3rd Sales Excellence 2.0: Selling to Various Buying Personalities
Details
PROGRAM DESCRIPTION
Sales Excellence (YOUnique) introduces a simple tool to identify the 4 different kinds of people based on the DISC Model of Human Behavior, a model used by millions of people around the world. DISC stands for Dominant, Influential, Steady, Corrective. Use this model to Change Your Relationships Forever! After learning this program, you will never look at yourself and others the same way again.
LEARNING OBJECTIVES
Selling is about building relationships. It is a matching process between you and the client. The key is in understanding how to deal with each unique client by knowing the four personality types. The YOUnique personalities affect the way you sell and affect the buying decisions of your clients.
- Discover your primary personality and those of your prospects and learn how to adjust your sales approach.
- Find out if introverts can be excellent in sales or if only outgoing extroverts can succeed.
Outline
INTRODUCING THE 3-A MODEL
AWARE: Our behavior affects others & others' behavior affects us.
ACCEPT: Know the strengths and weaknesses of people and celebrate their differences.
ADAPT: Adapt to anyone and retain your own identity
Outcome Based Objective:
* The program helps people understand "who they are and why they do what they do."
* Builds results-producing individuals and teams.
* Improves collaboration and reduces conflict.
* Increases sales and service success.
* Shows the different selling styles and buying habits of people in order to handle internal and external customers effectively.
PART 1: Understanding You
Introvert vs. Extrovert. Who is better in sales?
* Learn how to read different people.
* Develop Situational Awareness - the right approach in a given situation.
* DISCover your uniqueness by knowing your personality strengths and weaknesses.
* Decipher the code of each personality trait.
* Meet the 4 personality types.
Workshop: Younique Profile Test on Self-DISCovery
PART 2: Understanding Others
Are you Active or Reflective? Task Oriented or People Oriented?
Open or Guarded? Direct or Indirect?
DISCover your Primary and Secondary Personality Combination:
* How to Value: Yourself and Others.
* Observation: Identify a character type by inspection.
* Desire: Know their basic motivation.
* Sweet Spot: Highlight their best situation.
* Emotional Needs: Center on their inner drives.
* Making Decisions: How they make choices.
* Should Learn to: The trait they should improve.
* Communication: How they exchange or impart ideas and information.
* Time Management: How they make use of their time.
Workshop: The D-I-S-C Quadrant
* Learn from the different personalities in your team. Group according to personality type and answer pertinent questions in relation to the challenges in your company. Each group will give their answer to the participants.
PART 3: The Younique Selling Styles and Buying Habits of People
* Adaptability - Be Willing and Able to bend if that's what it takes to make a better relationship.
* Learn to MATCH the selling styles and the buying habits of the 4 personalities.
* Read People Effectively using Visual Clues and Vocal Clues.
* Master the 3-A Model.
* Find Growth Opportunities and Improvement Areas.
The Learned Personality
* "Put Yourself in Other People's Shoes."
* Know the value of a personality type as a team member and as a leader.
* Manage Conflict - Tension Chart.
* Avoid Personality Envy and Personality Denial.
Workshop Activity: Role Play Real Sales Scenarios and Apply the 3A Model.
Speaker/s
Mr. Jayson Lo has done over a thousand talks in over a decade of public speaking experience. He has spoken to audiences in different countries such as Australia, Singapore, Vietnam, Cambodia, and Kuwait to name some. He is the best-selling author of YOUnique "Understanding Others by Understanding YOU", YOUnique Youth, and DEBTermined "Take Control of your Finances and your Life."
Jayson educates and entertains! He has conducted talks for various people from all walks of life including: company events, business conferences, corporate training, sales rallies, schools, and non-profit organizations. From speaking to less than 10 people for training workshops, to keynoting for thousands of attendees, Jayson's primary aim is for positive life change.
Jayson's engaging and always relevant workshops span a wide variety of subjects, ranging from personality development to finance, from leadership to sales. His presentations are an eclectic of the best from his experiences as an entrepreneur, extensive research, and study on the subject presented.
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