EVERYTHING DiSC® SALES
Three sentences sales leaders and salespeople say when one sales style meets every customer.
“I gave my usual pitch, and the customer went cold.”
“We lose deals we should win.”
“My best salesperson cannot explain why customers buy from her.”
START HERE
Everything DiSC® Sales teaches salespeople to stretch beyond their natural sales style and adapt to each customer's preferences and expectations, whatever the customer's buying style. Each participant receives a 23-page, sales-specific profile on the participant's own sales style, the four customer buying styles, and strategies for adapting to each one.
The Workshop Package takes your sales team through the profile in four live, online sessions for your own cohort of up to 10. Participants practice on their real customers, and each participant builds Customer Interaction Maps for key customers.
Each salesperson learns the salesperson's own DiSC® sales style, sales priorities, strengths and challenges.
Salespeople learn to read the behaviors of each buying style and understand what each type of customer prioritizes.
Salespeople adapt their sales style to the buying style of the specific customer in front of them.
Think of one key customer, and answer two questions about the customer.
Wants the direct effect on the business.
Wants to feel excited about the product or service.
Wants a genuine approach before feeling comfortable.
Wants the details and the evidence.
Symphony 100 illustration, based on the customer-reading steps and the buying-style descriptions in the Everything DiSC® Sales profile.
WHO IT IS FOR
The workshop is sales-specific. Every example, tip and action plan is about a customer interaction, so the workshop suits any person whose work depends on a customer saying yes.
A sales teamImagine you lead eight salespeople who all sell the same way. Each salesperson wins the customers who share the salesperson's style and loses the customers who do not. The workshop widens the range of customers each salesperson can win.
New sales hiresImagine you bring on four new salespeople this quarter. The workshop gives the new hires a way to read a customer in the first meeting, which shortens the time to the first sale.
Account managers and customer successImagine you manage renewals. The customer already bought once, and the relationship decides the renewal. The workshop shows you what each customer expects from you.
Founders and fundraisersImagine you are a founder pitching investors, or a development director meeting donors. Every pitch is a sale, and every investor or donor has a buying style.
PURPOSE AND KEY OBJECTIVES
Organizations book this workshop for a business reason: a salesperson with one sales style loses the customers who buy in a different way. Deals stall, sales cycles stretch, and customers who feel misread go to a competitor.
The purpose of the Workshop Package is to help your salespeople create customer-centric interactions, so more of the sales team's time and energy goes into the outcomes the team is measured on: revenue, customer retention and, in the end, profitability.
Each salesperson understands the salesperson's own DiSC® sales style and how strengths and challenges influence selling behaviors.
Salespeople recognize the behaviors unique to each customer buying style.
Salespeople practice adapting their sales style to meet the needs of each customer.
Each salesperson builds a Customer Interaction Map and an action plan for real customers.
Your objectives may differ. Symphony 100 discusses these objectives with you up front. If your sales team has different priorities, the objectives and the emphasis of the sessions are adjusted to match. Results vary with each team's culture, participation and follow-through: results disclaimer.
WHY A WORKSHOP
Imagine every salesperson on your team has read the 23-page profile. Each salesperson now knows the salesperson's own style. On the next customer call, the salesperson gives the usual pitch, because reading a customer in real time is a skill, and a skill needs practice.
WHO FACILITATES
Every Sales Workshop Package is facilitated by a Certified Everything DiSC® Practitioner. From time to time, a producer assists the facilitator to keep the delivery smooth and professional.
Some organizations prefer to certify their own facilitator or to share the delivery. Our guide to choosing and developing facilitators compares internal, external and hybrid delivery. If you would rather deliver the program in-house, see the Everything DiSC® Sales Facilitation Kit and Everything DiSC® Certification.
WHAT IS INCLUDED
THE FOUR LIVE SESSIONS
The four sessions, six hours in total, run live and online on a private Zoom link, with polls, breakout practice and real-world customer scenarios. The content covers Wiley's six hours of Everything DiSC® Sales modules. Choose a session to see the session's topics.
SESSION 1 · 90 MINUTES · YOUR SALES STYLE
Salespeople learn their own style first.
Key outcome. Each salesperson understands the salesperson's own sales style and the customers the style suits best.
SESSION 2 · 90 MINUTES · CUSTOMER BUYING STYLES
Salespeople learn to read the customer.
Key outcome. Each salesperson can recognize a customer's buying style from the customer's behavior.
SESSION 3 · 90 MINUTES · ADAPTING
Salespeople stretch beyond their natural style.
Key outcome. Each salesperson has strategies for adapting to the buying styles the salesperson finds most difficult.
SESSION 4 · 90 MINUTES · KEY CUSTOMERS
Salespeople apply the three skills to their own accounts.
Key outcome. Each salesperson leaves with Customer Interaction Maps and an action plan for the salesperson's key customers.
A guide, not a script. The time spent on each topic varies with the group, so the facilitator adjusts the pace to your team. Symphony 100 also reviews this syllabus on a regular basis and adjusts the topics and activities to better meet clients' needs, so the outline above is subject to change.
THE PLATFORM
Everything DiSC® Sales runs on MyEverythingDiSC®, the interactive learning portal that is exclusive to the Everything DiSC® product suite. Everything DiSC® Sales is not on the Catalyst™ platform. A MyEverythingDiSC® account is included for each participant, and each participant keeps the account after the sessions end.
Each participant opens the participant's own profile at any time, on a computer, a tablet or a phone.
Two colleagues compare their DiSC® styles and read tips for working together.
Each salesperson creates Customer Interaction Maps for key customers, a tool exclusive to Everything DiSC® Sales, and can see a group on the DiSC® map.
HOW IT WORKS
The first step after your order is a call with Symphony 100 to go through the logistics: who is taking part, how the assessments go out, and what your sales team wants from the workshop.
Every participant completes the Everything DiSC® Sales assessment. Symphony 100 confirms that all the assessments are in before the workshop is scheduled.
Once the assessments are complete, Symphony 100 schedules the four live sessions with you.
Salespeople move from their own sales style, through customer buying styles and adapting, to plans for key customers. Each participant keeps a MyEverythingDiSC® account and the Customer Interaction Maps.
PRICING
| Everything DiSC® Sales Workshop Package Up to 10 participants: four live sessions and 10 Everything DiSC® Sales profiles | $6,500 |
| Extra participants Add up to 2 more people, for a dozen participants | +$210 each |
Prices are in US dollars. Sales tax, where applicable, is calculated at checkout.
The best learning happens in engaging, interactive groups where every participant is seen, heard and involved. Each workshop is built around 10 participants, with the option of adding 2 more for a dozen. Twelve is the breaking point: beyond a dozen, the quality of the discussion drops.
Order one package per cohort; several cohorts can run in parallel or one after another. Workshops are delivered remotely. Other arrangements (including in-person) and anything else customized are by custom quote on a call: Coaching, Consulting & Program Services →
Book a 20-minute Everything DiSC® intro call with Frank November. Bring your sales team, your goals, and your timeline, and leave knowing which option fits.
Book a 20-minute intro call$6,500 per cohort of up to 10 · +$210 per extra participant, up to 12
EXPERIENCE IT FIRST
Experience it first: a live 90-minute online workshop with Frank, your own Everything DiSC Workplace® on Catalyst™ profile included.
$250 per seat
FACILITATED BY SYMPHONY 100
The Base Experience delivered live to your cohort in two sessions, profiles included.
$3,500 per cohort of up to 10 · +$150 per extra participant
FACILITATED BY SYMPHONY 100
Miscommunication at work often creates roadblocks, but what about the emotional responses that drive tension?
$6,500 per cohort of up to 10 · +$210 per extra participant
FACILITATED BY SYMPHONY 100
The Base Experience with Management, delivered live to your cohort, profiles included.
$7,750 per cohort of up to 10 · +$210 per extra participant
