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Sales - Building A Sales Relationship


The most effective salespeople donít use a one-size-fits-all approach to selling. They know how to read the unique needs of each customer and relate to those needs. Itís a highly-developed skill, but it can be taught. In this course, DiSC takes the dizzying diversity of client needs, goals, and preferences and puts them into a simple framework that makes sense to almost any salesperson. Participants learn how DiSC can help them adjust the sales process to acknowledge important preferences and values of their customers. The result is strong, lasting relationships with customers of all styles.

This program is designed to help participants:
  • Appreciate the diversity of their customersí needs and motivations
  • Understand the need to adapt their sales strategy to meet the needs of their clients
  • Read the DiSC styles and buying needs of their customers
  • Create natural and influential 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 9 Learn How to Adapt Your Communication to Different Styles 60 Minutes
    LUNCH 60 Minutes
    INSIGHT MODULE 7 Learn How to Recognize the Styles of Other People 45-60 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*: 6.75-7.5 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 full day format.

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