DiSC Profiles
DiSC Profile Learning Center
EPIC
Other Assessments
General Information
Enter your E-Mail Address to
Keep Up To Date About DiSC
Subscribe to DiSC Profile Blog:

Subscribe with FeedBurner

Inscape Certified Trainer


Tag Archives: Sales

Last updated by at .

Everything DiSC Sales Profile and Improving Sales

SalesAvoiding Fundamental Sales Mistakes

There are thousands of different ideas on how to make effective sales.  Some people believe the only thing that matters is the end result: closing the deal.  Others believe that they can get through on charm and knowledge of a product alone.  There are even some that believe asking again and again is the only way to make a sale.  All of these people are actually wrong.  The reality is that fundamental mistakes are made in all of the approaches and that these mistakes generally happen right at the start of the process.  This is because those involved in sales are fixated on making a sale, which is the end result.  Hence, they forget all the necessary initial steps.  Let’s take a look at how to make a killer sale the right way.

Continue reading

The Qualities To Look For In A Great Salesperson

Finding Good SalespeopleGood Salespeople Are Hard To Find

Many sales managers state that they find it incredibly difficult to recruit truly good salespeople.  Retention within sales fields is also very low, which raises further difficulties.  Improving the quality of a sales team, and the results that they produce, seems to be a common struggle throughout organizations across the world.

On average, 80% of sales in any company are made by just 20% of the people who work within that team.  This means there is a huge potential for improvement as well.  Hiring the right salespeople is down to recognizing the qualities to look for in these people.  But what are these qualities?

Continue reading

Using The DiSC Test To Develop A Successful Sales Team

Managing A Sales TeamThe Importance of Managing a Sales Team

It is very important to know how to manage a sales team and see real results.  However, there is no five step plan or exact blueprint on how to do this the right way.  It all depends on the industry, the business culture, the goal, the people within the team, the leadership style and a range of other variables.  Most people who work in sales have strong personalities, which means they can also be highly challenging to manage.  Luckily, there are tips out there that may help ease or facilitate the process to some degree.

Continue reading

Improving Sales Performance By Focusing On Communication

Everything DiSC Sales Profile and CommunicationSales and The Art of Communication

Sales is all about communication — persuading people that they absolutely need a certain product or service.  However, hard selling, the process of almost forcing prospects to purchase something they probably don’t need is a tactic that can no longer be considered valid or successful.  Not only do customers see through this and end the conversation almost immediately, it is also no way to build up a good company image with a strong database of happy and returning costumers.

Because of this, businesses have to place a strong focus on ensuring their sales team is trained in effective communication.  This is true for both external and internal communication.  It requires an increased understanding of all elements of communication, including such things as tone, body language and the actual words used.

Continue reading

How To Sell To A DiSC Profile “C” Style.

“C” CONSCIENTIOUSNESS DiSC Profile STYLE

DiSC Profile Conscientiousness StyleThe “Conscientiousness,” or “C” DiSC Profile Style individual, is quality-focused, slow-paced, methodical, and task-oriented.  They focus on the details and are primarily concerned about doing things the “right” or “correct way” every time.  These individuals are overly analytical and frequently set much higher standards for themselves than others and are detail oriented to a fault.

You can recognize them as being very reserved and more indirect than other styles.  These people present a formal front, with a closed posture and “can’t read” facial expressions.   They don’t like to express their feelings readily.

Continue reading

How To Sell To A DiSC Profile “S” Style.

“S” STEADINESS DiSC Profile STYLE

DiSC Profile Steadiness StyleThe “Steadiness,” or “S” DiSC Profile Style individuals, is also people-oriented – but at a much slower pace than the “i” style.  The “S” person doesn’t like to be forced into making changes or quick decisions.  They’re patient, loyal, and calm, making them excellent listeners and “peacekeepers” when conflict breaks out.  Their focus is on being overly cooperative with people.

You can identify these individuals by their reserved, indirect, but people-oriented approach to others.  Their speech may appear softer, with an open posture.  They will have relaxed, warm facial expressions and prefer a casual approach.

Continue reading

How To Sell To A DiSC Profile “i” Style.

“i” INFLUENCE DiSC Profile STYLE

DiSC Profile Influence Style“Influence,” or “i” DiSC Profile Style individuals are frequently thought of as “people persons.”  They’re enthusiastic and upbeat – enjoying the interaction with others in a humorous, lighthearted way.  These individuals can appear to be the eternal optimists, usually seeing the glass as half-full rather than half-empty, and can be quite persuasive about things they’re passionate about.

You can identify them as being outgoing and direct, very talkative and interactive.  These people tend to speak quickly, use animated expressions, and express their feelings freely.  They can appear to be casual and friendly in their interactions with others and love to express themselves in a jovial, humorous way.  Sometimes you’ll notice trinkets or fun gadgets in their office – it’s their way of adding levity to the work environment.

Continue reading

How To Sell To A DiSC Profile “D” Style.

“D” DOMINANT DiSC Profile STYLE

DiSC Profile Dominant Style“Dominant,” or “D” DiSC Profile Style individuals, are usually results-oriented.  They thrive on the challenge of solving problems and making quick buying decisions.  These individuals are fast-paced and like to be in charge.  They can become impatient with people or situations that hinder them from accomplishing their goals.  This is one of the reasons why they’re more task-oriented than people-oriented.

You can recognize these individuals as being fast-paced and direct when speaking – they’re more interested in telling you information than in asking your opinion.  They tend to think in terms of the bottom line.  These individuals may have more formal, “can’t read” facial expressions than other styles.

Continue reading

Effective Selling Into Your Client’s DiSC Profile Style.

What’s Your Client’s Style?

When it comes to effective selling, one simple fact never changes: Selling is a relationship business.  You already know all about your company’s products and services – and you’ve learned the fundamental aspects of the sales cycle.

Everything DiSC Sales ProfileBut have you ever asked yourself … What helps one salesperson develop immediate rapport with prospects, and not others?  What is he or she doing that is leading to long-term client relationships?  How can I learn to do the same thing?  The Everything DiSC Sales Profile can help.

Research shows that prospects are more likely to buy when they unconsciously trust, and feel at ease with, the salesperson.  They are more willing to open up and provide information critical to closing the sale. It appears that they are almost “helping” you make the sale, as opposed to fighting you in the process.

So how do you build this rapport?  Understanding the behavioral style of their DiSC Profile and effectively selling into how they buy.

Continue reading