Wordsmith Sales Advantage Ebook Bundle

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Understanding DISC Personality Profiles

The purpose of this book is to help you increase your sales by getting to know your prospects better and determining what type of personality type they are and their preferred style of communication. You may be wondering what a personality type is. What I am referring to is based on the DISC theory of psychologist William Moulton Marston. It centers on four different behavioral traits: Dominance, Influence, Steadiness, and Conscientious. Each of these traits refers to a pillar of someone’s personality.

The premise of understanding the DISC assessment is that everyone likes to communicate differently. This is based on what we value. People buy from people they like. People like people that are like them. If you can identify a prospects preferred DISC communication styles then you have an effective tool to better interact with them. By choosing to improve your communication skills, you will close more deals! On the following pages, you will learn about the four different personality types and their preferred style of interacting – what works with them and what doesn’t. Enjoy!

Transformative Selling Techniques

The purpose of this book is to help you increase your sales by introducing you to a few advanced sales techniques. These scripts and dialogues are based on a few very simple, yet effective concepts. The objective is to eliminate the fatal mistake of sounding salesy. These ideas are simple and easy to implement once they are understood and practiced. Selling real estate, or anything really, is about asking very powerful and important questions while uncovering the basic needs and desires of potential clients.

Learning and understanding the nuances involved with tonality, inflection, and questioning techniques will not only separate you from the competition but will increase your sales skills beyond measure. These simple, yet subtle tweaks in dialogue are VERY effective and will make the conversation more consultative than salesy. Remember you and your prospect are teammates working on solutions to THEIR problems. Asking the right questions, while implementing the techniques that follow, will help you uncover those problems while bonding and building rapport. This will make your clients feel not only heard but also fully understood. Learning to listen and hear will become a natural tendency that will help your sales conversions immensely. Enjoy!