Sales Programs


Sales Behavioral

Has your sales approach ever succeeded with one person, then “bombed out” with the very next prospect? We all have experienced this and shrugged it off thinking, “That’s just the way it is.”

However, things do not have to be that way. Nearly every sales interaction with each prospect can be a success… if you know how to adapt to different buying styles!

If you are interested in improving your sales results—immediately—we recommend that you start by taking the DISC Sales online assessment first, so you can practice the proven techniques described within the report.

You’ll first discover the strengths and weaknesses of your DISC behavioral style. The DISC Sales report will then help you to hone your ability to recognize the “style mode” being displayed by another person so you can then make small adaptations in the pace and focus of the conversation, which is the quickest, surest path to sales mastery!

There are five definable phases to most every buying cycle (see the five phases below in part II of the report outline). Successfully guiding prospects through each phase will lead to more and better sales and positive outcomes for both of you.

The DISC Sales online assessment is a resource for individuals and organizations desiring to improve sales and service performance and to positively persuade other people.

Unlike many other behavioral assessments, our 34-page reports are as much prescriptive as they are descriptive! In other words, we spend as much time teaching you how to improve your own productivity and interpersonal interactions as we do describing your natural DISC behavioral style. We realize that you are about to invest money and time in our online assessment, so we want you to come away with fast, effective learning strategies that get you results immediately. The DISC Sales report has two parts:

PART I – UNDERSTANDING YOURSELF

  • Your Behavioral Style Overview
  • Strengths and Struggles
  • Management Strategies
  • What Motivates Your Style
  • Work Preferences for Your Style
  • Communication Tips for Others
  • Summary of Your Style

 PART II – APPLICATION OF DISC STYLES 

  • Application, Application, Application
  • The Four Basic DISCstyles Overview Chart
  • How To Identify Another Person’s Behavioral Style
  • What is Behavioral Adaptability?
  • How to Modify Your Directness and Openness
  • Tension Among the Styles
  • Action Plans With All Four Styles
  • Building And Maintaining Rapport Throughout The Selling Cycle
  • Phase 1: Building Rapport During Initial Contact
  • Phase 2: Maintaining Rapport in the Exploring Stage
  • Phase 3: Maintaining Rapport in the Collaborating Stage
  • Phase 4: Maintaining Rapport in the Confirming Stage
  • Phase 5: Maintaining Rapport in the Assuring Stage
  • Summary of Selling Each DISC Style in Each Phase of the Sales Process

The DISC Styles Assessment is valuable for individuals and all types of organizations; public or private, large or small.

Our proven, scientific measurement tool will assist you in specific areas that directly impact productivity:

  • Improving Executive Team Performance
  • Developing Sales Leaders
  • Making Smarter Hiring Decisions of Sales Reps
  • Increasing Employee Retention
  • Leading People More Effectively Through Improved Communication
  • Increasing Profitability
  • Growing Sales

Time Management

If your bank credited your personal account with $480.00 every morning and then cancelled whatever part of the amount that you failed to use by 5:00 or 6:00 P.M., what would you do? Draw out every dollar and cent, of course!

Well, Time is like that bank: Every morning, we are each credited with 480 minutes in an eight hour work day, and 1,440 minutes in a 24-hour period. Every night, our “time bank” writes off as lost whatever we have failed to invest in a good purpose. It carries no balance forward and allows no overdrafts. Each new day, it opens a new account with us, and each night it burns the record for the day.

If we fail to use the day’s deposit, the loss is all ours. There is no going back, no drawing against tomorrow. We must live in the present—on today’s deposit. Invest in it to get the utmost in health, happiness, education, and service, and anything else that is valuable to you.

The Time-Management Effectiveness Profile has been designed to help individuals make the most of their time-bank investment. As such, it is intended to provide a useful way for the individual to rate themselves in a number of competency areas widely considered to be relevant to managing time well. This questionnaire is divided into seven segments that constitute an overall time-management “profile.” These are:

  • Predisposition/Temperament
  • Preparation
  • Organizational Ability
  • Stress Management
  • Delegation
  • Managing Interruptions
  • Results

Don’t be cavalier in protecting your most valuable asset: Time!


The Sales IQ

The Sales IQ assessment is an objective analysis designed as a starting point — a type of ‘personalized map’ for your sales knowledge at this moment in time.
It tells you where you are, why you are there and how to improve by offering specific insights and responses based on your assessment results.

Developed by three best-selling sales authorities, Jeffrey Gitomer (The Sales Bible), Jim Cathcart (Relationship Selling) and Dr. Tony Alessandra (The Platinum Rule), the Sales IQ assessment plays an integral role in developing HIGH Performance sales organizations around the world.

 Sales IQ Plus Measures 8 Steps in the Sales Process:  

  • PREPARE to Sell - Sales Preparation & Self Preparation
  • TARGET the Right People & Right Strategies
  • CONNECT Intellectually & Emotionally
  • ASSESS Situational Needs & Personal Wants
  • SOLVE the Customer's Problem - Educating & Collaborating
  • CONFIRM the Solution & to the Purchase
  • ASSURE Current Satisfaction & Continuing Loyalty
  • MANAGE Your Sales Potential - Manage Sales & Manage Yourself

 

Note: Each situation was developed and validated by sales professionals to reflect real sales strategies used by today’s sales forces. This report will give feedback on the individual’s mindset toward selling and knowledge of successful sales strategies.

This assessment takes approximately 30 minutes to complete and consists of 48 questions that guide you in assessing each of the eight primary sales competencies.

From this, you will be able to accurately and more easily:

  • Develop a plan to overcome challenges
  • Simplify sales training
  • Focus on areas that produce results
  • Build confidence
  • Determine strategies that are needed to sell a specific product/service in a given market
  • Identify every new sales applicant’s strengths and weaknesses
  • Address specific training or management needs of a salesperson or sales team

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