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SOAR SELLING: How To Get Through to Almost Anyone--the Proven Method for Reaching Decision Makers by Marhnelle Hibbard, David Hibbard

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CHAPTER 8UNDERSTANDING THE BEHAVIOR OF YOUR PROSPECTS AND CLIENTS

DiSC®: The Art of Reading People

Dialexis uses Inscape Publishing’s DiSC® behavioral assessments in SOAR training. DiSC is an invaluable tool for helping salespeople understand their prospects or even their existing clients or customers. DiSC increases your awareness of your client’s behavioral style, providing you with a framework for generating a successful call result. Simply put, DiSC is about understanding how to best communicate with your clients or prospective clients.

People see the world in different ways and are motivated by different things. DiSC breaks behavior styles into four categories: “D” Dominant, “i” Influencer, “S” Steady, and “C” Conscientious. Each type appreciates ...

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