Read your prospects to sell how they want to buy

2. Four Basic Patterns of Behavior

3. DOMINANTDOMINANTDOMINANT

4. Interacting / Influencing

5. Steady / Amiable / Relator

6. Conscientiousness / Cautious

7. Personal development,
team building,
leadership
development, sales
effectiveness, selection
of job hires /
candidates, etc.

8. Other tools like MBTI are
great for internal
assessments but it can
be confusing and often
needs an expert to
interpret them.

9. DISC gives you two basic
scores

10. PERSONAL

11. PERSONAL
Adapted: How I behave
when I'm with others
and have to change my
pattern to reduce
conflict.
ADAPTED
How I behave when I'm
with others and have to
change my pattern to
reduce conflict.

12. In sales get the customer
talking more than you with
open ended questions.

13. How to handle a High D
• It's a bit difficult
• They want to run the show
• If you butt heads it could be
the end

14. How to handle High S's and C's
(indirect and slower-paced)
• Information-driven (C more so)
• The S likes to get others involved while
the C may make the decision on their
own
• Go in prepared
• Understand their needs
• Give them options
• Give them data and documentation

15. • The "Cs" want to sleep on it
• Clarify with them "Do you have all the
information you need to make a decision?"
• Have an agenda and cover it with them up
front
• Don't wing it
• Admit when you don't know

16. Task-oriented: D & C
• C's are slower and like
data more
• D's are risk takers
• C's want all the options
• D's want a couple of
options

17. S vs C
• Both procastinate
• S's procrastinate getting
started
• C's procrastinate
finishing

18. The Three V's
• Verbal
• Vocal
• Visual

19. Take His Sales IQ
Assessment—48 Questions

20. Get every Episode of the Sales
Podcast & the Bonuses
mentioned at
thesaleswhisperer.com/podcast