Behavior-Based Selling Techniques

“Too many people overvalue what they are not and undervalue what they are.” - Malcolm Forbes

DISCDISC Dominance Influence Steadiness Compliance Problems People Pace Procedures

Adapted Style Conscious Mask Most Changeable Requires Energy Basic/Natural Style Unconscious You! Least Changeable Comfort Zone Graph1Graph 2

The “D” Factor - How You Handle Problems & Challenges High D Results-oriented Desire to win High risk Argumentative Fast paced Quick to challenge

Problems/Dominance Low D Low Approaches problems cautiously Little need to challenge or lead Slower paced Slow to anger Tends to listen well

Quick to Anger High: short fuse, quick to get over it Low: long fuse, may hold a grudge

The “I” Factor – How You Interact With Other People High Creative problem solver Enthusiastic Humorous Fun loving Everyone is a friend High I

People/Influence Low I Low Cautious in relationships Skeptical Distrusting Gathers information Detail oriented

Optimistic High: trusting & optimistic Low: distrusting & pessimistic

The “S” Factor – The Pace of Your Environment High Need for closure Need for secure situations Great listener Calms and stabilizes others Good planner Able to “mask” emotions High S

Pace/Steadiness Low Little need for structure High risk Shows emotion Handles many tasks Low S

Nonemotional High: masks emotions Low: shows emotions

The “C” Factor – Following Rules and Procedures High Works well alone High expectations Able to solve complex problems Organizes and analyzes Self-competitive Follows rules High C

Procedures/Compliance Low C Low Finds a “new” way Does not follow “status” quo Thinks creatively Open to change and new ideas Sees options

Fear High: needs permission Low: expects forgiveness

Self-Image Bias We value in others what we value in ourselves.

High D & High C High I & High S Two High Ds, Is, Ss, or Cs

Quick People Reading DI CS Is the person mainly extroverted (D,I) or introverted (S,C)? Is the person mainly task (D,C) or people oriented (I,S)? TaskPeople Extrovert Introvert

D – DOMINANCE Determined, factual, impersonal, intense, pushy, demanding, efficient, forceful, harsh, decisive, self-reliant, dominant, impatient. They measure personal value by RESULTS. To strengthen your relationship: Focus on their goals, be punctual, organized, use their time wisely, and don’t challenge them. Be Efficient. Support their conclusions and actions. Stick to business. Provide options and probabilities. Help them save time. Give benefits that answer WHAT.

Relating to the High D D - DOMINANCE: Be direct, straightforward, and open to their need for results Make communication brief and to the point Respect their need for autonomy Be clear about rules and expectations Let them initiate Show your competence Stick to the topic Show independence Eliminate time wasters Be prepared for lack of empathy, sensitivity, and little social interaction

I - INFLUENCE Stimulating, personable, excitable, manipulative, animated, undisciplined, enthusiastic, intuitive, outgoing, unstructured, dramatic, creative, inspiring, persuasive. They measure personal value by APPLAUSE. To strengthen your relationship: Start with big picture, use testimonials, make them look good. Don’t deal in details. Help them save effort. Be stimulating. Support their dreams and intuitions. Give benefits that answer WHO.

Relating to the High I I - INFLUENCE: Be friendly, emotionally honest, and recognize their contributions Approach them informally Be relaxed and sociable Let them verbalize thoughts and feelings Keep the conversation light Provide written details Give public recognition for individual accomplishments Use humor Be prepared for attempts to persuade and influence others, need for “lime light”, over-estimating self and others, over- selling ideas, and vulnerability to perceived rejection

Graphing the Person D I S C

S - STEADINESS Supportive, considerate, willing, careful, agreeable, quiet, cooperative, obliging, warm, dependable, contented, reliable, patient. Excellent listener. They measure personal value by ATTENTION. To strengthen your relationship: Understand them personally, build a step-by-step relationship, keep change to a minimum, and minimize their risk. Take time to be agreeable. Support their relationships and feelings. Give benefits that answer WHY.

Relating to the High S S - STEADINESS: Be relaxed, agreeable, cooperative, and show appreciation Be logical and systematic in your approach Provide a consistent and secure environment Let them know how things will be done Use sincere appreciation Show their importance to the organization Let them move slowly into change Be prepared for friendly approach, resistance to change, difficulty prioritizing, and difficulty with deadlines

C - COMPLIANCE Exacting, conservative, orderly, logical, precise, systematic, persistent, punctual, critical, indecisive, formal, serious, industrious, organized, thorough. They measure personal value by ACTIVITY. To strengthen your relationship: Provide facts/data, be accurate, stick to business, be persistent, and put it in writing with pros and cons. Help them by letting them save face. Take time to be accurate. Support their principles and thinking. Give benefits that answer HOW.

Relating to the High C C - COMPLIANCE: Minimize socializing, give details, and value accuracy Give clear expectations Show dependability Show loyalty Be tactful and emotionally reserved Allow precedent to be a guide Be precise and stay focused Value high standards Be prepared for discomfort with ambiguity, resistance to vague or general information, desire to double check, and little need to affiliate with people

Graphing the Person D I S C

Behaviors of Top Sales People High D, High I, High I/S High Utilitarian