WEBVTT 1 00:00:06.000 --> 00:00:07.600 How is everyone today? 2 00:00:08.880 --> 00:00:09.919 Doing well. 3 00:00:10.320 --> 00:00:11.040 Excellent. 4 00:00:12.275 --> 00:00:14.674 So I don't think you're really Suzanne, 5 00:00:14.674 --> 00:00:16.195 - are you? - I'm not. 6 00:00:17.635 --> 00:00:20.835 - Am I gonna see your face this time? - Yes, 7 00:00:20.835 --> 00:00:22.275 yes, yes, yes. What 8 00:00:22.675 --> 00:00:23.555 happened last time? 9 00:00:25.109 --> 00:00:28.310 - Well, I was we were going through a process, 10 00:00:28.470 --> 00:00:32.229 - and your screen, I couldn't see you. - Oh my gosh. 11 00:00:32.470 --> 00:00:33.110 - And, 12 00:00:33.350 --> 00:00:37.350 we were going with with Treppy. I was it was very it was kind of a funny experience. 13 00:00:37.350 --> 00:00:42.125 - It worked out well for me. I hear now. - Oh, that's right. That's right. Well 14 00:00:42.364 --> 00:00:47.324 - well, I'm glad you could make it. So and you can change your name - Yeah. 15 00:00:47.965 --> 00:00:49.565 - Anytime you want to 16 00:00:50.845 --> 00:00:51.485 somehow. 17 00:00:52.240 --> 00:00:54.240 - Let me see. - Sorry. 18 00:00:55.280 --> 00:00:56.160 - There we go. 19 00:00:56.800 --> 00:00:58.560 - There we go. Okay. 20 00:00:58.880 --> 00:01:04.720 Alright. And we are at we are at time to rock and roll. So so welcome. Welcome everyone. 21 00:01:05.760 --> 00:01:11.344 Today is is our our monthly webinar that is, as you know, 22 00:01:11.665 --> 00:01:13.185 an open conversation. 23 00:01:13.185 --> 00:01:14.625 We have a topic 24 00:01:14.784 --> 00:01:15.505 that 25 00:01:15.905 --> 00:01:19.825 relates to the blogs for the month, and the blogs this month 26 00:01:20.225 --> 00:01:24.680 are about DiSC. And they're about DiSC as it relates to us 27 00:01:25.320 --> 00:01:25.960 as 28 00:01:26.600 --> 00:01:28.280 especially as salespeople 29 00:01:29.320 --> 00:01:31.000 and sales managers. 30 00:01:32.360 --> 00:01:37.080 And so what we're gonna talk about with that today is we're gonna talk about it 31 00:01:37.505 --> 00:01:39.985 in the context of identifying 32 00:01:39.985 --> 00:01:40.785 ourselves. 33 00:01:40.785 --> 00:01:42.305 Like, what am I? 34 00:01:42.785 --> 00:01:44.945 What comes with that distinction? 35 00:01:46.385 --> 00:01:47.025 And 36 00:01:47.905 --> 00:01:50.385 it's in that world. Net in September, 37 00:01:50.940 --> 00:01:53.420 we're going to talk about how to identify 38 00:01:53.420 --> 00:01:54.940 what customers are 39 00:01:55.340 --> 00:01:59.580 and what that means in working with different people of different, 40 00:02:00.060 --> 00:02:03.020 DISC profiles and really how we wanna adapt to that. 41 00:02:03.100 --> 00:02:07.534 But for us today, that's what we're gonna look at is just about ourselves. 42 00:02:07.854 --> 00:02:08.495 So, 43 00:02:09.294 --> 00:02:12.335 I would love to know who knows 44 00:02:12.894 --> 00:02:14.655 what your disc style 45 00:02:15.694 --> 00:02:16.015 is. 46 00:02:17.550 --> 00:02:19.150 If you've either taken 47 00:02:19.950 --> 00:02:20.590 the 48 00:02:21.390 --> 00:02:23.150 well, the there's a free one, 49 00:02:24.510 --> 00:02:29.550 and there's one that I offer that isn't free, but it it's more comprehensive, 50 00:02:29.790 --> 00:02:31.470 and it's in 51 00:02:32.165 --> 00:02:34.805 the focus of sales. 52 00:02:34.885 --> 00:02:35.525 So 53 00:02:35.685 --> 00:02:38.165 you will learn how you 54 00:02:38.965 --> 00:02:43.285 based on what your profile is, how do you tend to connect? 55 00:02:43.285 --> 00:02:46.565 How do you tend to ask discovery questions? How do you tend to make presentations? 56 00:02:46.940 --> 00:02:51.500 Where your challenges and soft spots are in terms of your particular, 57 00:02:52.380 --> 00:02:53.100 profile. 58 00:02:53.500 --> 00:02:55.020 But what we're gonna do 59 00:02:55.260 --> 00:02:57.740 today is we're going to talk about 60 00:02:58.140 --> 00:02:58.780 each of them. 61 00:02:59.435 --> 00:03:01.995 So what I'd love to know, though, before 62 00:03:02.475 --> 00:03:03.595 we begin 63 00:03:03.835 --> 00:03:07.995 is what is it about disc about yourself 64 00:03:08.475 --> 00:03:12.475 that you would most like to know to make sure that I cover that today? 65 00:03:13.550 --> 00:03:17.870 Anyone wanna give it a shot? I think most people are muted, 66 00:03:17.870 --> 00:03:19.390 but Tammy's not. 67 00:03:19.709 --> 00:03:23.310 And, Tammy, I noticed you had your dog with you, which is even great. Yeah. 68 00:03:24.190 --> 00:03:26.670 Okay. Gotta figure out how to mute it. 69 00:03:27.310 --> 00:03:29.230 - That's okay. - Let's see. Radiator. 70 00:03:33.445 --> 00:03:34.085 - Okay. 71 00:03:34.485 --> 00:03:39.045 So so is there anything in particular and you can put it in the chat if you want to. 72 00:03:39.205 --> 00:03:40.965 But is there anything in particular 73 00:03:41.380 --> 00:03:44.580 that you wanna make sure that we talk about today 74 00:03:44.900 --> 00:03:49.140 in the context of what you wanna know about yourself 75 00:03:49.540 --> 00:03:50.900 when it comes to disc? 76 00:03:58.105 --> 00:03:58.745 Okay. 77 00:03:58.745 --> 00:04:04.905 You may not know something right away, but as we go through this, if something occurs to you, either put it in the chat. 78 00:04:04.905 --> 00:04:07.545 I'll see that there's something in there or 79 00:04:07.625 --> 00:04:08.425 just 80 00:04:08.584 --> 00:04:13.620 ask. Just, like, ask. You can unmute yourself and say, excuse me, I have a question. 81 00:04:13.620 --> 00:04:14.580 That would be great. 82 00:04:14.900 --> 00:04:15.540 Okay. 83 00:04:15.780 --> 00:04:16.339 So 84 00:04:17.139 --> 00:04:19.459 let me explain some things about DISC. 85 00:04:19.940 --> 00:04:21.380 So DISC, 86 00:04:21.380 --> 00:04:24.820 D I S C, stands for dominance, 87 00:04:26.005 --> 00:04:27.045 influence, 88 00:04:27.685 --> 00:04:28.885 steadiness, 89 00:04:29.205 --> 00:04:30.325 and compliance. 90 00:04:31.525 --> 00:04:33.685 And what those four areas 91 00:04:33.685 --> 00:04:34.645 measure 92 00:04:34.885 --> 00:04:36.725 and what your score 93 00:04:36.965 --> 00:04:37.845 measures 94 00:04:37.845 --> 00:04:38.245 is, 95 00:04:39.690 --> 00:04:41.370 D dominance 96 00:04:41.850 --> 00:04:42.970 represents 97 00:04:43.050 --> 00:04:44.970 how you deal 98 00:04:45.050 --> 00:04:47.050 with problems and challenges. 99 00:04:47.690 --> 00:04:49.770 And let's say that that's on 100 00:04:50.169 --> 00:04:54.729 kind of a spectrum all the way from dealing with them directly 101 00:04:54.465 --> 00:04:57.345 to being reflective and thinking about them. 102 00:04:57.824 --> 00:05:01.985 Right? Influence 103 00:05:02.865 --> 00:05:03.905 measures 104 00:05:05.425 --> 00:05:06.945 how you influence 105 00:05:07.490 --> 00:05:11.090 other people, their thoughts and actions of other people. 106 00:05:11.730 --> 00:05:14.450 Steadiness 107 00:05:14.450 --> 00:05:15.410 measures 108 00:05:15.810 --> 00:05:16.450 your 109 00:05:16.610 --> 00:05:19.250 engagement in your environment 110 00:05:19.410 --> 00:05:20.290 and 111 00:05:22.295 --> 00:05:24.455 how predictable and regular 112 00:05:24.935 --> 00:05:30.695 that environment is, which the way you like that, which steadiness is on the high 113 00:05:30.935 --> 00:05:33.335 end of that. And then compliance 114 00:05:33.335 --> 00:05:34.055 is 115 00:05:34.375 --> 00:05:35.495 how you 116 00:05:37.560 --> 00:05:38.520 respond 117 00:05:38.919 --> 00:05:41.400 to rules that are set by other people. 118 00:05:43.560 --> 00:05:44.200 Right? 119 00:05:44.840 --> 00:05:45.480 So 120 00:05:45.720 --> 00:05:50.040 most of us, I mean, when we think of 121 00:05:49.095 --> 00:05:51.575 DiSC on like a in a quadrant, 122 00:05:52.055 --> 00:05:53.575 most of us have 123 00:05:55.415 --> 00:05:56.695 a combination of two. 124 00:05:56.695 --> 00:06:01.255 We might be dominant influence, influence steady, steady compliant, compliant dominant, 125 00:06:01.560 --> 00:06:02.760 or the reverse. 126 00:06:03.080 --> 00:06:05.400 Most of us might have a 127 00:06:05.960 --> 00:06:06.840 combination. 128 00:06:06.840 --> 00:06:09.160 Our two highest scores 129 00:06:09.639 --> 00:06:16.840 might be a combination of two that are side by side each other, adjacent to each other on this on this on the quadrant 130 00:06:17.085 --> 00:06:18.205 matrix. 131 00:06:19.164 --> 00:06:25.885 It's more unusual to find someone who's a combination whose top numbers are dominant, steady, 132 00:06:26.285 --> 00:06:27.805 or compliant influence 133 00:06:27.805 --> 00:06:32.604 since those are really opposite each other. They're not like each other. 134 00:06:33.940 --> 00:06:34.580 So 135 00:06:35.460 --> 00:06:37.700 what so there's that. So 136 00:06:39.460 --> 00:06:40.820 all of the styles 137 00:06:40.820 --> 00:06:43.060 share some things together. 138 00:06:43.220 --> 00:06:46.020 They share some things that are similar to each other. 139 00:06:46.020 --> 00:06:48.660 And I'm gonna put a screen up here so that you can actually 140 00:06:49.565 --> 00:06:51.965 see it. And all of dominance 141 00:06:52.205 --> 00:06:52.605 all 142 00:06:53.485 --> 00:06:56.925 all all of all of the four quadrants 143 00:06:57.085 --> 00:06:58.525 share qualities 144 00:06:58.605 --> 00:07:00.605 with two other quadrants, 145 00:07:00.845 --> 00:07:01.485 meaning that 146 00:07:02.420 --> 00:07:05.540 dominants share qualities with influence. 147 00:07:05.700 --> 00:07:08.340 Dominants also share qualities 148 00:07:08.500 --> 00:07:09.220 with 149 00:07:10.820 --> 00:07:11.860 compliance. 150 00:07:12.340 --> 00:07:16.500 So I'm gonna share my screen in one second and pull up the grid so you can see it. 151 00:07:17.495 --> 00:07:18.215 Okay. 152 00:07:26.535 --> 00:07:27.415 Okay. 153 00:07:27.895 --> 00:07:29.255 Share screen in one second. 154 00:07:32.139 --> 00:07:32.780 Okay. 155 00:07:33.180 --> 00:07:33.820 So 156 00:07:34.460 --> 00:07:35.900 and you can all see this. 157 00:07:36.380 --> 00:07:39.660 So if we look at it, dominance and influence 158 00:07:39.740 --> 00:07:43.180 all share their if you'll notice what is in 159 00:07:43.660 --> 00:07:44.780 the bold 160 00:07:44.780 --> 00:07:46.220 the bold 161 00:07:46.595 --> 00:07:48.355 word is results. 162 00:07:48.995 --> 00:07:49.795 And so 163 00:07:50.035 --> 00:07:50.915 dominance 164 00:07:51.395 --> 00:07:53.155 share with influence 165 00:07:53.155 --> 00:07:55.475 that they have a high result orientation. 166 00:07:56.675 --> 00:07:59.235 Because of that high result orientation, 167 00:07:59.990 --> 00:08:01.990 they are their communication 168 00:08:01.990 --> 00:08:03.270 is to the point. 169 00:08:03.750 --> 00:08:06.150 It's about big picture information, 170 00:08:06.150 --> 00:08:07.510 not a lot of details. 171 00:08:07.990 --> 00:08:12.070 The way they do things, the way they walk, talk, make decisions is 172 00:08:12.150 --> 00:08:12.870 fast paced. 173 00:08:13.415 --> 00:08:18.135 They have what's called a motivation toward, which means they look to get things. 174 00:08:18.135 --> 00:08:19.415 They don't look to just 175 00:08:19.735 --> 00:08:22.695 they don't look to avoid things. They actually look to get things. 176 00:08:23.015 --> 00:08:27.095 And in communication with other people, they have an active engagement. 177 00:08:28.110 --> 00:08:29.470 So those 178 00:08:29.550 --> 00:08:30.190 words, 179 00:08:31.150 --> 00:08:36.990 high result orientation, which influences all of the other words there, those words are true of 180 00:08:37.230 --> 00:08:38.669 both dominance 181 00:08:38.669 --> 00:08:41.790 and influence. And how they manifest 182 00:08:41.870 --> 00:08:42.590 is different. 183 00:08:43.825 --> 00:08:45.025 On the other side, 184 00:08:45.345 --> 00:08:47.585 we have compliance and steadiness, 185 00:08:47.745 --> 00:08:51.425 which rather than being result driven, they're process driven. 186 00:08:51.825 --> 00:08:54.065 Rather than being direct in communication, 187 00:08:54.305 --> 00:08:56.945 they're roundabout and indirect in how they communicate. 188 00:08:58.079 --> 00:09:01.680 Rather than giving you a big picture response to something, 189 00:09:01.920 --> 00:09:05.120 they're much more apt to give you details in a response. 190 00:09:05.839 --> 00:09:08.800 Rather than being fast paced, they're slower paced. 191 00:09:08.800 --> 00:09:11.440 And what I mean by that is because of all of their details, 192 00:09:12.045 --> 00:09:15.005 they're apt to make decisions slowly, 193 00:09:15.165 --> 00:09:18.125 deliberate over them, involve other people, 194 00:09:18.524 --> 00:09:20.685 get a lot of information research. 195 00:09:21.005 --> 00:09:25.725 That's that adds to the slow paced ness of their decision making process. 196 00:09:27.149 --> 00:09:30.029 Unlike dominance and influencers who have a motivation 197 00:09:30.350 --> 00:09:32.029 toward to get something, 198 00:09:32.750 --> 00:09:37.709 compliance and steadiness have what's called a motivation away from. They look to avoid things. 199 00:09:39.275 --> 00:09:39.915 Right? 200 00:09:40.155 --> 00:09:42.395 And rather than an engagement 201 00:09:42.875 --> 00:09:46.395 that is active, that they would walk up and introduce themselves, 202 00:09:46.635 --> 00:09:50.075 compliance and steadiness have what's called passive engagement, 203 00:09:50.155 --> 00:09:51.035 which means 204 00:09:51.209 --> 00:09:58.410 they are much more apt to wait for someone to introduce themselves to them and to start a conversation with them. 205 00:09:59.449 --> 00:10:01.449 Okay. So far so good? 206 00:10:02.490 --> 00:10:03.290 Alright. 207 00:10:03.610 --> 00:10:06.730 So along with that, we have 208 00:10:08.225 --> 00:10:14.385 so that's the top and the bottom, what they what they have together. Now let's look left and right. 209 00:10:14.625 --> 00:10:16.385 Dominance and compliance 210 00:10:16.465 --> 00:10:21.905 share qualities also. And you'll notice that there's also a couple of words that are bold. 211 00:10:22.280 --> 00:10:29.320 Both dominance and compliance are task driven people, and they're looking to control an aspect of it. 212 00:10:29.400 --> 00:10:31.080 So I'll stop it right there. 213 00:10:31.400 --> 00:10:32.760 What aspect 214 00:10:33.400 --> 00:10:38.575 of a task do you think a dominant is going to try to control? 215 00:10:41.935 --> 00:10:45.055 Anyone wanna just either shout it out or chat it out? 216 00:10:46.735 --> 00:10:47.935 It's right on the screen. 217 00:10:54.839 --> 00:10:55.720 Right here. 218 00:10:56.120 --> 00:10:57.079 The results. 219 00:10:57.319 --> 00:10:59.320 Dominants look to control 220 00:10:59.399 --> 00:11:04.439 the results of the task. They don't care how you get there. They just care that you do. 221 00:11:05.214 --> 00:11:07.535 Right? They don't want to know how you got there. 222 00:11:08.015 --> 00:11:09.135 Just get it done. 223 00:11:10.015 --> 00:11:10.895 Dominance, 224 00:11:10.895 --> 00:11:16.415 but compliance on the other hand, compliance look to control the process of the task. 225 00:11:16.415 --> 00:11:21.380 They're less concerned with getting it done and more concerned that it's done right. 226 00:11:21.460 --> 00:11:23.300 That all the steps are followed. 227 00:11:24.100 --> 00:11:25.700 Both tasks and control, 228 00:11:25.860 --> 00:11:27.860 but two different elements of it. 229 00:11:28.580 --> 00:11:33.505 Along with that, dominance and and compliance are also 230 00:11:33.905 --> 00:11:35.345 harder to read. 231 00:11:35.345 --> 00:11:40.225 And so if someone's really hard to read because they don't give you much, not a lot of expression, 232 00:11:40.385 --> 00:11:43.505 not a lot of of of of conversation, 233 00:11:44.079 --> 00:11:47.200 not a lot of outward emotion being shown, 234 00:11:47.680 --> 00:11:55.040 that lends itself to being dominance or compliance because both of them are low responsive, which means they don't talk a lot, 235 00:11:55.519 --> 00:11:56.800 and self contained, 236 00:11:57.120 --> 00:11:58.480 which means they don't show you much. 237 00:11:59.605 --> 00:12:01.765 And that's these two here. 238 00:12:02.725 --> 00:12:04.325 Influence and steadiness, 239 00:12:04.565 --> 00:12:06.885 like these two, influence and steadiness 240 00:12:06.885 --> 00:12:09.205 also share forth share forth things. 241 00:12:09.925 --> 00:12:13.205 Unlike task and control that's true for dominance and compliance, 242 00:12:14.150 --> 00:12:19.430 influence is steadiness rather than task. They're about relationship. They're more about people. 243 00:12:19.830 --> 00:12:21.350 And rather than control, 244 00:12:21.510 --> 00:12:22.710 they're about support. 245 00:12:23.350 --> 00:12:27.190 Right? So an influence is going to produce results 246 00:12:27.985 --> 00:12:30.145 by the support of relationships, 247 00:12:30.385 --> 00:12:33.265 meaning they get things done through other people, 248 00:12:33.905 --> 00:12:36.785 and they support the success of other people. 249 00:12:37.185 --> 00:12:38.785 So they're good cheerleaders. 250 00:12:38.785 --> 00:12:39.905 They're good salespeople. 251 00:12:40.350 --> 00:12:44.430 They'll talk you into stuff just because that's how they that's how they roll. 252 00:12:45.630 --> 00:12:46.509 Steadiness, 253 00:12:46.509 --> 00:12:47.070 however, 254 00:12:47.389 --> 00:12:51.630 is when it comes to support and relationship, for them, it's about the process. 255 00:12:51.870 --> 00:12:55.230 While an influence might have a best friend in every major city, 256 00:12:55.865 --> 00:13:01.704 steadiness has the same friends since grammar school because they're about maintaining relationships 257 00:13:01.704 --> 00:13:06.264 rather than having brand new shiny relationships like an influencer would want. 258 00:13:06.824 --> 00:13:08.745 So when it comes to communication, 259 00:13:09.700 --> 00:13:13.300 influence and steadiness are both high response, 260 00:13:13.540 --> 00:13:18.500 meaning they talk a lot and they'll tell you things about themselves, 261 00:13:18.660 --> 00:13:21.620 maybe more than you want to know, but they'll tell you things about themselves. 262 00:13:22.194 --> 00:13:24.355 Right? So when we look at these 263 00:13:26.834 --> 00:13:27.555 quadrant, 264 00:13:28.115 --> 00:13:32.195 want to just are little plus signs in the corners. That's because we want to add 265 00:13:32.834 --> 00:13:34.834 what's on the top and what's on the left. 266 00:13:35.199 --> 00:13:39.279 And what we're gonna get is someone that values efficiency and effectiveness. 267 00:13:39.440 --> 00:13:41.760 Get it done right and get it done right now. 268 00:13:42.720 --> 00:13:43.600 Influence. 269 00:13:43.839 --> 00:13:52.625 When you add what's on the top and add what's on the side, you have someone who is looking to is looking for something unique, something fun and entertaining, 270 00:13:52.865 --> 00:13:58.225 something that's gonna motivate people to take action and do things because that's how they're wired. 271 00:13:59.025 --> 00:13:59.985 Steadiness, 272 00:13:59.985 --> 00:14:04.785 when you combine the right and the bottom, what steadiness is looking for is 273 00:14:05.120 --> 00:14:06.000 understanding, 274 00:14:06.000 --> 00:14:06.880 appreciation, 275 00:14:06.880 --> 00:14:10.000 fairness, and harmony. They want everyone to get along. 276 00:14:11.040 --> 00:14:14.720 And they're the largest percentage of the population, by the way. 277 00:14:15.199 --> 00:14:16.320 And compliance, 278 00:14:16.320 --> 00:14:17.600 second largest percentage. 279 00:14:18.095 --> 00:14:20.895 Compliance, when you add the left and the bottom, 280 00:14:21.055 --> 00:14:23.615 you have someone who's an engineer, 281 00:14:23.935 --> 00:14:29.695 someone who is in tends to be in a role that has a lot of detail orientation. 282 00:14:30.240 --> 00:14:34.560 Architects 283 00:14:34.560 --> 00:14:36.080 tend to be compliance. 284 00:14:36.080 --> 00:14:38.560 Thank God. Engineers are compliant. 285 00:14:39.040 --> 00:14:42.640 You know, people that their lives depend on the accuracy of their data. 286 00:14:43.455 --> 00:14:47.775 Right? Because that's what they want. They want they want the world to be specific. 287 00:14:47.935 --> 00:14:50.015 They want people to be, 288 00:14:51.455 --> 00:14:53.775 more accurate and more prepared. 289 00:14:54.015 --> 00:14:56.095 That would make their life really, really happy. 290 00:14:57.269 --> 00:14:58.390 So that's 291 00:14:58.709 --> 00:15:00.470 that's the matrix. 292 00:15:00.709 --> 00:15:03.670 That's how we're all divided up. 293 00:15:04.389 --> 00:15:05.110 All right. 294 00:15:05.509 --> 00:15:08.709 So what we're going to look at, I'm going to 295 00:15:09.075 --> 00:15:13.635 I'm gonna leave this up here. But what I'm gonna give you is I'm gonna start to give you 296 00:15:13.955 --> 00:15:20.595 some natural strengths that go along with each one, and I'm gonna leave them up here so you can kinda see why that would be. 297 00:15:20.995 --> 00:15:22.275 Okay. 298 00:15:22.515 --> 00:15:23.155 So 299 00:15:23.510 --> 00:15:26.070 when I I'm gonna break it down into 300 00:15:27.029 --> 00:15:30.470 each of them, dominance, influence, steadiness, and compliance. 301 00:15:30.470 --> 00:15:36.390 But I'm gonna I'm gonna talk to you a little bit about what the strengths and areas for opportunity are with each. 302 00:15:36.845 --> 00:15:38.285 So as salespeople 303 00:15:38.285 --> 00:15:39.405 as salespeople, 304 00:15:39.805 --> 00:15:43.325 dominance are fearless. As a strength, they're fearless. 305 00:15:43.485 --> 00:15:48.285 They're they are willing to be uncomfortable to get a sale, and they're always gonna be focused on results. 306 00:15:49.180 --> 00:15:53.260 Their downside is they have a hard time connecting with a variety of people. 307 00:15:53.740 --> 00:15:54.380 They, 308 00:15:55.100 --> 00:15:58.300 they aren't great at being inquisitive 309 00:15:58.380 --> 00:16:01.740 about other people unless there's kind of something in it for them, 310 00:16:02.140 --> 00:16:03.420 and they can lack patience. 311 00:16:04.145 --> 00:16:05.425 So that's the downside. 312 00:16:05.425 --> 00:16:10.545 As salespeople, if you have high dominance in your DISC profile, those things might resonate. 313 00:16:11.665 --> 00:16:13.345 Influence, strengths, 314 00:16:13.665 --> 00:16:15.505 high energy, high enthusiasm. 315 00:16:16.080 --> 00:16:23.600 They they have a great personality and ability to connect with a variety of people, never met a stranger ever ever, 316 00:16:23.920 --> 00:16:28.800 and they're gonna they are absolutely willing to ask for the sale and probably ask for more than you expected. 317 00:16:29.715 --> 00:16:32.035 Challenges for them are organization, 318 00:16:32.835 --> 00:16:34.275 time undisciplined, 319 00:16:34.835 --> 00:16:36.195 not well prepared, 320 00:16:36.755 --> 00:16:40.355 they like to wing it, and they have weak detail orientation. 321 00:16:40.995 --> 00:16:41.395 Right? 322 00:16:42.810 --> 00:16:44.250 Next, steadiness. 323 00:16:45.530 --> 00:16:46.970 Strength for steadiness, 324 00:16:47.130 --> 00:16:48.330 very approachable, 325 00:16:48.650 --> 00:16:50.170 willing to help others, 326 00:16:50.410 --> 00:16:53.530 patient with the decision making process of other people. 327 00:16:55.370 --> 00:16:55.850 And 328 00:16:59.735 --> 00:17:06.774 they all they build loyal long standing relationships with people because they actually care about helping them get what they're looking for. 329 00:17:07.655 --> 00:17:13.440 Challenges for high steady is that they have concerns about being too pushy as salespeople. 330 00:17:14.560 --> 00:17:19.760 They actually will delay asking for the sale if they get any reticence or 331 00:17:20.080 --> 00:17:21.440 pushback from, 332 00:17:22.160 --> 00:17:23.119 a customer, 333 00:17:23.359 --> 00:17:25.200 and they take objections 334 00:17:25.359 --> 00:17:25.839 personally. 335 00:17:27.825 --> 00:17:29.585 So this is the wiring. 336 00:17:29.665 --> 00:17:33.585 You're not restricted to these, but if you if this is you, 337 00:17:33.905 --> 00:17:36.144 this is what you probably wanna watch for. 338 00:17:36.625 --> 00:17:41.265 Lastly, when it comes to strengths and weaknesses or areas for that are challenging, compliance. 339 00:17:41.600 --> 00:17:43.919 They have very strong product 340 00:17:44.160 --> 00:17:45.039 information, 341 00:17:45.520 --> 00:17:47.600 very strong process knowledge. 342 00:17:47.680 --> 00:17:51.360 They follow the rules, and their orders are accurate. 343 00:17:51.680 --> 00:17:53.200 Accurate. Accurate. Accurate. 344 00:17:53.735 --> 00:17:54.615 However, 345 00:17:55.015 --> 00:17:59.174 they do have difficulty with in retail or in a showroom setting, 346 00:17:59.575 --> 00:18:02.775 they have difficulty with the variable variability 347 00:18:03.175 --> 00:18:04.215 of people 348 00:18:04.455 --> 00:18:05.175 and retail. 349 00:18:06.550 --> 00:18:07.990 That makes them uncomfortable. 350 00:18:07.990 --> 00:18:14.150 They can be a little bit too black and white to follow the rules exactly as they as as they're supposed to happen. 351 00:18:14.470 --> 00:18:18.230 And they have some difficulty connecting with a variety of people. 352 00:18:19.435 --> 00:18:20.155 Okay. 353 00:18:20.315 --> 00:18:22.794 Does that resonate for anyone so far? 354 00:18:24.795 --> 00:18:25.515 Yes. 355 00:18:26.395 --> 00:18:27.755 Okay. So 356 00:18:29.195 --> 00:18:30.955 if you don't know what you are, 357 00:18:32.510 --> 00:18:36.830 and we'll talk about this again in September when we talk about how to identify other people. 358 00:18:37.230 --> 00:18:39.869 But one of the easiest ways is if 359 00:18:40.590 --> 00:18:44.669 either you ask someone to describe something or someone asks you, 360 00:18:45.175 --> 00:18:48.775 describe that to me. I mean, this goes for those of you that I've worked with before. 361 00:18:48.775 --> 00:18:52.375 Like, this is all about, like, sketching the room. When you say describe the room to me, 362 00:18:52.855 --> 00:18:54.055 how someone 363 00:18:54.055 --> 00:18:55.095 describes 364 00:18:55.095 --> 00:18:55.895 something 365 00:18:56.135 --> 00:18:57.335 is always 366 00:18:57.950 --> 00:18:59.309 in their DISC style. 367 00:18:59.630 --> 00:19:04.110 Always. It can't be any other way but in their DISC style. 368 00:19:04.510 --> 00:19:08.670 It can't be any other way because they don't know they're describing it in their DISC style. 369 00:19:08.670 --> 00:19:13.309 They're just describing it as they understand it. So a dominant is gonna give you 370 00:19:13.745 --> 00:19:14.785 abbreviated 371 00:19:14.785 --> 00:19:16.545 short word bullets, 372 00:19:16.545 --> 00:19:17.585 maybe three of them. 373 00:19:17.905 --> 00:19:21.425 Influence is gonna give you a lot of hyperbole, like either, oh, it's too hideous. 374 00:19:21.425 --> 00:19:24.945 I can't even talk about it. Or, oh my god. It's unbelievable. 375 00:19:24.945 --> 00:19:29.980 You're gonna get a lot of that. A lot of energy and a lot of that. Steadiness is gonna tend to 376 00:19:30.380 --> 00:19:34.380 describe something around either the function or the people 377 00:19:34.780 --> 00:19:36.620 that participate in that, 378 00:19:37.020 --> 00:19:38.060 and compliance 379 00:19:38.060 --> 00:19:39.660 are going to give you 380 00:19:39.900 --> 00:19:41.660 really, really, really specific data. 381 00:19:41.660 --> 00:19:45.315 They might say something like, well, the room's not exactly square. 382 00:19:45.475 --> 00:19:51.235 It's 14 feet six inches by 14 feet eight inches, so it's not really square. 383 00:19:52.275 --> 00:19:55.155 Because that's how they are. They're just so specific and accurate. 384 00:19:55.519 --> 00:20:00.399 So if you want to know what someone is, just ask them to describe anything. 385 00:20:00.480 --> 00:20:04.159 Describe the movie. Describe dinner. Describe anything. 386 00:20:04.240 --> 00:20:05.359 They can't 387 00:20:05.360 --> 00:20:09.999 not describe it in anything other than their disc style. It's like amazing. 388 00:20:10.240 --> 00:20:10.559 Okay. 389 00:20:11.255 --> 00:20:13.575 Alright. So let's talk about 390 00:20:13.815 --> 00:20:14.375 you 391 00:20:15.255 --> 00:20:17.175 and how you affect other people. 392 00:20:17.975 --> 00:20:20.295 So left to our own devices, 393 00:20:20.535 --> 00:20:22.135 letting our wiring, 394 00:20:22.135 --> 00:20:25.335 our disc wiring run the show without 395 00:20:25.335 --> 00:20:26.215 managing it, 396 00:20:27.179 --> 00:20:30.699 there are things that are gonna are gonna happen with other people. 397 00:20:31.179 --> 00:20:31.820 So 398 00:20:32.940 --> 00:20:34.859 if you're high dominance, 399 00:20:35.740 --> 00:20:39.100 that your ability to move the conversation to 400 00:20:40.155 --> 00:20:41.835 an outcome quickly 401 00:20:41.995 --> 00:20:46.155 will be something that some of your customers like and some don't like. 402 00:20:47.195 --> 00:21:01.659 That your focus on getting things done and really being deliberate and really quick and and bang bang bang about it is something that is is great for quick decision makers and difficult for reflective decision makers. 403 00:21:02.220 --> 00:21:03.980 And your abbreviated 404 00:21:04.220 --> 00:21:05.740 communication style, 405 00:21:05.740 --> 00:21:05.820 like, 406 00:21:08.765 --> 00:21:13.725 what's your living room look like? It's big. Your abbreviated communication style 407 00:21:13.885 --> 00:21:17.325 might be a challenge for people who want more information. 408 00:21:18.845 --> 00:21:20.365 If you're if you're influenced, 409 00:21:20.820 --> 00:21:23.779 that your charm and playfulness is welcomed 410 00:21:23.940 --> 00:21:28.340 by a lot of people and yet can seem unserious 411 00:21:28.340 --> 00:21:30.499 and flighty by others. 412 00:21:30.980 --> 00:21:33.460 So when you cross the board diagonally, 413 00:21:33.985 --> 00:21:35.344 things get interesting 414 00:21:36.065 --> 00:21:36.865 because 415 00:21:36.865 --> 00:21:39.504 your show doesn't work in every theater. 416 00:21:40.144 --> 00:21:48.070 So the people that are gonna have the most difficult time with you are the people who are across from you diagonally. 417 00:21:48.309 --> 00:21:55.269 So if you're high dominance and you want to bang through a sale and get it done, that's going to be hard for a steady to do. 418 00:21:55.830 --> 00:21:57.749 Because that's not how they make decisions. 419 00:21:58.230 --> 00:22:02.470 So we need to sell the way people buy instead of selling the way we buy. 420 00:22:03.395 --> 00:22:04.674 And when you do that, 421 00:22:04.995 --> 00:22:10.274 your customers are gonna have it's gonna be easy for them. Okay. Staying with influence. 422 00:22:10.355 --> 00:22:16.274 Influence the one of the downsides is that influence tends to rely a lot on their personality. 423 00:22:17.250 --> 00:22:20.690 And it makes some customers a little wary of 424 00:22:21.090 --> 00:22:26.769 making a mistake because they don't know that all the t's have been crossed and all the i's have been dotted. 425 00:22:27.170 --> 00:22:28.770 While your enthusiasm 426 00:22:28.770 --> 00:22:29.970 is contagious, 427 00:22:31.245 --> 00:22:35.325 it can be a catalyst for someone looking to 428 00:22:35.645 --> 00:22:40.205 hold on the decision now and rather than get caught up in the enthusiasm, 429 00:22:40.525 --> 00:22:45.325 hold on the decision, think about it so that they give themself a little bit of breathing room. 430 00:22:45.485 --> 00:22:46.125 Just know that. 431 00:22:46.909 --> 00:22:48.509 If you're high steady, 432 00:22:48.830 --> 00:22:53.309 customers absolutely will welcome how much you care about them 433 00:22:53.630 --> 00:22:56.349 and how much you wanna help them to make a good decision. 434 00:22:57.070 --> 00:22:59.230 Your desire to stay connected 435 00:22:59.230 --> 00:23:04.264 with them will actually help you to build a large and loyal 436 00:23:04.345 --> 00:23:07.384 large and loyal customer base, honestly. 437 00:23:07.945 --> 00:23:11.705 Your approachable nature allays customers' concerns, 438 00:23:11.785 --> 00:23:16.105 and they can and that you can it will allow them to take action now. So 439 00:23:16.559 --> 00:23:17.999 so it seems like 440 00:23:18.799 --> 00:23:20.799 it's at cross purposes because 441 00:23:21.200 --> 00:23:27.839 high steady is not gonna ask for the sale quickly, but yet your demeanor and caring nature with customers 442 00:23:28.000 --> 00:23:33.455 allows you to actually be able to because they trust you. They trust that you're not looking to, 443 00:23:34.095 --> 00:23:34.654 like, 444 00:23:35.534 --> 00:23:40.014 sort of work them to get the sale, but actually have their best interest at heart. 445 00:23:40.815 --> 00:23:45.695 And what you wanna do is be aware that your careful approach 446 00:23:45.900 --> 00:23:47.340 to moving forward 447 00:23:47.740 --> 00:23:53.420 can actually have you not close sales that you could have gotten because your carefulness 448 00:23:53.420 --> 00:23:55.659 got in the way of taking action. 449 00:23:56.780 --> 00:23:58.380 And lastly, compliance. 450 00:23:59.260 --> 00:24:00.060 That 451 00:24:02.024 --> 00:24:04.184 your vast knowledge and information 452 00:24:04.825 --> 00:24:08.264 has people trust your information process. 453 00:24:08.825 --> 00:24:10.825 However and your due diligence 454 00:24:10.825 --> 00:24:11.864 is helpful, 455 00:24:11.945 --> 00:24:15.624 yet it really can hinder some people to be able to make a decision now 456 00:24:15.865 --> 00:24:16.264 because 457 00:24:18.000 --> 00:24:20.480 you want them to have a lot of information, 458 00:24:20.480 --> 00:24:25.200 and you have a tendency to talk too much about the 459 00:24:26.080 --> 00:24:28.880 elements of the product or the service 460 00:24:29.280 --> 00:24:30.160 that 461 00:24:31.415 --> 00:24:33.894 don't add value, add cost, 462 00:24:33.895 --> 00:24:39.654 that if some of those things weren't present that don't matter to the customer you're talking to, it wouldn't be as expensive. 463 00:24:40.535 --> 00:24:41.175 So 464 00:24:42.390 --> 00:24:45.030 I find that in working with salespeople 465 00:24:45.030 --> 00:24:46.630 as a sales trainer, 466 00:24:47.190 --> 00:24:49.830 a lot of salespeople say, well, I need more product knowledge. 467 00:24:49.830 --> 00:24:53.669 And those are usually high compliance and eye studies that need more product information. 468 00:24:53.910 --> 00:24:56.390 And actually, what most people need is more selling information. 469 00:24:57.154 --> 00:25:00.514 Okay. So that's how you occur for other people. 470 00:25:02.115 --> 00:25:02.754 And 471 00:25:05.235 --> 00:25:08.674 and just knowing that and knowing, yeah, do I talk too much? 472 00:25:09.235 --> 00:25:11.794 Or, you know, could I have gotten things moving quicker? 473 00:25:11.794 --> 00:25:14.180 Or did I slow that down more than I needed to? 474 00:25:14.420 --> 00:25:21.220 And I and I really, really, really ask you to look at this stuff not as a blame or anything like that, not to feel bad. 475 00:25:21.220 --> 00:25:22.740 It's just to look and think, 476 00:25:22.980 --> 00:25:24.500 where can I sharpen 477 00:25:24.740 --> 00:25:27.715 my actions? Because we're not relegated 478 00:25:27.715 --> 00:25:33.395 to the things our wiring says we are. We get to choose. These are behavioral preferences. 479 00:25:33.555 --> 00:25:37.235 It's not the only way you can be. It's just your preferred behavior. 480 00:25:37.940 --> 00:25:38.659 Okay. 481 00:25:38.820 --> 00:25:42.499 The last thing that we want to look at is how to use our strengths intentionally. 482 00:25:42.980 --> 00:25:45.139 So ask if you're high dominant. 483 00:25:45.380 --> 00:25:47.460 You are your strengths are fearlessness. 484 00:25:47.460 --> 00:25:50.660 You are you are willing to be uncomfortable and focus on the sale. 485 00:25:51.365 --> 00:25:59.045 To maximize your superpower, what you wanna do is use your focus on results to direct the customers to an outcome. 486 00:25:59.365 --> 00:26:02.165 I encourage you to do that by asking more questions. 487 00:26:02.485 --> 00:26:04.725 Stay intentional and look for clues 488 00:26:05.330 --> 00:26:09.649 that indicate whether that outcome is gonna be a sale today or an appointment 489 00:26:09.810 --> 00:26:13.169 and direct them to the appropriate action and outcome. 490 00:26:13.490 --> 00:26:14.690 You can do that. And 491 00:26:15.170 --> 00:26:19.890 you're fearless. As a high dominant, you will ask and do things that other people are afraid to do. 492 00:26:20.955 --> 00:26:22.475 If you're high influence, 493 00:26:22.715 --> 00:26:23.995 your energetic, 494 00:26:23.995 --> 00:26:26.715 enthusiastic personality is really a gift. 495 00:26:27.115 --> 00:26:27.914 And so 496 00:26:28.235 --> 00:26:32.955 you wanna be you wanna be intentional using them because your 497 00:26:33.355 --> 00:26:35.755 skills of engagement are legendary. 498 00:26:36.440 --> 00:26:38.360 Your ability to make a stranger 499 00:26:40.200 --> 00:26:43.879 quickly connect with you is is truly a superpower. 500 00:26:44.360 --> 00:26:48.120 And the fact that you continue to look for ways in to connect, continue 501 00:26:48.520 --> 00:26:49.960 continue 502 00:26:49.335 --> 00:26:53.335 to look for, like, what do we have in common? What do we have in common? It's crazy. 503 00:26:53.575 --> 00:26:54.374 So 504 00:26:54.455 --> 00:26:57.575 with that, however, you wanna keep the focus on them, 505 00:26:57.895 --> 00:26:58.695 not on you. 506 00:26:58.695 --> 00:27:03.414 So that when they say that they have a German shepherd, it's not time for you to talk about your French bulldog. 507 00:27:03.630 --> 00:27:09.870 Keep the focus on them. Don't talk about yourself so much because that's that's a downside to it. 508 00:27:10.110 --> 00:27:13.549 And it takes the it takes the attention away from the customer, 509 00:27:14.110 --> 00:27:15.070 and it gets 510 00:27:15.645 --> 00:27:22.205 it gets thin in a hurry. So stay with them and consider continue not to give up. Alright. 511 00:27:22.205 --> 00:27:23.085 Steadiness. 512 00:27:23.165 --> 00:27:28.285 Again, highly approachable. People like you. They feel comfortable with you. They trust you. 513 00:27:28.285 --> 00:27:30.765 They know you're not gonna hurt them, which is a beautiful thing. 514 00:27:31.519 --> 00:27:35.360 So your genuine interest in other people is heartfelt, 515 00:27:35.360 --> 00:27:36.879 and it's actually visible. 516 00:27:38.159 --> 00:27:41.599 You want to learn to use those abilities 517 00:27:42.240 --> 00:27:43.600 to have 518 00:27:43.840 --> 00:27:45.545 to allow the 519 00:27:46.105 --> 00:27:47.544 to allow yourself 520 00:27:47.625 --> 00:27:49.385 to lead the customer 521 00:27:49.625 --> 00:27:54.024 through the process, like get in the driver's seat with them. 522 00:27:54.585 --> 00:27:55.785 And instead of 523 00:27:56.760 --> 00:27:58.120 being accommodating, 524 00:27:58.120 --> 00:28:00.520 which is a natural way of being, 525 00:28:01.080 --> 00:28:02.120 look to be 526 00:28:02.920 --> 00:28:03.960 inquisitive 527 00:28:03.960 --> 00:28:09.559 and use that information and the connection that you have to bring this interaction 528 00:28:09.640 --> 00:28:10.520 to an end. 529 00:28:11.115 --> 00:28:11.755 And 530 00:28:11.915 --> 00:28:13.995 the connection is the vehicle. 531 00:28:14.315 --> 00:28:16.554 It's not the point of the interaction. 532 00:28:17.195 --> 00:28:20.154 Right? And don't take those objections as personally. 533 00:28:20.635 --> 00:28:22.394 Lastly is compliance. 534 00:28:22.395 --> 00:28:25.675 That strong product information and process information 535 00:28:25.909 --> 00:28:31.509 is brilliant, and it helps everybody on the sales team as well as it's just amazing how much you know. 536 00:28:31.909 --> 00:28:32.549 So 537 00:28:36.070 --> 00:28:39.269 customers, however, don't need a wealth of information 538 00:28:39.350 --> 00:28:45.425 to make a decision. So where the superpower is is in curating what you know 539 00:28:47.105 --> 00:28:51.505 to what that person's looking for so that we don't tell them everything, 540 00:28:52.145 --> 00:28:58.500 but only the things that they need to know to help them to make a good decision and to feel that their due diligence is done. 541 00:28:58.740 --> 00:29:02.660 Now when you cross the board diagonally, if you're a compliance salesperson 542 00:29:02.820 --> 00:29:04.740 and you're working with an influencer, 543 00:29:04.900 --> 00:29:10.345 they don't need to know what you need to know to make a decision because they're impulsive decision makers, 544 00:29:10.585 --> 00:29:15.544 and dominance are decisive decision makers. And we'll talk about more about that in September. 545 00:29:15.785 --> 00:29:16.424 Okay. 546 00:29:16.585 --> 00:29:18.745 So that's about all of you. 547 00:29:19.225 --> 00:29:22.505 So what I'd like to know is when it comes to you 548 00:29:22.789 --> 00:29:26.229 and what your style is or what you think your style is, 549 00:29:26.870 --> 00:29:30.149 what what would how can I help you 550 00:29:30.789 --> 00:29:31.429 to 551 00:29:32.070 --> 00:29:35.590 use your strengths and identify your challenges 552 00:29:35.750 --> 00:29:37.190 to be a better 553 00:29:38.044 --> 00:29:39.164 consistent 554 00:29:40.044 --> 00:29:40.845 sales 555 00:29:40.845 --> 00:29:41.725 producer? 556 00:29:42.125 --> 00:29:43.565 That you consistently 557 00:29:43.565 --> 00:29:44.524 hit goal, 558 00:29:44.845 --> 00:29:47.644 you consistently improve your performance metrics, 559 00:29:48.125 --> 00:29:49.965 you consistently build your database, 560 00:29:51.120 --> 00:29:57.360 You're not relying on the door solely for business or the in the in either trade or or retail showrooms 561 00:29:57.520 --> 00:29:59.600 that you're driving your business 562 00:29:59.840 --> 00:30:01.840 and you're driving the bus 563 00:30:02.080 --> 00:30:07.515 with your customers as well. So who's got some questions? And it's this is all yours now. 564 00:30:07.515 --> 00:30:12.395 So who's got some questions? And I'm gonna stop sharing. Who's got some questions? And 565 00:30:13.675 --> 00:30:15.995 you can unmute and ask them. 566 00:30:16.315 --> 00:30:18.395 Oh, we got a lot of people here too. This is great. 567 00:30:25.130 --> 00:30:26.809 So this is all about you. 568 00:30:27.130 --> 00:30:29.610 What questions you have about yourself 569 00:30:29.770 --> 00:30:31.130 as a salesperson, 570 00:30:31.130 --> 00:30:33.930 what you think you are, and anyone who might 571 00:30:35.305 --> 00:30:38.825 have questions about what you think you are, feel free to ask those too. 572 00:30:45.545 --> 00:30:46.745 Who wants to go first? 573 00:31:04.765 --> 00:31:05.485 Charlotte. 574 00:31:07.165 --> 00:31:07.804 Yes. 575 00:31:08.045 --> 00:31:08.845 Yes. 576 00:31:09.165 --> 00:31:09.885 Question. 577 00:31:11.645 --> 00:31:14.445 - Oh, gosh. I think I'm an influence 578 00:31:15.920 --> 00:31:16.880 influence. 579 00:31:16.880 --> 00:31:19.200 I think I'm actually a combination 580 00:31:19.200 --> 00:31:21.679 of the worst of all all of them. 581 00:31:22.320 --> 00:31:26.560 - There's no oh, no. No. No. There's no good one or bad one. They're all wonderful. 582 00:31:29.825 --> 00:31:31.585 - I think that 583 00:31:33.505 --> 00:31:34.225 I, 584 00:31:34.865 --> 00:31:36.225 in the past, 585 00:31:36.625 --> 00:31:38.625 I have been reluctant to ask 586 00:31:39.025 --> 00:31:40.465 for the sale 587 00:31:41.230 --> 00:31:49.549 because it seems so apparent to me when I'm presenting something that it's the perfect thing that I feel as if it needs to be 588 00:31:50.429 --> 00:31:51.229 obvious. 589 00:31:51.710 --> 00:31:52.909 And so when 590 00:31:53.070 --> 00:31:54.750 I see any equivocation 591 00:31:54.750 --> 00:31:55.950 or even a hesitation, 592 00:31:57.434 --> 00:32:01.674 I don't want to, I just don't want to be pushy. 593 00:32:01.674 --> 00:32:02.474 And yet 594 00:32:02.635 --> 00:32:04.634 I have used your 595 00:32:04.715 --> 00:32:06.554 very words about saying, 596 00:32:07.034 --> 00:32:08.394 what do you need now 597 00:32:09.034 --> 00:32:09.995 from me 598 00:32:10.320 --> 00:32:11.759 to feel comfortable 599 00:32:12.080 --> 00:32:13.279 moving forward? 600 00:32:13.759 --> 00:32:16.559 And how powerful those words are. Sometimes 601 00:32:19.120 --> 00:32:24.880 that just doesn't fit in. Like if it's if it's if we're in the midst of a scheme 602 00:32:25.595 --> 00:32:28.475 where there isn't a quote and there isn't 603 00:32:28.715 --> 00:32:31.115 there isn't a hard copy quote yet, 604 00:32:31.435 --> 00:32:32.395 but it's 605 00:32:33.355 --> 00:32:35.195 it's the scheme that I'm selling. 606 00:32:35.675 --> 00:32:36.475 - Right. 607 00:32:37.195 --> 00:32:37.755 So 608 00:32:38.155 --> 00:32:40.075 a couple of things. So 609 00:32:40.960 --> 00:32:46.800 it was a though it was really rich what you what you said. So the first thing I wanna go with is, 610 00:32:48.480 --> 00:32:51.760 are we finding out early in the engagement 611 00:32:51.840 --> 00:32:54.560 what their what the problem is that they wanna solve, 612 00:32:55.765 --> 00:32:59.205 what the vision is that they wanna achieve. Because it's not always a problem. 613 00:32:59.205 --> 00:33:00.644 Like, with new construction 614 00:33:00.804 --> 00:33:03.445 and a new property, it's more about 615 00:33:04.005 --> 00:33:06.644 it may be more about the vision than an actual problem. 616 00:33:06.804 --> 00:33:10.725 But what we also wanna find out is what are the priorities that they have? 617 00:33:11.930 --> 00:33:13.370 Because honestly, 618 00:33:13.450 --> 00:33:15.690 whatever solution we present, 619 00:33:16.250 --> 00:33:19.610 that should be the lens through which we present the solution. 620 00:33:20.570 --> 00:33:22.409 And and we need to 621 00:33:22.970 --> 00:33:23.930 attach 622 00:33:24.145 --> 00:33:29.744 everything we talk about with one of those three things as it relates to them. 623 00:33:30.545 --> 00:33:32.865 So if they want something durable, 624 00:33:32.865 --> 00:33:33.664 let's say, 625 00:33:33.985 --> 00:33:36.384 then we're presenting a particular 626 00:33:36.945 --> 00:33:39.105 frame because it is a 627 00:33:40.649 --> 00:33:44.969 a white oak solid wood frame that offers you durability. 628 00:33:45.210 --> 00:33:49.209 Like, everything we talk about needs to relate to something that matters to them 629 00:33:49.529 --> 00:33:50.409 versus 630 00:33:50.570 --> 00:33:51.450 either something 631 00:33:52.625 --> 00:33:55.105 that we like or something 632 00:33:55.105 --> 00:33:55.745 that 633 00:33:56.785 --> 00:33:59.585 in and of itself has intrinsic value. 634 00:34:01.345 --> 00:34:08.810 The only value is value that relates to them, that aligns with something that matters to them that we've discovered. 635 00:34:08.969 --> 00:34:21.695 And I would offer that when is and this is this this is for retail salespeople probably a lot, is that when you ask that, tell me the things that matter most to you, either about the product that we're talking about or the room that it's going in. 636 00:34:21.695 --> 00:34:23.535 What or the project itself. 637 00:34:23.695 --> 00:34:25.615 What are the most important things? 638 00:34:26.175 --> 00:34:31.375 That's when I would start taking notes and write that stuff down because everything's gonna relate to those three things. 639 00:34:31.700 --> 00:34:36.500 Everything. And if it doesn't relate to those things, we shouldn't be talking about it. 640 00:34:38.260 --> 00:34:39.620 So much so that 641 00:34:41.380 --> 00:34:43.060 if we were showing 642 00:34:43.300 --> 00:34:46.180 the same product to two different people 643 00:34:46.425 --> 00:34:46.665 and 644 00:34:47.225 --> 00:34:51.305 or we were listening to a salesperson show the same exact product 645 00:34:51.385 --> 00:34:53.065 to two different people, 646 00:34:53.625 --> 00:35:00.025 that if we were to listen to them, we wouldn't know it's the same product because they customized its appeal 647 00:35:00.105 --> 00:35:06.720 to the person they were talking with so much that the things that they mentioned about it were completely different for the two people. 648 00:35:07.119 --> 00:35:07.680 Like, 649 00:35:08.480 --> 00:35:10.400 that level of personal 650 00:35:10.559 --> 00:35:14.720 because that shows I'm really paying attention to you. So there's that. 651 00:35:15.215 --> 00:35:19.935 The second thing, Charlotte, that you mentioned was about the being too pushy thing. 652 00:35:21.615 --> 00:35:22.255 That 653 00:35:23.695 --> 00:35:27.775 if and when we know and those of you that I've worked with know the badass questions. 654 00:35:28.175 --> 00:35:30.175 But if and when we know 655 00:35:34.080 --> 00:35:35.600 if and when we know 656 00:35:36.000 --> 00:35:41.200 where they are in their process, like when they're able to actually make a decision and to purchase, 657 00:35:42.000 --> 00:35:44.240 the outcome of today's interaction 658 00:35:44.240 --> 00:35:46.560 is either gonna be a sale because we can 659 00:35:46.935 --> 00:35:48.935 or an appointment because we can't. 660 00:35:49.255 --> 00:35:53.095 So anyone who's on the call who's in a trade show room, it's way more likely 661 00:35:53.255 --> 00:35:57.335 that you're gonna be writing a quote today to close on later. 662 00:35:58.535 --> 00:35:58.775 Right? 663 00:35:58.980 --> 00:36:06.100 And in a special order, that may be the same as well that they need a little bit more time to think about it in a retail showroom. 664 00:36:06.260 --> 00:36:09.380 But we need to we need to be shooting for an outcome, 665 00:36:09.540 --> 00:36:11.300 whether it's a sale or an appointment. 666 00:36:11.540 --> 00:36:14.340 And we wanna be asking questions that tell us 667 00:36:15.105 --> 00:36:18.385 what outcome can this person execute today. 668 00:36:18.625 --> 00:36:24.225 And even those and in a retail setting, even those customers who come in and say, I'm not buying anything today. 669 00:36:24.865 --> 00:36:29.025 I mean, my answer, not just being a wise gal, but my answer might be, well, that might be true. 670 00:36:29.025 --> 00:36:29.665 Let's find out. 671 00:36:30.320 --> 00:36:34.080 Like, I don't believe that because they say that they just don't expect to. 672 00:36:35.600 --> 00:36:38.880 But if they find the right thing that's absolutely perfect, 673 00:36:39.200 --> 00:36:40.240 they just might. 674 00:36:41.760 --> 00:36:43.600 So with what Charlotte was saying 675 00:36:44.605 --> 00:36:45.565 is that 676 00:36:47.245 --> 00:36:48.045 if 677 00:36:48.045 --> 00:36:50.205 you know they can buy 678 00:36:50.365 --> 00:36:56.205 and if you know that you're showing them a solution that they can say yes to, because that is 679 00:36:57.410 --> 00:36:59.090 you want to evaluate 680 00:36:59.090 --> 00:36:59.650 that. 681 00:36:59.970 --> 00:37:03.970 Am I really showing people things that they can say yes to? 682 00:37:04.610 --> 00:37:08.130 Or am I showing them things to try to figure out what they want? 683 00:37:09.924 --> 00:37:13.205 Because that's what I call qualifying with the product 684 00:37:14.244 --> 00:37:19.285 versus asking more questions, sketching the space, walk around, talk like, do that. 685 00:37:19.365 --> 00:37:29.130 Make it sort of comfortable and informal, walk and talk and sketch and all that So that you can then say, have a couple of things that I wanna show you, both of which I think are gonna work. 686 00:37:29.210 --> 00:37:30.890 And they're both gonna work 687 00:37:30.970 --> 00:37:33.210 because of what you learned about them 688 00:37:33.610 --> 00:37:37.450 that matters to them and to show them that solution 689 00:37:37.845 --> 00:37:39.445 within that context. 690 00:37:40.724 --> 00:37:41.445 So, 691 00:37:43.285 --> 00:37:44.165 Charlotte, 692 00:37:44.724 --> 00:37:47.125 it was a good question because you are going to get 693 00:37:47.365 --> 00:37:48.645 some objections. 694 00:37:49.125 --> 00:37:50.965 Better that your discovery questions are, 695 00:37:52.660 --> 00:37:54.740 the fewer objections you're going to get. 696 00:37:55.780 --> 00:37:58.260 So when they say, I'm not sure, 697 00:37:58.500 --> 00:38:03.620 need to think about it, don't give up. Ask more questions like, what's 698 00:38:03.620 --> 00:38:06.020 the one thing you most want to think about 699 00:38:06.865 --> 00:38:08.145 in this process? 700 00:38:08.785 --> 00:38:09.425 And 701 00:38:09.825 --> 00:38:11.505 if you're a high steady 702 00:38:11.665 --> 00:38:14.225 as a salesperson, if you're a high steady, 703 00:38:15.825 --> 00:38:16.625 you 704 00:38:16.705 --> 00:38:17.905 start to feel 705 00:38:18.785 --> 00:38:20.945 that you're being too pushy 706 00:38:21.520 --> 00:38:23.680 far sooner than you are. 707 00:38:24.080 --> 00:38:28.160 Like, I wouldn't say that to a dominant or an influencer who can be too pushy, 708 00:38:28.400 --> 00:38:30.560 but a high steady is unlikely 709 00:38:30.560 --> 00:38:35.680 to be too pushy. And so you stop yourself as a high steady. You stop yourself 710 00:38:36.085 --> 00:38:39.205 from going for it long before you should. 711 00:38:40.005 --> 00:38:42.645 You could close a lot more business today 712 00:38:42.645 --> 00:38:44.325 if you just stayed with it. 713 00:38:45.205 --> 00:38:46.245 So, Charlotte, 714 00:38:46.485 --> 00:38:48.005 thank you for that. Did 715 00:38:48.485 --> 00:38:49.205 that answer? 716 00:38:50.280 --> 00:38:51.080 - Yes. 717 00:38:51.080 --> 00:38:51.880 My 718 00:38:51.960 --> 00:38:56.040 computer died and I missed part of it, but I feel that what 719 00:38:56.040 --> 00:38:57.720 you addressed in the beginning 720 00:38:59.160 --> 00:39:01.000 is a meaningful way for me to 721 00:39:02.200 --> 00:39:02.840 think of it 722 00:39:05.255 --> 00:39:06.135 instead 723 00:39:06.135 --> 00:39:06.775 of, 724 00:39:08.055 --> 00:39:10.215 you know, phrasing it so negatively. 725 00:39:10.615 --> 00:39:11.175 Yes. 726 00:39:12.215 --> 00:39:12.935 Thank you. 727 00:39:13.335 --> 00:39:16.535 - Well, you're welcome. And if you're an influencer steady, 728 00:39:16.535 --> 00:39:17.175 right, 729 00:39:17.415 --> 00:39:22.720 then it's likely that your clients love you. Your clients love you. Your customers love you. 730 00:39:22.720 --> 00:39:24.160 They love you. 731 00:39:24.799 --> 00:39:25.680 And it's 732 00:39:25.839 --> 00:39:29.039 we're in the sales game. We're in the game to sell things. 733 00:39:29.039 --> 00:39:32.960 I mean, we're in the game to make beautiful homes and have people's lives work and all that. 734 00:39:32.960 --> 00:39:34.640 We're in that that whole game. 735 00:39:35.200 --> 00:39:35.920 But 736 00:39:37.495 --> 00:39:41.975 they trust you more than you are giving yourself credit for. 737 00:39:42.535 --> 00:39:45.975 You could be asking for more than you're asking for. 738 00:39:46.855 --> 00:39:47.895 More in the space, 739 00:39:49.500 --> 00:39:50.620 quicker. 740 00:39:50.860 --> 00:39:54.620 You could be you could probably be asking more. So ask yourself, 741 00:39:55.100 --> 00:39:58.060 where do I stop myself too soon, 742 00:39:58.380 --> 00:39:59.500 too short? 743 00:40:00.300 --> 00:40:02.460 Because I start listening to myself, 744 00:40:03.984 --> 00:40:07.265 and I'm not and I'm not telling myself things are helpful. 745 00:40:07.744 --> 00:40:10.625 So your example, Charlotte, was fabulous. 746 00:40:10.785 --> 00:40:12.865 Thank you so much for that. Mhmm. 747 00:40:14.305 --> 00:40:16.785 Yeah. Thank you. Okay. Who else? 748 00:40:17.060 --> 00:40:22.660 When you think about yourself as a salesperson and in the context, this is what I love about DiSC, because 749 00:40:23.220 --> 00:40:28.100 when we think about ourselves in the context of DiSC, we can allow ourselves 750 00:40:28.180 --> 00:40:30.100 to wonder and explore. 751 00:40:30.180 --> 00:40:33.224 It's like as a high at blank blank blank. 752 00:40:33.625 --> 00:40:35.305 I wonder if I 753 00:40:35.704 --> 00:40:41.065 and when we've got that context that allows us to explore it, there's nothing to defend. 754 00:40:41.065 --> 00:40:44.505 There's nothing to excuse because it's an exploration. 755 00:40:44.585 --> 00:40:45.944 And we can look at it through 756 00:40:46.950 --> 00:40:48.150 predictable 757 00:40:48.470 --> 00:40:50.070 preferred behaviors 758 00:40:50.070 --> 00:40:53.830 versus that's just the way I am or that's the way I sell. 759 00:40:54.470 --> 00:40:58.070 And I will often coach salespeople as 760 00:40:58.565 --> 00:41:01.765 and say something like, as a steady compliant 761 00:41:01.765 --> 00:41:02.645 salesperson, 762 00:41:02.885 --> 00:41:04.645 it makes perfect sense 763 00:41:04.885 --> 00:41:09.285 that you saw that interaction that way and you addressed it the way it did. 764 00:41:09.285 --> 00:41:12.165 It makes perfect sense that you would do that, 765 00:41:12.920 --> 00:41:14.440 But it's a perspective. 766 00:41:14.440 --> 00:41:15.640 It's not true. 767 00:41:17.400 --> 00:41:21.000 Because what they they didn't say they needed to go home and think about it. 768 00:41:21.080 --> 00:41:23.240 They just said they need to think about it, 769 00:41:23.800 --> 00:41:25.480 which is what coffee's for. 770 00:41:26.885 --> 00:41:29.925 Right? You can sit them right here and they can think about it now. 771 00:41:30.805 --> 00:41:32.645 Right? So so 772 00:41:32.645 --> 00:41:33.765 I use 773 00:41:34.885 --> 00:41:42.700 what someone's disc style is in coaching them because it gives everyone the freedom to look within that context 774 00:41:42.860 --> 00:41:45.260 and not have to feel bad about it. 775 00:41:46.060 --> 00:41:52.060 So thank you. So who else? When you think about yourself as a sales a seller, a sales professional, 776 00:41:52.380 --> 00:41:54.620 and you think about what your DISC style is, 777 00:41:54.860 --> 00:41:57.580 what are the challenges that you would like to take on? 778 00:41:58.595 --> 00:42:00.915 What are the strengths you wanna lean into? 779 00:42:02.515 --> 00:42:08.275 And or what are the challenges you'd like to take on? We still have the fourth quarter plus a month. 780 00:42:08.835 --> 00:42:11.714 What are the challenges you'd like to take on in the fourth quarter? 781 00:42:11.714 --> 00:42:15.450 And I know the fourth quarter for many of you is the best quarter of the year. 782 00:42:15.770 --> 00:42:17.450 Can be the best quarter of the year. 783 00:42:17.770 --> 00:42:20.730 So what do you wanna take on in practice 784 00:42:21.290 --> 00:42:24.570 to improve your consistency and effectiveness 785 00:42:24.890 --> 00:42:31.325 that aligns with what your DISC style is? Anyone wanna take that on and just speculate 786 00:42:32.045 --> 00:42:33.165 what it could be? 787 00:42:34.765 --> 00:42:35.565 Jody? 788 00:42:35.565 --> 00:42:36.845 Yes, please. Sue. 789 00:42:38.205 --> 00:42:42.845 - Well, I I might be a little in between the first question and this question, but Sure. 790 00:42:43.680 --> 00:42:44.720 My disc, 791 00:42:45.839 --> 00:42:47.360 with the questions in that, 792 00:42:47.680 --> 00:42:51.200 I was only 2% difference between compliance and steady, 793 00:42:51.599 --> 00:42:53.440 then dominant, then influence. 794 00:42:54.079 --> 00:42:57.920 And even when I ask, I've been told by customers, 795 00:42:58.079 --> 00:43:00.015 I've only been doing this a little more than a year. 796 00:43:00.015 --> 00:43:03.935 I've been told by several customers that they appreciate my honesty, 797 00:43:04.575 --> 00:43:05.535 the information, 798 00:43:05.695 --> 00:43:07.615 my help, my time, all of that. 799 00:43:08.175 --> 00:43:10.734 But even when I ask for the sale, 800 00:43:11.920 --> 00:43:13.200 I don't get it. 801 00:43:14.560 --> 00:43:15.200 So 802 00:43:15.360 --> 00:43:18.960 in trying, and it's kind of been slow this quarter. 803 00:43:18.960 --> 00:43:22.000 I've not done as well as I did in the beginning of the year. 804 00:43:22.480 --> 00:43:26.400 I'd like to figure out what kind of went sideways 805 00:43:26.595 --> 00:43:27.555 to where 806 00:43:27.715 --> 00:43:29.315 I'm not able to 807 00:43:30.275 --> 00:43:34.595 get the sales or close the sales even when I ask for them. 808 00:43:34.835 --> 00:43:35.635 - Perfect. 809 00:43:35.955 --> 00:43:40.035 This is so great. And I'm gonna use the context of high, steady, compliant. 810 00:43:40.780 --> 00:43:42.380 So this is so great. 811 00:43:43.020 --> 00:43:48.060 So thank you for all of this, Sue. So first, as a steady compliant, 812 00:43:48.060 --> 00:43:50.300 you have a high process orientation. 813 00:43:50.940 --> 00:43:51.580 Right? 814 00:43:52.140 --> 00:43:56.220 You're not gonna initiate things as much as a dominant or or an influencer would. 815 00:43:56.595 --> 00:43:59.635 You're going to look to be helpful and accommodating 816 00:43:59.955 --> 00:44:01.395 versus directing. 817 00:44:02.835 --> 00:44:11.075 So what I'm gonna ask you to do is to start putting yourself in the driver's seat instead of the passenger seat as a salesperson. 818 00:44:12.309 --> 00:44:14.869 You're gonna direct the interaction, 819 00:44:15.109 --> 00:44:17.109 and you're gonna direct the interaction 820 00:44:17.190 --> 00:44:19.430 by the questions that you ask. 821 00:44:19.670 --> 00:44:26.615 Because the questions you ask are gonna be discovery questions to learn about them and directing questions 822 00:44:26.615 --> 00:44:28.855 to move the action forward. 823 00:44:30.055 --> 00:44:31.735 You so far so good? 824 00:44:34.215 --> 00:44:35.015 - Yes. 825 00:44:35.255 --> 00:44:36.855 - Okay. And so 826 00:44:37.420 --> 00:44:44.540 I'm just gonna bang through the the the bridge questions and the and AI is gonna pick this up. So 827 00:44:45.260 --> 00:44:46.780 once you have a connection, 828 00:44:46.940 --> 00:44:49.340 you need to start the sales process. 829 00:44:49.340 --> 00:44:53.245 Once they connect enough with you, and a compliance is not gonna connect a lot. 830 00:44:53.245 --> 00:44:55.245 So as a steady compliant, 831 00:44:55.325 --> 00:45:01.325 you're gonna want to feel more of a connection with them than they have to have with you. 832 00:45:01.485 --> 00:45:06.980 The we need the right amount of connection so that we can ask whatever questions we wanna ask, 833 00:45:07.220 --> 00:45:09.540 not so that we can invite them for Thanksgiving. 834 00:45:09.859 --> 00:45:13.060 Just enough for them to be comfortable with us. 835 00:45:13.940 --> 00:45:14.580 So 836 00:45:14.820 --> 00:45:18.500 to begin to say, like, you could be chatting about I don't know. 837 00:45:20.965 --> 00:45:23.525 I'm a gardener, so chatting about gardening. 838 00:45:23.685 --> 00:45:27.605 But at some point, as a steady, you got to move that to a business conversation. 839 00:45:28.005 --> 00:45:32.165 So you're going to ask a pivot question. It's like, could talk about gardening with you all day. 840 00:45:32.405 --> 00:45:34.725 You're the I've learned so much already. 841 00:45:35.130 --> 00:45:38.890 So what can I help you accomplish today? What's today's visit meant to do? 842 00:45:38.890 --> 00:45:41.849 They're gonna answer that and say, we're looking for a sectional. 843 00:45:42.010 --> 00:45:43.049 And you say, excellent. 844 00:45:43.049 --> 00:45:47.690 So that I can help you find the perfect sectional for you, may I ask you some questions? 845 00:45:47.690 --> 00:45:48.970 They will always say yes. 846 00:45:49.575 --> 00:45:54.615 And you say, when you think about the sectional or the room it's going in, what are the priorities? 847 00:45:54.615 --> 00:45:57.175 And start writing that stuff down. 848 00:45:58.375 --> 00:46:02.695 And then ask so write that down and read it back to them so that they get that you get it. 849 00:46:03.300 --> 00:46:06.020 And then ask, like, how much time do we have to work on this today? 850 00:46:06.020 --> 00:46:10.260 They say we've got an hour and a half. You say that's plenty of time to get this done. 851 00:46:10.340 --> 00:46:12.100 Like, make yourself hear that, 852 00:46:12.660 --> 00:46:13.780 to get this done. 853 00:46:14.260 --> 00:46:19.485 And then as you go through between sketching the room as it is now, not redesigning the room, 854 00:46:19.725 --> 00:46:22.605 and the five badass questions. The badass questions, 855 00:46:22.765 --> 00:46:27.085 b a d a s, tell you if they can buy today by the how they answer. 856 00:46:27.325 --> 00:46:29.725 Budget, which is financial expectation, 857 00:46:29.725 --> 00:46:30.685 it's got a number in it. 858 00:46:31.290 --> 00:46:36.090 Ability to buy, you want to be recommending zero interest financing to every single person. 859 00:46:36.650 --> 00:46:41.930 Decision maker to ask, is there a is everyone here who needs to be here for us to put this room together? 860 00:46:42.250 --> 00:46:43.930 And if they're not here, then you know. 861 00:46:44.615 --> 00:46:53.335 To ask them, you know, is there an event coming up that we need this for, an empty room we need to talk about when it comes to learning if what the time frame is. 862 00:46:53.335 --> 00:46:57.575 Don't ask when they need this, especially a dominant because they're only they're gonna say yesterday. 863 00:46:58.190 --> 00:47:00.830 And then ask where they've been shopping and comparing 864 00:47:01.070 --> 00:47:06.110 so that you know what else they've looked at and why they didn't purchase elsewhere if they found something. 865 00:47:06.430 --> 00:47:09.870 The answers to those five questions tell you if they can buy today. 866 00:47:10.110 --> 00:47:14.190 If you get red lights to any of those questions, enough of those questions 867 00:47:14.885 --> 00:47:20.805 that it's not gonna be a sale today, then the the answers that they give you are gonna be their homework. 868 00:47:21.125 --> 00:47:23.845 And you say, we're gonna get as far as we can get today. 869 00:47:24.085 --> 00:47:28.325 And before you leave, we'll talk about next steps, but let's use our time really wisely 870 00:47:28.325 --> 00:47:29.205 to get this done. 871 00:47:29.520 --> 00:47:34.400 Because if you can't close them today, you can't close them today, but you can make an appointment. 872 00:47:34.880 --> 00:47:36.160 Give them homework 873 00:47:36.240 --> 00:47:43.920 and either an appointment to meet on the phone, an appointment to meet back in the store, or an appointment for you to go out to their home to get it done. 874 00:47:44.240 --> 00:47:46.635 But when you are leading 875 00:47:46.955 --> 00:47:50.395 the interaction by the questions you ask and directing 876 00:47:50.395 --> 00:47:51.675 the conversation, 877 00:47:51.915 --> 00:47:53.115 because the person 878 00:47:53.435 --> 00:47:57.835 who asked the questions is the person who's driving the interaction, 879 00:47:58.155 --> 00:47:59.355 not the person speaking. 880 00:48:00.030 --> 00:48:04.750 So the more we talk, the less power we lose. The more power we lose. 881 00:48:06.190 --> 00:48:10.190 Right? So if you know they can buy today, they should be buying today. 882 00:48:10.190 --> 00:48:12.670 Now it doesn't mean that they're not gonna have objections. 883 00:48:12.910 --> 00:48:14.910 But if you ask those 10 questions 884 00:48:15.465 --> 00:48:16.985 and sketch the room, 885 00:48:17.465 --> 00:48:26.905 you're gonna have a very good idea of what's happening this with this person and if the outcome today should be a sale or an appointment because whichever it is, you need to direct them to that. 886 00:48:27.720 --> 00:48:33.080 And then limit the things that you're showing them to only things that align with those priorities. 887 00:48:33.640 --> 00:48:34.200 And 888 00:48:34.680 --> 00:48:35.240 two, 889 00:48:35.560 --> 00:48:38.760 because you wanna be having them choose between 890 00:48:39.000 --> 00:48:40.840 not among a solution. 891 00:48:43.135 --> 00:48:45.615 So that's like the cliff notes answer. 892 00:48:46.815 --> 00:48:50.255 - When you say choose between not among Yeah. 893 00:48:50.255 --> 00:48:53.215 Are you talking about how there should only be two choices? 894 00:48:53.455 --> 00:48:54.255 - I say so. 895 00:48:56.480 --> 00:48:59.200 - Think that this I think that that is 896 00:49:00.000 --> 00:49:02.480 inhibits some of my sales because 897 00:49:03.200 --> 00:49:03.920 when 898 00:49:04.880 --> 00:49:07.600 especially when I'm first starting out with a client 899 00:49:08.079 --> 00:49:10.640 and I'm still trying to get to know 900 00:49:11.119 --> 00:49:12.079 their 901 00:49:12.535 --> 00:49:17.335 taste, but I also feel like the value that I bring to the table is, 902 00:49:17.655 --> 00:49:24.855 are my ideas obviously, but also, you know, I want to show them things that they didn't even know they wanted. 903 00:49:25.400 --> 00:49:28.680 So I'll often have three things, and sometimes 904 00:49:28.680 --> 00:49:31.640 I think that maybe that comes off as me being 905 00:49:32.600 --> 00:49:33.480 equivocal 906 00:49:33.480 --> 00:49:36.520 or me not knowing words. Just want to 907 00:49:36.920 --> 00:49:40.040 - give them - You're so right, Charlotte. So consider this. 908 00:49:40.674 --> 00:49:47.155 Your knowledge is demonstrated by the questions you ask, not the not just the solutions you offer. 909 00:49:47.474 --> 00:49:51.395 And your solutions are driven by the answers to those questions. 910 00:49:52.035 --> 00:49:52.355 Right? 911 00:49:52.620 --> 00:49:58.700 So you're asking questions so that when you offer something, it's something that this is gonna work and this is gonna work. 912 00:49:58.940 --> 00:50:01.740 If you are offering lots of solutions, 913 00:50:02.300 --> 00:50:07.900 - then then there's no reason to even ask many questions. But that doesn't work in closing the - sale. 914 00:50:08.435 --> 00:50:11.555 - Mhmm. - So you're absolutely right to wonder 915 00:50:11.795 --> 00:50:13.955 if if that is contributing 916 00:50:13.955 --> 00:50:15.795 to the results you're getting now. 917 00:50:16.195 --> 00:50:18.675 - Mhmm. - Because I suspect it is. 918 00:50:19.155 --> 00:50:20.115 - Mhmm. Mhmm. 919 00:50:21.210 --> 00:50:23.130 And two is good because 920 00:50:23.450 --> 00:50:27.050 somebody told me years ago, they always want something to reject. 921 00:50:27.849 --> 00:50:32.170 - Oh, I - love it. Yeah. Well, I had somebody that worked with in Indiana 922 00:50:32.410 --> 00:50:40.105 and what she did that's in line with what you're saying is she said, she would find that if people were trying to decide, especially studies, 923 00:50:40.345 --> 00:50:43.705 if people were trying to decide because they have a hard time making decisions. 924 00:50:44.025 --> 00:50:44.665 So, 925 00:50:45.305 --> 00:50:52.019 if people are trying to decide and it's it's just because they involve too many people's opinions rather than that they can't make decisions. 926 00:50:52.019 --> 00:50:52.900 It's not that. 927 00:50:53.299 --> 00:50:53.940 But 928 00:50:54.980 --> 00:50:59.220 when they're deciding between two things, most people ask, which one do you like better? 929 00:50:59.380 --> 00:51:01.460 And people will say, well, I like them both. 930 00:51:02.484 --> 00:51:06.085 So, what she started doing was she had way better results with it. 931 00:51:06.085 --> 00:51:08.725 She started saying, which one's your least favorite? 932 00:51:09.445 --> 00:51:12.325 I thought, oh, my God, how great is that? 933 00:51:13.125 --> 00:51:13.765 Right. 934 00:51:14.085 --> 00:51:15.445 Which one's your least favorite? 935 00:51:16.910 --> 00:51:19.150 And then it's like, okay, we've got a winner. 936 00:51:20.590 --> 00:51:24.030 The same thing goes in bringing it down to two 937 00:51:24.190 --> 00:51:31.230 is if all decision makers aren't present today, and let's say one half of a couple is in today and the other one's going to come back. 938 00:51:31.575 --> 00:51:39.095 If you get it down to two and you say, let's get it down to two so that when they come in, you don't care which one they go with, 939 00:51:39.415 --> 00:51:40.855 you're gonna get a sale. 940 00:51:42.935 --> 00:51:44.214 Because that's all you're gonna show. 941 00:51:45.849 --> 00:51:47.610 And they've already liked them. 942 00:51:49.770 --> 00:51:51.370 It's wild, isn't it? 943 00:51:52.570 --> 00:51:57.210 So, Sue, did that answer did did that answer the question that you were looking for? 944 00:51:58.914 --> 00:52:00.195 - I think helped 945 00:52:00.434 --> 00:52:04.994 narrow it down a bit because I do ask the questions, I do get information. 946 00:52:05.954 --> 00:52:06.595 So 947 00:52:07.234 --> 00:52:08.675 I'm not quite sure. 948 00:52:09.474 --> 00:52:15.510 It may be the objections. I'm still not handling well, But, yes, it did help. Thank you. 949 00:52:16.150 --> 00:52:19.430 - You're welcome. And, Sue, I would really encourage you 950 00:52:20.150 --> 00:52:20.870 to 951 00:52:22.870 --> 00:52:23.670 be 952 00:52:24.230 --> 00:52:26.390 very present and intentional 953 00:52:26.964 --> 00:52:30.085 that you're driving the interaction, 954 00:52:30.325 --> 00:52:33.525 which is not the same as pushing someone to do something. 955 00:52:33.765 --> 00:52:37.365 None of us there's not one person on this call, even Jay Stacy. 956 00:52:37.365 --> 00:52:41.285 There's not one person on this call that can make someone do something that they don't wanna do. 957 00:52:41.650 --> 00:52:44.450 And Jay's a powerful human being. Right? 958 00:52:44.850 --> 00:52:45.570 However, 959 00:52:46.050 --> 00:52:48.610 however, we act like it's true. 960 00:52:48.770 --> 00:52:52.770 So sometimes we get like, don't wanna make I don't wanna push someone to buy something. 961 00:52:52.770 --> 00:52:53.970 It's like, you can't. 962 00:52:55.625 --> 00:52:56.585 You can't. 963 00:52:56.665 --> 00:52:58.425 But we stop ourselves 964 00:52:58.505 --> 00:53:00.025 by really directing 965 00:53:00.665 --> 00:53:02.185 them to an outcome 966 00:53:02.505 --> 00:53:06.665 that we could be doing by being helpful and accommodating. 967 00:53:06.744 --> 00:53:08.665 Helpfulness is not an outcome. 968 00:53:09.240 --> 00:53:13.080 That they really liked you is great, but not an outcome. 969 00:53:13.720 --> 00:53:17.240 Those are things that we want to use intentionally 970 00:53:17.400 --> 00:53:21.400 to produce an outcome, which does not make our helpfulness 971 00:53:21.560 --> 00:53:22.680 disingenuine 972 00:53:22.680 --> 00:53:23.240 at all. 973 00:53:24.075 --> 00:53:24.955 At all. 974 00:53:25.994 --> 00:53:29.675 We're just being intentional with it. So, Sue, I would say 975 00:53:30.075 --> 00:53:32.075 to dial up the intentionality 976 00:53:32.075 --> 00:53:34.395 to produce an outcome with each 977 00:53:34.635 --> 00:53:36.555 and to let your helpfulness, 978 00:53:36.555 --> 00:53:37.275 accommodation, 979 00:53:38.640 --> 00:53:39.520 caring, 980 00:53:39.520 --> 00:53:40.560 and connection 981 00:53:41.520 --> 00:53:42.320 be 982 00:53:42.720 --> 00:53:44.080 the track 983 00:53:44.400 --> 00:53:46.000 that the engagement 984 00:53:46.559 --> 00:53:47.760 is on 985 00:53:47.760 --> 00:53:53.115 to get an outcome to actually happen. But you wanted to start focusing on getting an outcome, 986 00:53:53.435 --> 00:53:54.875 not just an interaction. 987 00:53:56.555 --> 00:53:58.955 Okay. We have time for one more 988 00:53:59.275 --> 00:53:59.675 question. 989 00:54:03.080 --> 00:54:03.960 When 990 00:54:03.960 --> 00:54:05.240 it comes to disc, 991 00:54:05.400 --> 00:54:08.760 what do you wanna work on for the rest of 2026 992 00:54:09.880 --> 00:54:10.600 that 993 00:54:11.000 --> 00:54:13.400 that you think could make a difference? 994 00:54:13.400 --> 00:54:17.480 Whether it's being intentional, asking more questions, focusing on results, 995 00:54:17.925 --> 00:54:19.685 handling objections better, 996 00:54:20.165 --> 00:54:21.685 asking for the sale, 997 00:54:22.325 --> 00:54:24.405 doing more follow-up, more outreach. 998 00:54:32.900 --> 00:54:33.380 Anyone? 999 00:54:46.224 --> 00:54:47.025 Yes. 1000 00:54:47.185 --> 00:54:48.465 I hear something. 1001 00:54:51.825 --> 00:54:52.545 Okay. 1002 00:54:53.025 --> 00:54:54.065 So 1003 00:54:54.145 --> 00:54:59.744 if there are no other questions, thank you for that. So I would encourage you to 1004 00:55:01.079 --> 00:55:03.880 spend this time spend August 1005 00:55:04.440 --> 00:55:06.839 really looking at some of this information. 1006 00:55:06.839 --> 00:55:12.920 You can reach out to me for anything that you wanna ask about any of this, but really spend the time 1007 00:55:13.625 --> 00:55:19.465 looking at your sales performance through the lens of DiSC and your DiSC profile. 1008 00:55:20.025 --> 00:55:22.265 And to look at it with emotional 1009 00:55:22.265 --> 00:55:23.225 objectivity 1010 00:55:23.785 --> 00:55:25.545 and behavioral flexibility 1011 00:55:26.619 --> 00:55:27.420 of 1012 00:55:27.580 --> 00:55:33.020 what can I do differently moving forward that I think might produce a different outcome? 1013 00:55:33.740 --> 00:55:37.340 Where do I think I can be more effective? Because you know 1014 00:55:38.220 --> 00:55:42.135 in there where you can probably be a bit more effective, 1015 00:55:42.375 --> 00:55:45.015 and there's something that's stopping you. And it's 1016 00:55:45.734 --> 00:55:46.214 just 1017 00:55:46.855 --> 00:55:50.055 look for where it is because there'll be a solution to it. 1018 00:55:51.860 --> 00:55:57.700 And this will actually help you to keep that emotional distance you need to be able to explore 1019 00:55:58.260 --> 00:56:03.060 and not feel the need to defend or excuse or just, oh, it's not that bad. 1020 00:56:03.060 --> 00:56:06.100 I guess I can continue doing this. Right? When there's when 1021 00:56:07.215 --> 00:56:10.895 I had nuns in grammar school that said when better is available, good's not enough. 1022 00:56:10.895 --> 00:56:12.895 So when you want to be doing 1023 00:56:13.535 --> 00:56:15.855 right when better is available, good's not enough. 1024 00:56:15.855 --> 00:56:18.495 So if you want to be doing better, let's take the time to do that. 1025 00:56:19.190 --> 00:56:22.870 Alright. So you're gonna get the link to this. I believe Laura's on here. 1026 00:56:22.870 --> 00:56:25.190 You're gonna get the link to this and 1027 00:56:25.350 --> 00:56:31.990 and the as well as the the transcript to this for what came up and what questions were asked, as well as the blogs that go along with this. 1028 00:56:31.990 --> 00:56:33.270 So you've got plenty of information 1029 00:56:33.965 --> 00:56:37.805 to help you with this. So please let me know. Send me some results. 1030 00:56:37.805 --> 00:56:40.605 Please let me know how this how this goes for you. 1031 00:56:40.925 --> 00:56:45.005 And and I look forward to seeing all of you in September and hearing great things. 1032 00:56:45.325 --> 00:56:46.685 Alright, everyone. Bye, 1033 00:56:47.565 --> 00:56:48.045 so much. 1034 00:56:49.556 --> 00:56:50.756 - Love your hair. 1035 00:56:50.996 --> 00:56:51.956 - Thank you. 1036 00:56:52.196 --> 00:56:52.676 Bye.