Objective:

To read another person’s personality type to deal with that person in the way he/she prefers and therefore build relationships and increase influence. To become aware of your personality type and how you affect other people.

Anticipated Outcomes/Benefits:

The person who can effectively read, adapt and respond to another person will add to his/her interpersonal relations skills and grow as a salesperson. This module will identify the different personality types salespeople encounter, and how to best interact with these people.

Overview:

Every person has distinct ways of thinking, feeling, and acting, which reveal themselves in their behaviour. These behaviours can be grouped into four major categories and 18 distinct styles. People who can recognize or “read” another person’s behaviour style are able to adjust their interaction. Armed with this knowledge, salespeople can communicate more effectively with different people. Participants will also get to know themselves better. They will see how they actually project themselves when meeting others. They will discover the behaviour traits that, in their judgment, are ideal for their career. With this information they can, if needed, make adjustments to be more successful.

Teaching Method:

This module will involve a group discussion of the different personality types and on motivation. All participants will complete a DiSC Assessment prior to the workshop. This instrument determines which behaviour style participants demonstrate when at work. The Personal Profile System has been administered to over 43 million people since its development. Participants will study their results and learn how and why they affect people in both positive and negative terms. Most importantly, participants will learn what they can do to positively motivate the people they wish to influence. The module concludes with participants viewing short videos to help them to adapt their interactions positively, group discussions, eight (8) people-reading exercises, and three (3) selling situation role-plays.

Format:

1/2 day in-house or 2 x 120 minute virtual sessions

Module Outline:

• Introduction
• Objective/Benefit Statement
• Overview
• The Four Dimensions of Behaviour – Audio Recordings
• Motivation Principles
• The Personal Profile System Instrument
• Understanding Your DiSC Style
• Work Behaviour Characteristics
• Reading People Exercise
• DiSC Behaviour Characteristics
• Personality Expectations Exercise
• Adjusting your selling style to the Four Behavioural Styles
• Using DiSC in 3 Sales Role-plays
• Personal Action Plan for Next 30 Days

“The last session was absolutely amazing. I find myself classifying everyone I talk to which I suppose is perfect practice. I’m really amazed at how quickly I can pick up on what type of person I’m conversing with and how it changes the way I approach them. This is very powerful stuff when you think about it”  Daryl J.