Selling with DISC: 4 Personality Types Your Sales Reps Must Recognize
Friday, November 1, 2019 12:30 PM - 1:30 PM EDT
Using the wrong communication approach can push potential customers away and your sales team members may not even realize it. The ability to influence the customer’s behavior is the key to the sales team’s success. The challenge is that customers have different personalities and decision-making styles, all of which are likely different than your own.
Once we understand patterns of thoughts, temperament and behavior, we can understand and predict how people think, act and behave. Once reps know the personality, communication and buying style of the customer, and then adapt their style to fit, they’ll have a potent sales tool that will give a competitive advantage.
Join us for this LTEN webinar as we will discuss the four customer personality types and ways your reps can adjust their approach to quickly build rapport and increase the likelihood of closing the deal. Susan Davis, director, global sales training, PSG at ThermoFisher Scientific and owner/president of SH Davis Empowerment Group, will lead the interactive and fun session on “DISCovering” your team’s potential.
At this webinar, Susan will help you understand:
- The basics of DISC and how to identify the four different personality styles.
- The personality, communication and buying styles of customers.
- How reps can adjust communication styles to fit their customers.
- How using DISC can connect with customers to understand their needs and deliver quality solutions.
Susan H. Davis is the Director, Global Sales Training for the PSG Division of Thermo Fisher Scientific and also the Founder and President of S.H. Davis Empowerment Group.
Susan is a seasoned sales, training and leadership professional with over eighteen years' experience in the medical, pharmaceutical and the nonprofit industry. Susan has held leadership positions with the Boy and Girl Scouts of America, Pfeiffer University, Dun & Bradstreet, Pfizer Pharmaceuticals, Biomet, Lima, Exactech and Thermo Fisher Scientific. Susan has served in varied roles in Experiential Education, Medical Education, Field Sales, Sales Management, Sales Training and Leadership Training. Susan has an extensive background in sales leadership, learning strategy and curriculum development, project management, product launch and pre-market development experience – including sales force expansion and training, training workshop development and roll-out. Her significant accomplishments have been recognized with numerous awards for sales excellence, leadership performance and peer recognition.
Register today for this free, LTEN webinar. Not an LTEN member? Join today and realize the value.