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