 Behavioral Selling Techniques
Putting DISC to work in your sales techniques gives you the upper hand if you know your client or prospect's behavioral style.
By recognizing the behavior style of your sales prospect you can tailor you sales presentation to appeal to their individual behavioral style and avoid using communications that might turn a prospect cold.
Sample Sales Phrases to a High "D"
- This is new-there is nothing to compare to this product/service.
- Within just a few minutes you can have your own personalized report.
- This will provide an opportunity to get credit for what you do. It is something you can call your own.
- Helps you make decisions by providing accurate, up-to-the-minute information.
Sample Sales Phrases to a High "I"
- In making many business contacts, it is rare that I find individuals as enthusiastic and motivated as you!
- I was quite favorably impressed with the energy you share with others in your working environment.
- By combining our product/service with what you are presently doing, you will be even more successful in communicating with your employees.
- Others have gained professional recognition in adapting this product/service, and with your contacts, energy and enthusiasm you can surpass their achievements.
- If you have any questions please call me so we can get together for lunch and discuss it further.
 Sample Sales Phrases to a High "S"
- We are a steady, reliable organization providing product/service for seventeen years.
- Our product/service will help you work smarter by helping you concentrate on your most valuable resources-your employees.
- We can help continue to keep your productivity high.
- Our product/service gives you security by helping to focus on communications with employees.
- The enclosed information will provide the necessary statistics to help you make a sound decision.
Sample Sales Phrases to a High "C"
- Choosing our product/service is a wise business decision that will stand up to your high standards of operation.
- This product/service provides accurate reports to assist you with managing and communicating with your employees.
- This product/service will make your work environment more secure without abrupt changes in operating procedure.
- Please review in detail the enclosed information, then, draw your own conclusions.
- With a product/service this important, let's set up several sessions where we can clarify all the possible alternatives.
- Certainly it takes more time to focus business letters toward a particular style, but the improved effectiveness of the communication would be well worth the effort.
Using the above techniques will help you build instant rapport and credibility with your clients.
Bill Bonnstetter, Target Training International - Used by Permission
1-866-988-RAIN
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