DISC Workshop
An Introduction to Discus Applications & Sales Negotiation
Strategies For The Main StylesPresented By:John BelchamberDiscus
Introduction
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PHD DISC Workshop127/04/10
Todays Journey of DISCovery
Introducing Discus DISC Profiling;Key Discus Applications;DISC
Types and Sales Negotiation Techniques;Questions & Answers
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The History of DISCHippocrates , 465BC :Sanguine, Choleric,
Phlegmatic and Melancholic.Carl Gustav Jung , 1920:The
Psychological TypesWilliam Moulton Marston , 1928:The Emotions of
Normal People
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PHD DISC Workshop327/04/10
Discus DISC ProfilingDeveloped in 1950s, DISC is still one of
the Worlds most widely utilized and adapted models of
Behaviour;Axiom Discus Launched in 1994 and Discus Online in 1995,
making it one of the first online profiling tools;Discus provides
quick and accurate tools with which to profile Individuals, Jobs,
Teams and Sales Prospects.
DominanceInfluenceComplianceSteadinessClick To Proceed
DISC Characteristics SummaryHigh D
PowerFailureGoals
DislikesLikesHigh I
PeopleRejectionRecognitionHigh S
PaceInsecuritySecurityHigh C
PolicyTroubleRules
Low D
ResponsibilityTeams
Low I
InvolvementSpecialization
Low S
BoredomVariety
Low C
ControlIndependence
All AboutFearMotivationClick To Proceed
Note to self these are not the same as on the Discus Behavioural
Intensity Chart, but are taken from DISC Theory.5PHD DISC
Workshop27/04/10
Discus Profiling ToolsIndividual Profiles: Assess preferred
working behaviour; Job Profiles: The behavioural requirements of a
job;Team Profiles: Team behaviour and management;Relationship
Reports: how individuals will interact;Remote Profiles: Profile
prospects and providing sales and negotiation strategies.
Click To Proceed
Sample Applications
Candidates
JobComparedtoProvides
Best MatchCandidate Vs. Job Profile MatchingQuickly compare a
candidate against a job role;A Job Profile can be either the
profile of a successful person in a similar role or produced by
questionnaire;Reports on the % behavioural match and likely areas
for development;Click To Proceed
Sample Applications
Team Members Profiles
TeamProfileProvidesAndTeam ProfilingTeam Profiles provide
valuable information on how the team will perform and how best to
manage themFree Relationship Reports look at one-on-one
relationships from both persons perspectives.
Relationship Reports
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TeamProfileAddReview
Impact on Team ProfileTeam Impact ProfilingQuickly add each
shortlisted candidate to the existing team to see the impact each
has on the team profile;Produce Relationship Reports for the
successful candidate and each team member;Create new teams using
ideal Team Profiles.
CandidateProfile
Relationship Reports
AndSample ApplicationsClick To Proceed
Sample ApplicationsSales & Negotiation ProfilingApproach for
iPhone and the Contact profile on Discus are used to profile a
sales prospect or contact;The reports focus on how to approach your
sales negotiations with the Contact.
Approach for iPhone
Discus Or
Prospects Likely ProfileProvidesClick To Proceed
Additional ApplicationsAssessment: to help foresee problems with
staff and improve motivation and morale;Cultural Integration:
settling candidates into an organization's, departments or teams
culture;Redeployment: transferring staff members to new or existing
positions;Addressing Problems: addressing specific difficulties
related to an individual or team;Career Development: DISC can
provide some useful guidelines.Click To Proceed
The Discus Style Card
Driver: Relates to Dominance, and describes a direct, demanding
type of person who is highly motivated to succeed and somewhat
competitive in their dealings with others. Communicator: Relates to
Influence, this person is communicative and sociable, being
friendly and outgoing with other people and feeling at ease in
strange company.Click To Proceed
The Discus Style Card
Planner: Relates Steadiness and describes people who are patient
and persistent, dislike change, and like to take time to plan
carefully before acting.Analyst: Relates to Compliance and
describes structured, organised individuals who tend to follow the
rules whenever they can and are interested in precision and order.
Lets Look at negotiating with each styleClick To Proceed
Dealing With The Driver
Do:Allow them to reach their own conclusions;Be business like
and focus on results;Concentrate on Facts, not feelings;Be prepared
to negotiate.Dont:Take too much time;Give too much detail;Be bound
by procedures;Attempt to tell them what to do, or overly direct
their actions.Sales Strategy:Power acknowledge status, offer
incentives, emphasize personal advantage of proposal.
Click To Proceed
Dealing With The Communicator
Do:Share opinions and talk through ideas;Focus on how they
feel;Clearly acknowledge their contributions to ideas;Focus on
building a relationship.Dont:Present facts at the expense of
feelings or fun;Risk causing rejection;Put them in a position where
they may lose respect;Express disagreement or disapproval.Sales
Strategy:People Build friendly & informal relationship, show
how proposal is popular with others, avoid antagonism or undue
pressure.
Click To Proceed
Dealing With The Planner
Do:Use questions, probe for feedback and listen;Show a genuine
interest;Provide support for ideas and suggestions;Be ready to
offer guarantees.Dont:Move forward too quickly;Require urgent or
unplanned changes;Create uncertainty or insecurity;Place them in an
uncertain position.Sales Strategy:Promise Build a positive &
trusting relationship, give tangible support, show commitment and
reassurance, show how proposal will contribute and improve rather
than change.
Click To Proceed
Dealing With The Analyst
Do:Provide material in writing;Emphasize proof through facts and
evidence;Cover advantages and disadvantages;Adopt a systematic and
organized approach
Dont:Leave out any facts or details;Fail to provide
documentation;Be vague, or show uncertainty;Makes assumptions
without verifying the facts.Sales Strategy:Proof Answer all
questions and objections fully, dont evade, misdirect or avoid
difficult questions, minimise or eliminate risk.
Click To Proceed
Closing TechniquesAnalyst = Systematic: thoroughly address all
objections before attempting to close. Prevarication is typical of
this type so be prepared to handle further objections particularly
of a practical/technical/contractual nature before successfully
closing.Driver = Decisive: ask for the sale, if you win them over
quickly, a rapid sale is possible. However, so are rapid
rejections, so ensure youve made your case well.Communicator =
Positive: avoid negative closing techniques, build on the
relationship before closing and remain positive throughout the
negotiations. Planner = Patient: be patient and willing to build
trusting relationship, attempting to close before this is achieved
will fail as will using a strong close. Be willing to compromise.
Click To Proceed
Further Questions?Contact: John BelchamberTel: (07) 3102
4709Mob: 0406 547 914Email: [email protected]:
john_belchamberWeb: www.invokeresults.com
Thank You for Your Time & Interest Today!
19PHD DISC Workshop27/04/10
