Sales - Building and Maintaining Business Relationships – DiSC® Applications

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

  • Client Challenges and Client Frustrations
  • Dynamics of Building and Maintaining a Franchise in a Competitive Market


Model #1

Personal Relationship Development Model  - Individual Contact Assessment 

  • Build Phase
  • Maintenance Phase
  • Erosion Phase

Model #2

Client Information Model – Funnel of Opportunity

  • Deep Strategic Client Information
  • Positioning Product Information for Maximum Impact

 

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

  • Individual feedback for each person
  • Interpret personal profiles
2.  Use the DiSC® Profile to understand and analyze each person with whom you interact in the total buying process

 

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

  • Large group and smaller team discussions on how to positively deal with various client personalities
  • For a customer, person-by-person, using the DiSC® concepts, develop a total organizational picture of all the relevant people working for and with the client organization

 

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