Behavioral Selling

Behavioral Selling Skills

Most sales professionals know their product and the selling process. Where they don’t have the advantage is fully understanding the people – what motivates, drives, and influences individual customers to sign on the dotted line. Sales competencies are important but how a salesperson applies them largely determines their effectiveness. The ability to understand and adapt their behavior and communication to that of a customer is a key differentiator between an average and a great salesperson.  

Developing an Unfair Advantage!

This program gives participants an in-depth understanding of their personal selling style, both the strengths and limitations. Studies have validated that “people buy from people they like” and participants learn a proven and easy-to-apply behavioral identification method that helps them to instantly connect with customers, form stronger relationships, and close more sales. They will distinguish behaviors that help and hinder them in the sales process, as well as specific approaches that frustrate customers and have them buy elsewhere.

Key Skills Learned Are

  • Determining their style and where it helps and hinders successful selling
  • Quickly reading the customer’s buying style
  • Understanding the “style match” and likelihood of a successful interaction
  • Adapting their approach based on the customer’s key needs
  • Turning around their most challenging customer 
Sales Skills Index™
7 areas of sales skill and knowledge

TTI Success Insights Sales Skills Index (SSI) is an objective analysis of an individual’s understanding of the competencies and strategies required to sell successfully in any sales environment. It essentially answers the question, “Can this person sell?” Like any profession, selling has a body of knowledge related to its successful execution. It is this knowledge that the Sales Skills Index measures and gives strategies to be more effective.

DISC Sales
Sales behaviors + communication style

The DISC Sales profile is invaluable for training, developing, and coaching Sales professionals. The profile describes the salesperson’s natural sales style, specifically identifying preferences for handling sales presentations, closing the sale, and customer service. It also defines their adapted style and how they are changing their behaviors to succeed in their current environment. This Sales profile offers tips on how to better adapt to (or blend with) the customer’s style. This knowledge will help the sales professional create positive iterations for any behavioral style.

Workplace Motivators®

6 motivators (all positions)
A person’s performance can be directly related to what motivates them in the workplace. This Driving Forces/Workplace Motivators profile helps individuals understand how their prioritized motivators affect choices and provide purpose and direction in their lives. When combined with the behavioral assessment, the picture of the individual is complete – both HOW he or she will behave and WHY – the motivational drivers behind his or her actions.

12 Driving Forces®

12 driving forces (all positions)
A person’s performance can be directly related to what motivates them in the workplace. This Driving Forces/Workplace Motivators profile helps individuals understand how their prioritized motivators affect choices and provide purpose and direction in their lives. When combined with the behavioral assessment, the picture of the individual is complete – both HOW he or she will behave and WHY – the motivational drivers behind his or her actions.