The Platinum Rule for DISC Sales Mastery by Dr Tony Alessandra and Scott Zimmerman
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The Platinum Rule for DISC Sales Mastery is a must read if you are selling and has a number of sections:
Section I describes the four general behavioral styles of your customers, and it helps you understand your own behavior style and know what type of sales position best matches your natural behaviors. We also identify specific customer buying patterns and the preferences for each style.
Section II describes the two basic behavioral dimensions and provides a simple process of elimination to help you identify yours and your customers’ behavioral styles. It will also show you how to observe your customer’s environment and behaviors to locate other clues that help you determine their behavioral style.
Section III describes how to reduce“relationship tension”to help you establish and maintain rapport with customers.This requires behavioral adaptability on your part, so you can easily connect with those who have styles that are different from your own.
Section IV teaches you about the basic selling steps; how to build on each step to help each buyer reach a successful conclusion.
Section IV will also help you understand how to use each step to advance customer relationships. By thoroughly understanding your customer’s style and the six basic selling steps, you will build stronger relationships and turn the sales process into a natural flow... culminating in a “win-win” solution.
Section I describes the four general behavioral styles of your customers, and it helps you understand your own behavior style and know what type of sales position best matches your natural behaviors. We also identify specific customer buying patterns and the preferences for each style.
Section II describes the two basic behavioral dimensions and provides a simple process of elimination to help you identify yours and your customers’ behavioral styles. It will also show you how to observe your customer’s environment and behaviors to locate other clues that help you determine their behavioral style.
Section III describes how to reduce“relationship tension”to help you establish and maintain rapport with customers.This requires behavioral adaptability on your part, so you can easily connect with those who have styles that are different from your own.
Section IV teaches you about the basic selling steps; how to build on each step to help each buyer reach a successful conclusion.
Section IV will also help you understand how to use each step to advance customer relationships. By thoroughly understanding your customer’s style and the six basic selling steps, you will build stronger relationships and turn the sales process into a natural flow... culminating in a “win-win” solution.