Nail the Sale – The 4 Rs

This lesson is the absolute essential ingredient to understanding your client, and adapting your sales process to meet each and every client's internal need and motivation. When you can consistently master this understanding, you will see your sales closing rate dramatically improve. 

Trust vs. Relationship

Determining how to build rapport is essentially to starting the sale off right. *HINT: the close happens at the beginning!

Resting Face

One of the first clues you'll notice from anyone is their resting face! It tells you a lot, and helps you identify your client before they even utter a word.

Moving Through Space

Observing how people move through space will give you more clues about who they are, and the way they see the world.

Clothing Choices - Part 1

What people wear tells you a lot about who they are. Check out today's clues and cues.

Clothing Choices Part 2

So now that you know who is wearing what, you'll know what to do with this info!

Written Correspondence

You can tell a lot about a person by they way they write. Find out what the clues are that help you understand how best to respond.

Mental Pace for Outgoing Types (D & I)

This video demonstrates the mental pace of an outgoing person (D & I). This clue will help you determine how to modify your approach during the sales process.

Mental Pace for Reserved Types (S & C)

This lesson discusses the pace for more reserved types - Ss and Cs. Paying attention to your 'real time' thinkers will give you a huge advantage to building rapport with them because they'll see that you really understand the way they process new information.

The 4 Fs for Functional Presentations that Win Clients Over

This lesson demonstrates the overall approach you to take when dealing with each of the personality quadrants.

Operational Words for D & I

Listening for key words will help you determine which quadrant a person might be most comfortable in.

Operational Words for S & C

This lesson demonstrates the words S & C quadrants use most frequently, to express their mode of operation.

Physical Spaces – Office

Noticing physical spaces is another visual clue to identifying the person you're working with.

The 4 As of Affirmation - D & I

If you want to know what matters to a person, notice what they put on display. It will tell you everything they are looking for to be affirmed. Check out what affirms Ds and Is. 

The 4 As of Affirmation – S & C

If you want to know what matters to a person, notice what they put on display. It will tell you everything they are looking for to be affirmed. Check out what affirms Ss and Cs. 

Objections – D & C (Task)

With crystal ball clarity, you can predict the type of objections you may get from any personality. This lesson looks at the D & C (task) traits.

Objections – I & S (People)

Spirit Animals

Sometimes it's easier to visualize the DISC quadrants into "spirit animals". It's an effective way to understand naturally occurring internal motivators, so you can help each person achieve their goal in their way.

Least Like Me – Building Muscle

Understanding where you're weakest is the place where you can build muscle. Building strength in your weakest quadrant is actually where your Power Zone is! Nail this, and you will definitely work toward nailing the sale!

What, Who, How, Why Toolkit

Are you prepped with your sales TOOLKIT? Knowing which props you need to support your process helps each quadrant see that you really get what they need. Knowing when to pull them out and for who is even more essential.

Small Talk

Small talk... some people like it. Some people don't. Find out how to navigate this critical step at the beginning of your communication so you can quickly see how to modify your approach to suit your client's approach.

The Quiz or Questionnaire

Setting yourself up for quick success is as easy as a questionnaire or quiz. You could even make it fun or lighthearted like I did in order to understand the underlying motivations your clients have, before you even really start the conversation.

Packages and Offerings

There's a reason for Small, Medium, Large. It organizes our thought processes to help select the best right option. Of course, custom offers are always available, but starting somewhere gives us a place to work from.

Protect Yourself From Yourself

The power of knowing where your strength may become a weakness under pressure, is critical to protecting yourself from yourself. Are you so supportive to others that you forget to put your own oxygen mask on? There's a reason the airlines make that announcement.

Over Prepared vs Under Prepared

Do you research and prepare so much that you think there might be more you to do or uncover before you take action?Or are you fairly confident that you can handle most things, only to discover you might not be a prepared as you thought? 

Inching Toward The Close

Getting to the close is all about micro yeses along the way. In this lesson we'll cover a few ways to continue getting those little nods of affirmation, all the way to the close.

Power Words – D

Words that help and words that hurt. When you know what each quadrant wants to hear, you'll move the sales process along swiftly and with more confidence.

Power Words – I

Mastering the POWER WORDS for an I personality will move you closer to that sale, every time. Check out the 'happy words' on this video. 

Power Words – S

Understanding an S personality's POWER WORDS is this lesson's focus. Remember to keep to their pace and use calming words so you can move the sale forward without rushing them.

Power Words – C

This lesson looks at the POWER WORDS for a high C personality. If you get these right, you'll close more deals.

Strategic Presentation Approach – Including a Pre-Close Test Question

Even if you've missed all the clues and cues right up until you're ready to begin the (sales) conversation, you can follow this format to help you organize your thoughts, and create a sold flow of interaction toward the sale. 

Feature, Benefit, Tie-Down

You can sell any product or service to any client or customer - if you know the features to highlight, and why it benefits them. 

The Good, The Bad, The Adaptable

Here is the tell-all section. We'll take an honest look at all the best parts of each quadrant, as well as the blind spots no one wants to talk about. *These are the places where we're leaving money on the table.