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Sales - Being Responsive To Customer Differences


Itís easy to forget how much diversity there is among our customers. We get wrapped up in our own way of seeing things and rely too much on a single well-worn sales approach. This course reminds salespeople how different customers truly are. It explains the DiSC model of human nature and helps people appreciate the distinct differences of each style. Participants learn to read the buying needs of different people and adjust the sales process accordingly. They gain insight into why certain customers are difficult for them, and they practice better ways to respond in those situations.

This program is designed to help participants:
  • Learn the DiSC model of human nature and its implications for their sales success
  • Appreciate the need to tailor their sales style to the preferences of their customers
  • Learn which strategies are most effective with different types of customers
  • Understand how to adapt their sales strategies instinctively
  • Develop more effective relationships with their customers


    MODULE NUMBER MODULE TITLE ESTIMATED TIME
    INSIGHT MODULE 1 Sales Set-Upp 45 Minutes
    INSIGHT MODULE 3 (Optional) Administration of DiSC Classic Paper 20-30 Minutes
    INSIGHT MODULE 4 Discover Four Styles of Behaviour and Explore the General Preferences of Your Style 75-90 Minutes
    BREAK 15 Minutes
    INSIGHT MODULE 13 Learn How to Read and Respond to Your Customerís Style 60 Minutes
    INSIGHT MODULE 2 Sales Close 30-40 Minutes
    TOTAL*: 3.75-4 HOURS


    Each employee will receive a participant's binder, which will include discussion questions and activities, as well as a self-study workbook to be used as a reference tool in the future.

    Through our team approach to learning, the customization we provide for you, individual exercises and small group activities, we provide a fun, motivating approach for your employees.

    This program is presented in a three-session (2 hours each session) format.

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