1. DISC: Communicating for Success Presented by Dulcee Loehn

2. Communication Words (content) 7% Voice (tone) 38% Body Language (energy) 55% “The most important thing in communication is to hear what isn’t being said”- Peter F. Drucker

3. Making $ with DISC The “D” Style or “DIRECTOR” Extroverted Speaks loudly Make decisions quickly Not detail oriented Very business-like Will sit across from you Ego Results “Be prepared, be brief, & be gone”

4. Making $ with DISC The “I” Style or “INFLUENCER” Extroverted Highly Social Make decisions quickly “Strangers are friends they haven’t met yet” Will sit next to you Hot button = Being liked, accepted Speaks loudly

5. Making $ with DISC The “S” Style or “STEADINESS” (Relater) Introverted Resistant to change Don’t like things that are risky Open & supportive Makes decisions slowly Hot buttons = Consistency, Stability, Security, Family All about trust and relationships

6. Making $ with DISC The “C” Style or “COMPLIANCE (ANALYZER)” Introverted Highly detail oriented Likes rules and guidelines Likes data, facts, & figures Hot Button = Being wrong Makes decisions slowly Logical

7. Making $ with DISC Selling to a “D” Be prepared, be brief, and be gone Talk about results Start with business – they will let you know if they want to chat Shut up and listen – they will tell you how to sell them Don’t overpower or dictate Don’t give too much detail Ask for the order Say things like: You’re right, Good idea

8. Making $ with DISC Selling to an “I” Be personal and friendly Keep the conversation directed Have some fun! Provide recognition & reassurance Follow up often Close often Say things like: This is exciting, Great job, We are really going to make some noise together

9. Making $ with DISC Selling to a “S” Slow down and take your time Shut up and listen carefully Build trust – Show Sincerity Eliminate risk for them Get “little” agreements throughout the process Don’t control or dominate Do not close fast Say things like: We will do this together, safe, guaranteed, others have had the same concern

10. Making $ with DISC Selling to a “C” Give them lots of data, testimonials, case studies Be patient Give more info than you would like Keep control but do not be pushy Do not talk personally Be careful making any guarantees where numbers are involved, they will remember them Say things like: Discount, value, return on investment, case study

11. DISC Styles D = Dominance 19% How you handle problems and challenges and exercise power I = Influence 32% How you interact with others and attempt to influence others to your point of view. S = Steadiness 35% How you respond to change, variations and pace of your environment. C = Compliance 14% How you respond to the rules and procedures set by others and to authority