It is critical for a sales person to have a deep understanding of the relationship management and business development models fundamental to the sales process. In addition, for a salesperson to achieve extraordinary success, they must also have a deep understanding of all the key people involved in the client buying center at every level through an understanding of the DiSC® social style profile. An integration and application of these knowledge points brings a new level of understanding to the client management process and increases the probability of effective sales results.
PART 1 – The What
COMPETITIVE MARKETING & BUSINESS DEVELOPMENT ANALYSIS
Personal Relationship Development Model - Individual Contact Assessment
Client Information Model – Funnel of Opportunity
Part 2 – The Who
USE DiSC® - KNOW YOURSELF – KNOW YOUR CLIENTS
Use the DiSC® Profile to Understand the Basic Elements of Individual Style
Understand the Interpersonal Dynamics of Client Relationships
1. Start with an understanding of how the DiSC® Profile applies to each participating individual
Part 3 – Making It Happen
KNOW YOUR CLIENT ORGANIZATION AT EVERY LEVEL
Proactively Manage the Sales Cycle
Effective Business Relationship Development - Capitalizing on Diversity in Individual Client Approaches – Managing and Balancing Different Types of Clients
1. Using DiSC® plan on how to maximize each interaction in order to advance the sales process as efficiently and effectively as possible.
2. Begin to think of a specific closing plan for each influencer in a project.