1. The Styles and Selling

2. Sales: No Right or Wrong
There is no right or wrong profile for Sales!
‘Sales’ covers a huge spectrum
BUT Remember selling covers a huge range!
Hunters – cold calling, new business & result driven
Farmers – relationship selling and emotive selling
Customer service – problem solving and upselling
Technical sales – explanations, instructions & detail

3. Sales: The Basic EDISC Axis

4. Sales and the EDISC diamond

5. Sales: Five main areas of Sales

6. Sales: Selling to the styles

7. Sales: Basic shapes and sales (advanced)
I-Sell
I-Participate
I-Explain
Occupational ‘Best Fit’ Areas:
Direct Sales (The Hunter)
General Manager (Sales)
Sales and Marketing Manager
Occupational ‘Best Fit’ areas:
Telephone sales
Long term account management
Warm sales
Occupational ‘Best Fit’ Areas:
Long-term Client Account Managers
Factual ‘selling’ where products need explanation

8. Sales: Ideal Sales Fit Technical selling Information providing
Expert role
Tough competition
Direct one-off selling
Price competition
Long-term process
Serving existing customer base
After-sales service
Abstract product
Relationship-selling
New account opening

9. Sales: Ideal Sales Fit Well-tested Technical High-Quality
Clear – no details
Quantity selling
No adjustment needed
Traditional – familiar
Widely used
Necessary
New product to the market
Service – product
Abstract