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Everything DiSC Sales

Everything DiSC Sales teaches salespeople how to connect better with their customers. Everything DiSC Sales is classroom training that uses online prework, engaging facilitation and contemporary video to create a personalized learning experience. Participants learn how to read the styles of their customers. The result is salespeople who adapt their styles to connect better — and close more sales. Everything DiSC Sales is the most in-depth and easily customizable DiSC-based sales-training solution available. Sales-specific, personalized content creates an in-depth learning experience. Modular design and online tailoring features allow you to design a customized program that’s right for your organization.

The Everything DiSC SalesProfile Map

Everything DiSC Sales focuses on three vital areas:

Understanding Your DiSC Sales Style
Recognizing and Understanding Customer Buying Styles
Adapting Your Sales Style to Your Customers' Buying Styles

Participants learn how to identify the DiSC buying styles of their prospects and customers and how to adapt their own selling style to best meet the needs of those buying styles.

Strategies are provided for how to best interact with each prospect or customer based on a Customer Interaction Map.

Case Study: Meeting New Sales Challenges with Everything DiSC
Case Study: Enriching Sales Training using DiSC and Everything DiSC
Case Study: Using Everything DiSC Sales in a Financial Services Company

Facilitation Kits, profiles & guides can be purchased through our online store or by contacting us on 1-888-439-6070.

Everything DiSC Sales Starter Package (FREE EPIC Account, Facilitator Kit, 8 Profiles & unlimited Comparison Reports)	$1490.00
Everything DiSC Sales Facilitation Kit	$890.00
Everything DiSC Sales Profile	$81.75
Everything DiSC Sales Customer Interaction Guides (set of 25)	$24.00

The Everything DISC Sales Profile plots behavior style results on the DiSC circle map model, using the concepts of styles and intensity.

All-New Profile

	In-depth Research-validated online assessment and sales-specific 23-page helps sales people understand themselves, their customers and their relationships. Easily Customizable You can remove or rearrange pages, customize the report title, or print selected sections. The profile is sold separately and may be used on its own or with the companion facilitation kit.

	The Everything DISC Sales Profile is an electronic profile available via the EPIC platform. You can purchase profiles through our online store or by contacting us on 1-888-439-6070.

Everything DiSC Sales Customer Interaction Guides

Everything DiSC Sales Customer Interaction Guides are job aids that support the Everything DiSC Sales training. Featuring the Everything DiSC Sales Map and tips for selling to each style, these maps can be used to figure out a prospect's style or as a refresher before a big call. They're the perfect size to fit into a wallet, dayplanner, or briefcase. Color images on high-quality, durable paper.

Other Everything DiSC Reports

Check out more Everything DiSC® reports that can be used with Everything DiSC Workplace, Everything DiSC Management, Everything DiSC Sales and Everything DiSC Work of Leaders.

All-New Facilitation Kit

The Everything DiSC Sales Facilitation Kit provides you with everything you need to deliver memorable training experiences. Facilitation materials include easily customizable Leader's script, PowerPoint (with embedded video) and participant handouts. The Everything DiSC Sales Facilitation Kit is designed to be used with the Everything DiSC Sales Profile.

In-depth: Six 50-minute modules are fully scripted and include engaging experiential and processing activities. Facilitator notes give tips to maximize learning. View Sample Module.
Easily Customizable: Create and save a customized solution for every session to fit any timeframe, from one hour to full-day.
Exciting Follow-up tools: Everything DiSC Sales Customer Interaction Maps are follow-up reports that salespeople can use to help them adapt their style to meet the needs of a customer. These one-page reports are the perfect personalized cheat sheets to prepare for sales calls. And participants get unlimited access — at no additional charge.

Facilitation Program Outline:
SECTION I UNDERSTANDING YOUR DiSC SALES STYLE	Module 1: Introduction to the DiSC Sales Map. Participants learn about their DiSC sales style and how personal priorities influence their selling behaviors. Module 2: Participants use what they've learned about sales priorities in an interviewing activity.
SECTION II RECOGNIZING AND UNDERSTANDING CUSTOMER BUYING STYLES	Module 3: Participants learn customer mapping, a new way of people-reading. They practice their customer-mapping skills in a competitive video-based activity. Module 4: Participants learn about different customer priorities, then use their new skills to identify the buying styles of current customers.
SECTION III ADAPTING YOUR SALES STYLE TO YOUR CUSTOMER'S BUYING STYLE	Module 5: Participants use their DiSC Sales Maps to understand how to navigate from their own styles to those of different types of customers. Module 6: Participants role play adapting to their most challenging customer and complete an interaction plan for working with that customer.

A Program Overview is listed at the end of this page.

Facilitation material includes:
Leader’s Guides in MS Word PowerPoint with embedded video Stand-alone, menu-driven video Participant handouts in MS Word Templates and images	Sample Everything DiSC Sales Profile Sample Everything DiSC Customer Interaction Map Research documentation Sales Interview Activity Card sets (for 24 participants) Everything DiSC Customer Interaction Guides (for 24 participants)
View Sample Leaders Guide	View Sample PowerPoint

Engaging Video - More than 60 minutes of contemporary video with real-world, sales-specific customer interactions. Create in-depth customized programs using the library of individual video segments.

Video sections include:	Pick and choose clips that fit your needs. Use the video three ways:
Introduction to the DiSC Sales Styles Customer Mapping DiSC Customer Priorities Adapting to the Sales Styles Matrix	Stand-alone clips Integrated with the facilitation PowerPoint Integrated into your custom PowerPoint
View Sample Video Clips

You can purchase the Facilitation Kit through our online store or by contacting us on 1-888-439-6070.

Total Portability: Facilitation, video, PowerPoint, and participant handouts delivered on a USB drive with ample space to save custom programs in one spot.
24/7 Online Support: Get the latest best practices for customizing your program anytime with the new online help feature. Access up-to-date research and resources.

System Requirements

Operating System

PowerPoint 2003

PowerPoint 2007

Windows 2000 SP3
Windows XP SP2

CPU: Intel Pentium 4 1.4 GHz or faster AMD Athlon 1.4 GHz or faster RAM: 512 MB

CPU: Intel Pentium 4 3.2 GHz or faster AMD Athlon 64 2.0 GHz or faster RAM: 1 GB

Windows Vista
Windows 7

CPU: Intel Pentium 4 3.2 GHz or faster AMD Athlon 64 2.0 GHz or faster RAM: 1 GB

Other Windows PC Requirements:

Adobe Acrobat Reader 7 or higher (free at www.adobe.com)
Adobe Flash Player 9 or higher (free at www.adobe.com)
USB Ports (USB 2 recommended)

Facilitation Kits, profiles & guides can be purchased through our online store or by contacting us on 1-888-439-6070.

Everything DiSC Sales Starter Package (FREE EPIC Account, Facilitator Kit, 8 Profiles & unlimited Comparison Reports)	$1490.00
Everything DiSC Sales Facilitation Kit	$890.00
Everything DiSC Sales Profile	$81.75
Everything DiSC Sales Customer Interaction Guides (set of 25)	$24.00

program Overview

Program Length	Six 50-minute training modules. 5-6 hours total.
Program Description	Everything DiSC Sales uses DiSC® to help salespeople communicate better and improve their sales relationships.Participants are introduced to the Everything DiSC Sales Map, which informs each step of the process. Discover your DiSC style, priorities, strengths, and challenges. Recognize and understand your customers' buying styles. Learn to navigate from you to your customers.

SECTION 1: UNDERSTANDING YOUR DiSC® SALES STYLE

MODULE 1 Length: 50 minutes Video: 8 minutes Activities: Partner, Small Group Materials: Handout 1.1, Handout 1.2, Everything DiSC Sales Profile pp3-6	Goals: Discover the Everything DiSC Sales Map Identify the priorities of your sales style Activity Description: Participants list their strengths and challenges, then share personal examples of each with a partner. A video introduces them to the priorities that characterize each DiSC sales style. Participants read the Everything DiSC Sales Profile to discover their own priorities, strengths, and challenges, and then discuss what they've learned with partners.
MODULE 2 Length: 50 minutes Activities: Partner, Small Group Materials: Handout 2.1, Everything DiSC Sales Profile pp5-6, Interview Cards	Goals: Practice what you've learned about your sales priorities Reflect on how DiSC can improve your sales interactions Activity Description: Participants apply their knowledge of their DiSC styles and priorities in a job interview simulation. In groups of four, they take turns at being interviewers and candidates. Interviewers ask priority-based situational questions; candidates answer the questions while remaining true to their styles. After debriefing, they identify strengths and challenges to keep in mind as they learn to connect better with customers.

SECTION II: RECOGNIZING AND UNDERSTANDING CUSTOMER BUYING STYLES

MODULE 3 Length: 50 minutes Video: 7 minutes Activities: Individual, Large Group Materials: Handout 3.1, Handout 3.2, Handout 3.3, Everything DiSC Sales Profile pp8-11	Goals: Learn a process for placing customers on the Everything DiSC® Sales Map Practice the customer-mapping process Activity Description: Participants make a list of their customers' expectations in sales interactions. They then identify their best and most challenging customers and rank the expectations for each. A video shows how to identify the buying styles of customers, after which they read their profiles for specific information about recognizing each style. They then practice customer mapping using a series of video segments in a competitive team activity.
MODULE 4 Length: 50 minutes Video: 6 minutes Activities: Individual, Small Group Materials: Handout 3.1 (from Module 3), Handout 4.1, Handout 4.2, Everything DiSC Sales Profile pp12-15, Everything DiSC Sales Customer Interaction Guides	Goals: Explore the priorities that drive each customer buying style Map the buying styles of your customers Activity Description: Participants watch a series of video segments explaining the priorities of each customer buying style. After each video segment, they read their profiles to understand what drives each customer style. In samestyle groups, they discuss working with this type of customer. Finally, participants plot their own customers to complete their Everything DiSC Sales Maps.

SECTION III: ADAPTING YOUR SALES STYLE TO YOUR CUSTOMER'S BUYINGSTYLE

MODULE 5 Length: 50 minutes Video: 8 minutes Activities: Partner, Small Group Materials: Handout 5.1, Handout 5.2, Everything DiSC Sales Profile pp12-15, Everything DiSC Sales Customer Interaction Guides	Goals: Explore how failing to adapt can interfere with the sales process Discover how to adapt for better outcomes with customers Activity Description: Participants share stories about times they were customers and experienced style mismatches with salespeople. A video demonstrates an ineffective sales interaction and then an adapted, more effective interaction. Next, several video segments show style mismatches between customers and salespeople. After each segment, participants discuss how the salesperson could adapt his or her behaviors. They then watch a follow-up segment that demonstrates a better approach.
MODULE 6 Length: 50 minutes Activities: Individual, Partner Materials: Handout 6.1, Handout 6.2, Handout 6.3, Everything DiSC Sales Profile p23	Goals: Practice adapting to a specific customer Develop a plan to improve sales interactions with this customer Activity Description: Participants read about adapting to the customer they identified when they completed their prework. In pairs, they role play interactions with their customers and provide each other with feedback on adapting. Finally, participants write customer interaction plans and share them with partners for feedback and suggestions.

POST-TRAINING REINFORCEMENT

EVERYTHING DISC® SALES CUSTOMER INTERACTION MAP
Length: 5-10 minutes for each map Activities: Individual, Coaching Materials:Everything DiSC Sales Customer Interaction Map	Goals: Practice customer-mapping techniques\| Explore strategies for adapting to actual customers Activity Description: Participants explore the personalized Everything DiSC Sales Customer Interaction Map that compares their style with that of the customer. They learn about priority similarities and differences and discover specific strategies for connecting better with the customer.
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The DiSC Dimensions and Everything DiSC Sales

The foundation of DiSC was first described by William Moulton Marston in his 1928 book Emotions of Normal People. Marston identified what he called four "primary emotions" and associated behavioral responses, which today we know as Dominance (D), Influence (i), Steadiness (S), and Conscientiousness (C). Marston never used his theory to label individuals as a specific "type." But he did believe that each person projects a greater intensity and frequency of the behaviors of one or two of the styles. Marston thought that by understanding how our normal emotional responses adapt to the demands of people, situations, and societal expectations, we could evolve into healthier people who were better-equipped to realize true happiness in our personal and professional lives.

Today's DiSC model is built on two dimensions, as described below. Although these DiSC dimensions are not addressed in the Everything DiSC Sales Profile, we provide this information as additional background on the DiSC model. You may, for instance, find this information useful if you have the opportunity for more in-depth discussion about DiSC.

The Two DiSC Dimensions

As you can see below, the DiSC model is based on two very basic dimensions of human nature. The vertical dimension is often described as the "active-reflective" dimension. People who tend toward the top of the circle (i.e., the D or i styles) are usually active and fast-paced. They're more bold or adventurous than the average person. They tend to be assertive and outspoken. At the bottom of the circle (i.e., the S or C styles) are people who tend to be more thoughtful and reflective. They have a moderate, calm pace and are more cautious by nature. Consequently, these people can come across as soft-spoken and self-controlled.

The horizontal dimension of DiSC is often described as the "Questioning-Accepting" dimension. People who tend toward the left side of the circle (i.e., the D and C styles) are usually more questioning or challenging by nature. They can come across skeptical or cynical. They also tend to place an emphasis on using logic to make decisions. People who tend toward the right side of the circle (i.e., the i or S styles) are more accepting and agreeable by nature. They come across as warm, receptive, and trusting. They prioritize connecting with people. By measuring where people fall on these two dimensions, we can discover their DiSC styles.

The D (Dominance) Style
People with the D style are direct and strong-willed. Because they combine an active pace with a questioning nature, they often come across as forceful and demanding.
The i (Influence) Style
People with the i style are lively and talkative. Because they combine an active pace with an accepting nature, they often come across as enthusiastic and sociable.
The S (Steadiness) Style
People with the S style are modest and accommodating. Because they combine a reflective pace with an accepting nature, they often come across as even-tempered and patient.
The C (Conscientiousness) Style
People with the C style are logical and reserved. Because they combine a reflective pace with a questioning nature, they often come across as analytical and reserved.

The DiSC Dimensions and the Everything DiSC Sales Priorities

Each of the DiSC styles is associated with three sales priorities in the Everything DiSC Sales Profile.

The D style is associated with the priorities of Results, Action, and Competency. Salespeople with the D style prioritize Action because they are fast-paced. These same salespeople have a questioning nature and often assume that customers are equally skeptical of them. Consequently, they prioritize showing customers that they have the Competency to handle their business. And when we combine an active pace with a questioning, competencyfocused nature, we have people who are direct, no-nonsense, and goal-oriented. Salespeople with the D style, then, put a high priority on Results.

The i style is connected to the sales priorities of Enthusiasm, Action, and Relationships. Salespeople with the i style prioritize Action because they are fast-paced. They prioritize Relationships because of their accepting, people-focused nature. So these salespeople combine an active pace with an accepting nature to be very optimistic and open. Consequently, they prioritize Enthusiasm.

The S style is identified with the sales priorities of Sincerity, Dependability, and Relationships. Salespeople with the S style prioritize Dependability because of their reflective, cautious pace. They prioritize Relationships because they are accepting and people-focused. So salespeople with the S style combine a reflective pace with an accepting nature to be very patient understanding. These salespeople, then, prioritize showing Sincerity.

The C style is associated with the sales priorities of Quality, Dependability, and Competency. Salespeople with the C style prioritize Dependability because they have a reflective, cautious pace. These same salespeople have a questioning nature and often assume that customers are equally skeptical of them. Consequently, they prioritize showing customers that they have the Competency and expertise to handle their business. Therefore, these salespeople combine a cautious pace with a questioning, competency-focused nature to be very analytical and precise. Consequently, they put a high priority on offering Quality.

Research on Everything DiSC Sales is available in the Everything DiSC Application Library Research Report.

"Everything DiSC Sales" and DiSC are registered trademarks of Inscape Publishing, Inc.


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Switzer Resource Group, Inc. is a full-service training and consulting firm. We use the products we sell. President and founder, Paula K. Switzer, is a Certified DISC Trainer and authorized distributor for Inscape Publishing. She is also MBTI qualified, past President of the Kansas City ASTD and an NSA member of eighteen years. She brings over 20 years of experience partnering with groups and organizations to improve customer service, leadership skills and team building and helping build and strengthen relationships by promoting trust and individual responsibility.