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List and describe in detail the four perspectives of behavior in the DISC system. Discuss the advantages to the salesperson of using DISC to understand people, particularly customers.

When calling on a customer in their office, It is OK to move around a few items, like chairs or papers, if it will help your customer see your presentation better.

Meena and Kelsey both go on sales calls to different companies. When Meena arrives she is thrilled to greet the customer, she introduces herself, and begins to talk about all the things she can do for them. Kelsey introduces herself, asks the customer about the company and then explains her most useful products. At the end of the day, on Kelsey has a new customer. What should Meena do differently?

Jeff, “I am wondering who else you know that my products and services would fit well?” This statement is an example of what to ask to find a ________ that will help you identify accounts that might be a good fit for your products and services.

Explain in detail the Prospect Priority Index and how it helps refine prospecting efforts.

Prospect Priority Index (PPI) is a tool used to determining which prospects and/or current customers may be most important to your business.

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Customer satisfaction cannot be controlled by the salesperson.

Selling, customer service, and images on billboards are all examples of touchpoints.

In theory, Amy consistently satisfies each of her customers; she knows a lot about her customers’ needs and develops solutions for them at (what seems to her) fair prices. Why don’t her customers return very often?