Pre Seminar Assessment

Assessment Systems > Sales Assessments > DISC Sales Insights

In today’s world increased downward price pressure from customers has made maintaining high margins more difficult. An elevated sales skill level is required that goes beyond traditional selling strategies and techniques. The fundamentals such as product knowledge, identifying customer’s needs and a strong Value-Added proposition are still just as important, but it is NOT ENOUGH any longer.

If a seller cannot build a relationship of trust and open communication with the customer, the benefits of what they are presenting may never be heard. A salesperson’s words, actions, tone of voice and sales approach either attracts the customer or creates an emotional barrier between them.

The most successful salespeople UNDERSTAND THEMSELVES first and know how they IMPACT OTHERS.

The TTI DISC Success Insights Sales Profile™ provides sales professionals with a deeper understanding of their natural sales style and how they are perceived by their customer.

Customers want excellent service and quality products. They want compatible, honest relationships with their sales professionals and custom-made solutions to their problems. The TTI Success Insights Sales report provides insights on how to adapt a specific sales style to deliver what the customer wants in the WAY THEY WANT IT.

Overextended strengths can often be perceived as weaknesses. The TTI Sales Success Insights Profile identifies how, under certain conditions (tension, stress or fatigue), customers may see this behavior as negative.

Just as it is important to understand your strengths, understanding the negatives associated with your Style will help you create an image that is positive and supportive in any business situation.

D – Their sense of urgency may be perceived as pushing too hard

I – They may rely on their strong verbal skills and “wing it” appearing unprepared

S – Their relaxed style may be perceived as lack of a sense of urgency

C - Their “the facts are the facts” approach can be perceived as uncaring

David Kahneman won a Noble prize for his winning claim in 2002 that all human beings are irrational. People would rather do business with people they like and trust more than ones they don’t like, even if the person they like is offering A LOWER QUALITY PRODUCT at a HIGHER PRICE.

Research shows that people like people who Think, Feel and Act similarly to themselves and that BUYERS BUY from salespeople WITH THE SAME BEHAVIOR STYLE as theirs. It further shows that when a seller adapts their Selling Style to the Buyer’s Style their sales increase. The Sales Success profile gives tips on how to sell to each Buying Style.

Unique Selling Style * Selling Strengths & Limitations * The way they handle the Sales Process from Qualifying * Identifying needs * Presenting * How they Close and Service their accounts. It reveals how they like to be Managed and what they need to be Motivated.

When your entire team takes the profile, a D.I.S.C. Team Behavioral Report is created that shows where each person places and where the areas of conflict may occur. It may be there are Styles missing from your team that could make it more effective.

Ninety percent of all sales professionals who experience a sales slump have merely lost sight of the behavior it takes to be successful.

Contact Us For a complimentary review and evaluation of which assessments are be the best fit for your organization’s current and long range objectives, and receive a FREE D.I.S.C. SALES INSIGHTS PROFILE.