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Read the Room: A DISC Mini-Course for Sales Professionals

Consume this course as a podcast

Read the Room: A DISC Mini-Course for Sales Professionals

Read the Room
Start here: what DISC is and why it is worth your time
Free DISC Traning
48:42
Understanding DISC — How to Identify, Adapt, and Connect
00:00
Decades with DISC: Why It Matters
00:56
Today's Three-Part Framework
02:04
The Four DISC Quadrants
03:16
Top Hemisphere: Dominance and Influence
04:37
Southern Hemisphere: Compliance and Steadiness
07:10
Left and Right: Task vs. People
08:17
Combining Quadrants into Four Styles
11:38
Identifying Others: Audio-Visual Clues
12:09
Dominance: Decisive and Efficient
14:34
Influence: Impulsive and Magnanimous
16:35
Steadiness: Accommodating and Comfort-Driven
19:17
Compliance: Precise and Methodical
23:18
Next Step: Adapting to Others
23:42
What Dominance Wants From You
25:13
What Influence Wants From You
26:57
What Steadiness Wants From You
29:28
What Compliance Wants From You
31:17
The One With the Ask Adapts
33:18
From Knowing to Using DISC
35:37
Building Behavioral Flexibility
37:06
Golden Rule to Platinum Rule
37:21
Story: Coached to Stop Talking
39:32
Emotional Objectivity About Yourself
41:36
Emotional Objectivity Toward Others
44:42
Using DISC Immediately: Your Upgrade
45:36
Mapping Teams on the Group Wheel
46:54
35-Page Assessments for Development
48:23
Thanks and Scheduling a Call
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Sales Skills: DISC for Sales Professionals Understanding Yourself
46:10
Your DISC Style as a Salesperson — Strengths, Challenges, and How to Use Them Intentionally
00:00
Using DISC to identify your sales style
01:07
DISC acronym and four styles
03:07
Adjacent DISC styles share traits
05:59
Task versus relationship-driven quadrants
10:26
Strengths and challenges of each style
13:31
Asking descriptions reveals DISC style
15:10
How each style affects customers
20:21
Use DISC strengths with intention
23:55
Coaching session opens for questions
26:11
Uncover customer priorities before presenting
28:34
Overcome pushiness by directing outcomes
32:41
DISC context removes defensiveness
34:47
High steady-compliant can't close sales
38:00
Five badass questions reveal buy-readiness
40:10
Offer two choices, not three
44:40
Review sales performance through DISC
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DISC Adapting to Customers
34:21
Adapting to Your Customer's DISC Style — How to Read People and Sell the Way They Buy
00:00
Adapting to customer DiSC styles
01:35
Two payoffs of practicing DiSC
03:09
Reading styles through communication
04:20
Ask them to describe something
08:00
Leverage 'tell me more' questions
09:55
Point two: mirroring and matching
16:31
Resist resistance, build rapport
19:49
How each DiSC style buys
24:34
Compliance: beware the test question
25:36
Audit your client list
27:25
Spotting rapport while peoplewatching
30:09
Team development is priority one
31:15
The since-fact-question verbal equation
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DISC Assessment
Your next step: find out your own style