEASURES - HIGH AND LOWS
D I S C
Will more Will actively seek out Will initially resist Will follow rules
assertively people to interact change set by
accept problems with or influence Steady pace others
How a Person How a Person How a Person How a Person
Solves Problems Influences People Sets the Pace Responds to
Or Or Or Rules
Accepts Interacts with Reacts to Procedures or
Challenges Others Change Constraints
Will accept Will use more Will actively Will actively
challenge in skeptical logical seek attempt to
conservative manner approach to change set their
Avoids conflict influence Fast pace own rules
6. What DISC Also Measures
Natural behaviors
Instinctive, gut reactions
Natural means less stress; more authentic
Adaptive behaviors
Learned behaviors to “rise to the occasion”
Adaptive equals more stress; less
authentic
These are the behaviors others see more
often
7. No one is purely a "D," "I," "S," or "C." Rather, each
of us is a blend of these four traits
"D" is fast-paced and task-oriented.
"I" is fast-paced and people-oriented.
"S" is slow-paced and people-oriented.
"C“ is slow-paced and task-oriented.
8. Better Communication =
Increase Sales
Imagine if you could
Gather intelligence?
Be more observant?
Quickly apply buyer’s
buying behaviors?
Shorten the sales cycle
time?
Increase sales?
What would that mean
for your small
business?
9. Communication and Behaviors
Mind reading is still
not a sense shared by
all
Human beings
communicate through
their behaviors
Observation
Interaction
DISC tools enhances
those observations
and interactions
10. Real World Scenario
Auto story from DISC
Buick or a Ford?
An older couple visit a Ford
dealership; want a Buick
Salesperson is DISC
knowledgeable
Sends them to the Buick
salesperson with a High D
and did not know DISC
language
Couple returns and buys the
Ford
Morale – People buy from
people they know and trust
11. Real World Scenario
New client CEO was Fast
Paced and People
Oriented – High I
I focused sales solutions
on the people side first
The Dir. Of HR was Fast
Paced and Task Oriented
– High D
I focused my responses
on the tasks
Reduced sales leads time
from 6 months to 2
months
Earned sale; earned
repeat business
12. Communication Intelligence
Communicate
55% non-verbal
38% para-verbal
7% verbal
Use eyes more
Use ears more
Adjust your sales
style to her or his
communication
13. Communication Intelligence
“If the good Lord
wanted us to talk
more than to
listen, he would
have given us two
mouths instead of
two ears.”
In sales this is
critical
14. 3 Simple Steps for Sales People
Step #1 Step #2 Step #3
Know your Recognize Adapt your
your behavioral style
own
potential to reduce
behavioral customer’s communication
style behavioral gaps in the
style sales process
16. How to spot Decisive Behaviors
Drive fast
Walk fast
Lots of hand movement when
talking
Communicate numbers e.g. first
Office décor inclined to status,
large desk
17. What “D” Behaviors Want
Results
Be direct
Provide alternatives
Let them be in the
driver’s seat
Allow them to build
the relationship
Enjoy the tension
19. How to spot Interactive Behaviors
Drive with radio on
Weave when walking
Big hand gestures when talking
Very verbal; poor listener
Office décor inclined to being
contemporary with memorabilia
20. What “I” Behaviors Want
Experience
Be friendly
Take your time
Have fun; joke
appropriately
Talk about people
Follow up often
22. How to spot Stablizing Behaviors
Drive speed limit, relaxed
Steady, easy pace when walking
Smaller hand gestures when
talking
Warm, will listen before talking
Office décor inclined to “homey”
with family photos
23. What “S” Behaviors Want
Security
Slow down
Build trust
Provide logical
presentation
Achieve “mini”
agreements
Listen well
Show sincerity
24. “C” Behaviors
Cautious
Direct
Task driven
Critical
Procedures
↑ Emotion = Fear
↓ Emotion = No fear
25. How to spot Cautious Behaviors
Careful, best drivers
Walks in straight line
Limited to no hand gestures
Direct with questions for clarity
Office décor inclined to be
functional with charts
26. What “C” Behaviors Want
Information
Give data
Not to be touched
Patient and slow
presentations
Provide printed
brochures, flyers
Stay in control
Keep it impersonal
27. INTROVERTED EXTROVERTED
T
TASK H
C D I
INT EST
N
IMPLEMENTOR K
ANALYZER CONDUCTOR I
IST ENT
N
G
COORDINATOR PERSUADER
ISF ENF
SUPPORTER PROMOTER
F
RELATER
E
PEOPLE E
INF ESF L
S I I
N
SENSING G
INTUITION
(EVALUATE)
28. NLP – A Partner to DISC
NLP = Neuro Linguistic Programming
Provides opportunities to further
adapt your sales communication
behaviors to your potential
customers’ behaviors
Four Styles
Listening again the key
29. 4 Types of Communication Styles
Visual
Auditory
Kinesthetic
Auditory-
Digital
30. Visual –
See pictures, mind tends to wander
Commonly used Questions to Engage
words Do you see what I
See mean?
Look Are you getting the
Appear picture?
View Wrapping up a sales
discussion
Show
What did you see that
Imagine
looks the best for you?
31. Auditory –
Learn by listening; easily distracted
Commonly used Questions to Engage
words How does this sound
Hear so far?
Listen Is this clicking with
Sound everyone?
Click Wrapping up a sales
discussion
Ring a bell
What ideas did you
hear that you liked
today?
32. Kinesthetic –
Talk slowly, respond to physical gestures
Commonly used Questions to Engage
words Does this feel OK?
Feel Is this comfortable?
Touch Wrapping up a Sales
Get hold of discussion
Comfortable What felt best of the
Catch on options you were most
comfortable with?
Play
Together
33. Auditory Digital –
Talk to himself/herself; sequence
Commonly used Questions to Engage
words Is this making sense?
Sense Do you understand?
Experience Wrapping up a sales
Understand discussion
Think What do you think
Process about the options we
just discussed?
I know
34. 3 Simple Steps for Sales People
Step #1 Step #2 Step #3
Know your Recognize Adapt your
your behavioral style
own
potential to reduce
behavioral customer’s communication
style behavioral gaps in the
style sales process
35. Thank You
Within 24 to 48 hours you will be sent
a link to listen to the recording of this
webinar.
The PowerPoint Presentation will also
be available.
You will be receiving notification of
the next 3 webinars as well as
December’s webinars
36. Special Offer
Take the DISC Index assessment tool
Receive a personal 30 minute debriefing
Receive a 21 page PDF file of your DISC
Receive a 30 minute follow-up at 30 days
Standard investment = $147
Special offer to webinar attendees = $77
Visit www.processspecialist.com/special-
offer.htm
This offer valid until November 30, 2012
37. November’s 2012 Webinars
All webinars are on Thursday from
12-12:30pm Chicago CST
Nov.8 - Strongly Silent to Emotionally
Engaging: The D & I Behaviors
Nov. 15 - Strongly Stabilizing to
Consciously Consistent: The S&C
Behaviors
Nov. 29 - NLP Another Silent Partner
38. 60 Minutes of Good Content in
30 Minutes of Great Content™
Weekly 30 Minute Webinars
Content relevant and rich
No wasted time:
No Biographies of presenter or
presenters
No Questions and answers
No recycled content with a new title
39. November’s 2012 Webinars
Nov.8 - Strongly Silent to Emotionally
Engaging: The D & I Behaviors
In this session there will be:
More specific “D” Behaviors
More specific “I” Behaviors
How to adapt to each
Early Bird Special ends
Register for this webinar
40. November’s 2012 Webinars
Nov. 15 - Strongly Stabilizing to
Consciously Consistent: The S&C
Behaviors
In this session there will be:
More specific “S” Behaviors
More specific “C” Behaviors
How to adapt to each
Early Bird Special ends
Register for this webinar
41. November’s 2012 Webinars
Nov. 29 - NLP Another Silent Partner
In this session there will be:
More specific NLP Behaviors
Questions to engage decision maker
How to wrap up discussion for each style
Early Bird Special ends
Register for this webinar
42. December’s 2012 Webinars
All webinars are on Thursday from
12-12:30pm Chicago CST
Dec. 6 - The 3 Dirty Words in
Business (FREE)
Dec. 13 – Goal*
Dec. 20 – Plan*
Dec. 27 - Do It*
*Early registration opens Nov. 5, 2012
43. January’s 2013 Webinars
All webinars are on Thursday from 12-12:30pm
Chicago CST
Jan. 3 - Leave the Role of Captain Wing It;
Charting a MAP for Success
Jan. 10 – Ensuring Your Rudder - Values
Jan. 17 – Plotting Your Course - Vision
Jan. 31 – Landing Successfully – Mission
By the end of January 31, 2013 you will have a
simple one page business plan that can be
easily updated.
44. 60 Minutes of Good Content in
30 Minutes of Great Content™
First Thursday of each month FREE Webinar overview of
the content for the following weekly Webinars
Weeks 2 through 4 or 2 through 5 are paid Webinars
$16 Early Bird Special
$20 Standard Investment
3 Week Webinar package =$45
4 Week Webinar package = $60
All Webinars recorded are available within 48-72 hours
Webinar package pricing begins in December of 2012
Corporate or association pricing is available for 40
attendees or more
45. Thank You
Leanne Hoagland Smith, CRO &
Founder
ADVANCED SYSTEMS
Unlocking Sustainable Results in
People, Processes and Strategies
219.759.5601 Main Chicago CST
219.508.2859 Mobile Chicago CST
www.processspecialist.com
coach@processspecialist.com
www.increase-sales-coach.com
@CoachLee - Twitter ID
What Makes Us Unique?
Strategic Thinking + Processes with Proven Tools + Connectivity =
“Just Be Valuable”
Notes de l'éditeur
No one is purely a "D," "I," "S," or "C." Rather, each of us is a blend of these four traits, to a greater or lesser degree. Your primary trait is the one we identify with one of these four letters, but you may have above average amounts of some of the others, as well. There is an entire chapter on blends in our latest book
UNDERSTAND YOUSELF RECOGNIZE, UNDERSTAND AND APPRECIATE OTHERS ADAPT YOUR COMMUNICATIONS STYLE