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Selling more effectively with the DISC colour method
Your customers do not all make decisions or communicate in the same way. Use the colour method to adapt your listening and sales arguments to their profiles. Develop a more responsive business relationship to handle objections better and move the conversation forward.
- Duration
- 2 days 14 hours
- Code
- VEN12FR Code
Presentation
In a market where competition is intense due to the impact of technology, diverse distribution channels and consumer expectations, the salesperson's role is more complex than ever. It is therefore important to refine your sales techniques and strengthen your approach to customer relationships.
This course focuses on the nature of human interaction and exchanges between customers and salespeople, helping you address the challenges of these changes. Using the DISC colour method, you will analyse your own behaviour as a salesperson, your customers' buying motivations and their decision-making processes.
The DISC method is distinctive, universal, simple and practical. It is widely used in professional settings to understand human behaviour and improve interpersonal interactions. You will therefore be able to work more effectively towards successful sales.
Objectives
Target competencies:
- Increase the impact of your sales communication to improve sales quality and growth.
Learning objectives:
- Develop greater self-awareness through your DISC colour profile.
- Identify customer profiles and adapt sales techniques to their personalities.
- Understand customers' needs and buying motivations to develop successful sales strategies and pitches.
- Understand and incorporate the customer's decision-making system to influence the buying process.
- Apply the DISC method at every stage of a sales process.
Program
Module 1: exploring the language of colours and the DISC method
- The universality of the language of colours.
- The colour method and its practical application.
- The 4 DISC colours: Dominance, Influence, Steadiness and Conscientiousness.
Module 2: understanding yourself better as a person and a salesperson
- Discovering your behavioural colour profile.
- Understanding your colour profile.
- Identifying your sales style.
- Identifying your preferred communication styles.
Module 3: identifying customer profiles
- Identifying your customer's profile through gestures, voice, choice of words and other signals.
- Recognising the motivations and needs associated with customers' colour profiles.
Module 4: increasing your impact by adapting to different customer profiles
- Adapting your communication to different customer profiles: approaches and methods.
- Adapting your behaviour to your objective, the customer and the situation.
- Aligning your communication with your customers' behavioural styles.
Module 5: applying the DISC method in a sales conversation
- Adapting your welcome or initial contact like a chameleon: building rapport and establishing trust.
- Rephrasing needs using the colour method to identify hidden expectations and intrinsic motivations.
- Presenting your sales case and identifying what resonates with the customer: adapting the features, advantages and benefits approach to the customer's colour profile.
- Responding to colour-specific customer objections: interpreting what is left unsaid and identifying subjective barriers and hidden motivations to overcome differences and resistance.
- Closing the sale: securing agreement by adapting to the customer's decision-making process.
Module 6: recognising mechanisms for avoiding success and failure
- Eliminating ineffective sales styles by minimising the 'go-getter', 'charmer', 'confessor' and 'know-it-all' tendencies.
- Making sales and purchases successful through the colour approach.
- Adapting follow-up to customers' colour profiles.
Audience
This course is intended for:
- sales managers, technical sales representatives, business development engineers, sales assistants and, more broadly, anyone wishing to improve self-awareness and develop interpersonal and sales skills.
Prerequisites
No specific skills or professional experience are required. However, after registering, you must complete a 15-minute online questionnaire.
You will receive a personalised colour profile report before the course begins.
Teaching and assessment methods
- Initial skills assessment
- Training materials provided to participants
- Continuous assessment throughout the course
- End-of-course feedback questionnaire
- Combination of theory and practical application
- Attendance records
- Post-course follow-up evaluation
- Practical exercises
- Case study
Course highlights
Dates and sessions
Choose the date and delivery format that suit you.
No upcoming sessions are currently available.