Sell with Style and Profit from Behaviour - Fundamentals
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Sell with Style and Profit from Behaviour - Fundamentals

Master the art of behavioural selling with DISC and watch your revenues soar!
4.8 (7 ratings)
Instead of using a simple lifetime average, Udemy calculates a course's star rating by considering a number of different factors such as the number of ratings, the age of ratings, and the likelihood of fraudulent ratings.
1,246 students enrolled
Last updated 11/2013
English
Price: $25
30-Day Money-Back Guarantee
Includes:
  • 1 hour on-demand video
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
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What Will I Learn?
By the end of this course, you will increase your sales results by applying the universal language of DISC.
You will learn the language of DISC
You will learn to estimate your own behavioural style
You will learn how to identify the behaviours of your customers during sales interactions, and apply this to improve the quality of sales interaction
You will learn to estimate the amount of Behavioural Style Match between your own and your customer's behaviours
You will be able to describe the degree of adaptation required for each customer type, and translate that into specific actions to facilitate increased connectedness with customers
View Curriculum
Requirements
  • None
Description

It was once wisely stated that people do business with those they know, like and trust! Have you ever made these statements (I'm sure if so, ever so quietly) about your customers?

· He cant make decisions quickly

· That customer wants so much detail

· He’s so curt – doesn’t ever wish to make any small talk!

Success with sales depend on a connection between a salesperson and customer! It's that simple. The ability to forge commonality between differing behavioural approaches to selling and buying is key. By increasing communication, opening doors to greater interpersonal relationships and forging connectedness, a salesperson will ultimately achieve improved outcomes, increased sales and burgeoning revenues!

The 5 topics,16 tutorials and state-of-the-art workbook will guide you step by step to consider both your own behaviour and that of your customers. By doing so, salespeople often discover the reason behind non-serving thoughts (even though they may well be true observations) stems from a lack of:

  • understanding about the role of natural and adapted behaviour in sales
  • appreciation of our own ability to influence solutions and connectedness with customers and revenues, through the art of blending behaviour.

Simply learn the language of DISC, master the art of behavioural selling, apply it to your sales environment and watch your revenues soar - immediately! Sell with Style and Profit from Behaviour!

Who is the target audience?
  • Those holding Sales positions currently . Those holding 'Sales - in - Training roles . Those responsible for setting sales priorities for a team environment
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Curriculum For This Course
Expand All 16 Lectures Collapse All 16 Lectures 01:02:41
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Topic One: Introduction
2 Lectures 05:50

In this Tutorial, you will:

a. meet your instructor Debbie, a DISC certified behavioral analyst

b. become acquainted with the structure of the course

c. connect with the comprehensive workbook which has great potential to be a professional sales resource in every sales day!

Preview 03:00

This tutorial finalizes the introduction, giving credibility to a scientifically-validated tool.

Preview 02:50
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Topic Two: The Foundations and Language of DISC
8 Lectures 30:09

In this Tutorial, you will gain an overview of what behaviour really is, discover its origin and realize its importance and impact upon a sales environment. Additionally, you'll be introduced to the commonplace terms of Natural and Adapted Behaviour.

Preview 04:44

This tutorial will show the basics of what a DISC behavioral report provides regarding information and structure. Whilst this course does not provide a profile to you, this sample report will provide fundamentals for you to move forward.

Through this knowledge gained from reports, you'll start being able to describe the difference between natural and adapted behaviour following the visual cues in the graphs, strengthen your use of the language of DISC, and you'll receive insights into why some customers are really a challenge for you to convert. Every Salesperson will be challenged - it's not just you!

Tutorial Two: DISC Reports
04:18

This tutorial will break each behavioural characteristic into tangible information ranging from P-C combinations to an understanding of the impact of the core behaviour of both a salesperson and customer.

Tutorial Three: The DISC Behavioural Graphs
03:17

In this tutorial, you'll see the DISC language in action. You are introduced to the high 'D' behaviour and hear what is important for, and to, its behaviour. This is intended to inspire you to reflect upon your own approach to High D customers currently, and in the future. It may even have you reflecting upon the intensity of D in your own behaviour.

Tutorial Four: Dominance
03:04

In this tutorial, you'll see the DISC language in action. You are introduced to the high 'I' behaviour and hear what is important for, and to, its behaviour. This is intended to inspire you to reflect upon your own approach to High I customers currently, and in the future. It may even have you reflecting upon the intensity of I in your own behaviour.

Tutorial Four: Influence
03:08

In this tutorial, you'll see the DISC language in action. You are introduced to the high 'S' behaviour and hear what is important for, and to, its behaviour. This is intended to inspire you to reflect upon your own approach to High S customers currently, and in the future. It may even have you reflecting upon the intensity of S in your own behaviour.

Tutorial Four: Steadiness
03:17

In this tutorial, you'll see the DISC language in action. You are introduced to the high 'C' behaviour and hear what is important for, and to, its behaviour. This is intended to inspire you to reflect upon your own approach to High C customers currently, and in the future. It may even have you reflecting upon the intensity of C in your own behaviour.

Tutorial Four: Compliance
02:44

In this tutorial, you'll explore the core of disconnection in sales relationships. Each of the 4 behavioural characteristics has it own emotions and associated blindspots. Knowing our own blindspots (and those of your customer's behaviour) equips us with tips about the type of masking we can and should do for positive impact on sales.

Tutorial Five: Colour . Emotion . Blindspots
05:37

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Test Quiz
20 questions
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Topic Three: Blending Behaviour
1 Lecture 04:48

Masking is only one technique that can be applied to behaviour. When two behaviours come together, they will have varying degrees of connectivity, and hence the art of blending is another technique to maximize any sales relationship. In this tutorial, you'll be introduced to the DISC Wheel which will provide you clear and simple solutions to maximize connectivity.

Tutorial One: Crack the Code
04:48

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Quiz for this Tutorial
5 questions
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Topic Four: Buying Styles and Tendencies
4 Lectures 16:50

Each behavioural style has preferences of product, buying styles, body language and words. This video and the workbook provide a ready-reference guide for things to do, say and be for a High or Core D customer! Apply these during a sales interaction and success will be yours!

Tutorial One: Core D (Dominance)
03:31

Each behavioural style has preferences of product, buying styles, body language and words. This video and the workbook provide a ready-reference guide for things to do, say and be for a High or Core I customer! Apply these during a sales interaction and success will be yours!

Tutorial Two: Core I (Influence)
04:05

Each behavioural style has preferences of product, buying styles, body language and words. This video and the workbook provide a ready-reference guide for things to do, say and be for a High or Core S customer! Apply these during a sales interaction and success will be yours!

Tutorial Three: Core S (Steadiness)
04:43

Each behavioural style has preferences of product, buying styles, body language and words. This video and the workbook provide a ready-reference guide for things to do, say and be for a High or Core C customer! Apply these during a sales interaction and success will be yours!

Tutorial Four: Core C (Compliance)
04:31

xx
Quiz
5 questions
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Topic Five: Bringing It All Together
1 Lecture 05:04

Bring the key points of the simple and easy-to-use universal language of DISC together. Summarize and consolidate that which you can take into your own sales interactions.

Tutorial One: Consolidation
05:04
About the Instructor
Managing Director Debbie Nicol
4.8 Average rating
7 Reviews
1,246 Students
1 Course
Managing Director, 'business en motion'

I am Debbie Nicol (call me Debbie or Deb), an Australian expat living in Dubai, and Managing Director of ‘business en motion’, operating my business consultancy and learning organization with the comfort of 28 years of experience in international human resources, organizational development and strategic change management. My career has been solely dedicated to embedding lifelong learning into organizational behaviour, moving businesses and leaders ahead – ahead of their current achievements and/or competitors.

My career saw me with a plethora of qualifications as I simply love learning, yet the most practical with the most a-ha moments that continue to serve til today was when I became accredited as a DISC behavioural analyst over 15 years ago. I apply this globally currently, and serve organizations across Thailand, India, the Gulf Corporation Council Countries including Saudi Arabia and into Africa across a myriad of industries, ranging from shipping and logistics, automobiles, retail through to knowledge security and government.

With my experience commencing as a teacher in the Australian public education system, I quickly recognized opportunity in industry and entered 5-star Hospitality, rapidly progressing through the ranks to lead a global corporate HR function in Europe. Learning is my passion and self-directed learning that places the student at the centre of their experience is what I achieve the greatest results with. My philosophy supports the notion that teachers no longer exist as sages on stages (thankfully!) but only as guides on the side!

Now operating my own business, my USP is the ability to open minds of those around me. Corporate success has been supported by two Masters Degrees, one being a Masters in Online Education.

‘business en motion’ has recently launched a unique concept, process and toolkit for change, ‘embers of the world’, focussing on story-telling as the impetus for self and corporate leadership change, whilst placing reflection and connection at its core. This evolution from traditional to contemporary toolkits is but one example of the pride I take in customising solutions for specific environments and needs!

An avid adventurer with a free spirit, my most recent personal challenges include a trip to the Arctic region and a 5 – day rugged-terrain physical survival challenge in Cyprus. As the face of a small yet growing team, I have been described as strategic, focussed, passionate, enabling, open-minded, fun yet overall ‘real’.

I look forward to forging greater connectedness with you throughout the 'learning en motion' learning experiences. Ask any question through the portal, or alternatively my email remains available for your convenience, questions and queries!