What is DISC?
DISC is a behavioural profiling tool that can be used to help individuals better understand their personality and behavioural traits and how this can impact others. Its a powerful tool to not only understand yourself but also how you communicate within your teams, with others across your organisation and also your customers.
Why DISC Advanced for sales workshop?
DISC is the most widely used behavioural tool in the world and is used by 350 of the Fortune 500 companies. The DISC ADVANCED® system is not just more advanced but is also more complete.
The framework is designed to provide users with practical and, most importantly, useable, information. Too often behavioural assessment systems are incomplete, leaving participants wondering, “What now?” The DISC ADVANCED® process provides a platform for achieving real results.
For sales professionals, there is a tailored report that not only helps them better understand their own traits but also to provide direction on customer behavioural types and how best they can build long lasting and trusting customer relationships
There is no single effective selling style and the best salespeople understand this. Regardless of how good someone’s sales record is, it will significantly improve if they know how to sell to different types of people.
The fact is that many highly-regarded salespeople miss a lot of sales because they always sell the same way with the same methods and frankly, this isn’t always effective. Often a sales approach that succeeds with one person will fail with the very next prospect. People ignore this believing that this is normal and “that’s just how it goes”. It doesn’t have to be! If you know how to adapt to different buying styles you can significantly improve sales results and make the sales process faster.
Helping to understand what motivates people to buy and identifying options for effectively selling to different styles, the DISC ADVANCED® Sales Assessment teaches powerful skills that assist people in becoming more successful salespeople.
How Ellivate makes this happen:
Typically, this is a one day workshop for the whole sales team. In advance of the workshop all team members and leaders complete the DISC ADVANCED® assessment which is then debriefed on the day helping team members understand their personal traits, the traits across the team and how best the team can work together to be most effective. Finally, we focus on the customer and buying styles so that sales team members can develop strategies to improve their sales performance.
What you will have achieved:
Following the workshop participants will be able to……
Understand their personality and behavioural traits and the drivers for this
The impact that these traits can have both on internal and external stakeholders
Understand different customer buying behaviours
Develop a strategy for engaging with customers in a sales conversation
A clear action plan based on the assessment that can be used to develop themselves on an ongoing basis
If you'd like to know more about the advantages of the DISC ADVANCED® system then you can download our factsheet here
For individuals, a one on one session is available where you complete the assessment along with a personalised and tailored debrief coaching session. You can book your session here
Chris Ellis is an accredited DISC ADVANCED® consultant.