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Fundamentals of Sales Management: For the Newly Appointed Sales Manager by Matthew Schwartz

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Strategies for Improving Communications

You should try to think of specific members of your sales team, your manager(s), colleagues in other departments, and your customers, with an emphasis on those with whom you would really like to better your interpersonal effectiveness.

You can then separate each of them into various categories and look at the most likely DISC pattern(s) for each individual. For example:

  • When resurrecting a tense yet important working relationship with another manager:

    If he were a High S, you could ask him about his staff and how things are going with his team.

  • When selling to a customer who you previously clashed with but who still has enormous potential:

    If she were a High D, you would get right to the point, emphasizing ...

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