DISC Training Program
BE A CERTIFIED BEHAVIOURAL CONSULTANT
BE A CERTIFIED BEHAVIOURAL CONSULTANT
Effective sales professional treasure every interaction with customers to either move an opportunity forward or to enhance the account relationship. It is not reliable to leave on chance for every interaction with a customer. Selling Excellence with DISC Profile Application program provides the direct, customer-personality focused approach that helps sales professional better prepare each business opportunity with customers. With the use of DISC Profile, sales professional can master the unique decision making process, criteria to build trust with a salesperson, the possibility to be upsell, and the major tactics to handle objection of each type of customer, and so to gain the credibility and business from customers.
Business application of DISC Profile and its benefits for sales professional
-Development of DISC Profile
-Differences of DISC Profile from other assessment tool
-Application Advantage of DISC Profile for sales professional
Identify self DISC Profile personality type, its strengths and weaknesses as a sales professional
-Personality strengths and weaknesses
-Combination of major and supplementary types
-Special patterns in DISC Profile
5 keys aspect of customer behaviour in making purchasing decision:
-Step 1: Engagement to extend selling buffer time
-Step 2: Information processing
-Step 3: Credibility building
-Step 4: Handling objection
-Step 5: Approach decision making
Building selling excellence with the pinpoint of communication modes of each personality types
-4 preferred communication channel of customers
-4 perception language used by customers
-Win the opposite battle: Neighbourhood approach of communication to manage customer with opposite personality type
Now you can! Based on the well-known and widely used DISC Personality System, this specially designed two-day intensive programme, Introduction To Behavioral Analysis (Certification & Training) will equip you with key people-reading skills and help you become proficient in Behavioral Analysis in no time.
The programme includes lectures and small group interaction, a 76-page Certification Syllabus Pack, a set of practice profiles and a set of audio CDs. All these materials are neatly compiled in a three-ring binder. This means you can refresh your memory whenever and wherever you want, to help you read and communicate with people.
Conducted by George Quek, a DISC master facilitator, this face-to-face programme will also prepare you to sit for a proficiency test. Upon completion, you’ll receive the DISC certification and be presented with the title of Certified Behavioral Consultant.
DISC certification is a training programme in behavioral analysis that provides you with a framework to understand human behaviour more profoundly. It explores four basic personality styles and you learn to relate better to someone of a different style. You will administer and interpret an assessment instrument that identifies behavioral style. These instruments are widely used in counselling, human resource management and professional consulting. Upon completion of this training, you will receive certification from the Institute for Motivational Living as Behavioral Consultant.
The Institute for Motivational Living, based in Pennsylvania, U.S.A, is a training and publishing company designed to help people communicate better and work together more effectively. The Institute trains and certifies individuals in product usage with their behavior analysis course, Introduction to Behavioral Analysis. This training course provides the expertise to consultants, entrepreneurs, business managers, pastors and counselors in the use of the DISC Personality System and other behavioral assessment profiles for use in team building, career planning, hiring, conflict resolutions, family counseling, personal counseling, marriage counseling and executive coaching. This course and the others The Institute offers are designed to teach you to apply the concepts of DISC in your business and daily life.
The Institute also publishes a variety of profiles for use in counseling or consulting. They include two versions of the DISC Profile: The Personality System Profile, and the Biblical Personality System Profile. They also publish many other behavioral assessment tools including The Values Style Profile, The Children’s Profile, The TEAMS Profile, The Stress Management Profile, The Small Group Workbook, The Sunday School Workbook, and the Job Requirement System.
For many years, successful organizations have relied upon a tool called “DISC” to help identify the behavioral types in an organization. DISC describes the four basic elements of human behavior as: Dominance, Influence, Steadiness and Compliance. The basis for DISC began as early as 400BC, when Hippocrates observed clear and consistent similarities and differences in the way people interact. We still rely upon observable behavior to better understand and enhance our relationships. DISC has a universal language all its own, that explains behavior and emotions. DISC is based on factors that transcend gender, race and culture, but the four major components can easily be explained. All people exhibit these behavioral characteristics to one degree or another, regardless of their background and experience.
The key to DISC is discovering the intensity a person brings to four areas of behavior:
• Dominance: How you approach problems and challenges
• Influence: How you interact and influence people
• Steadiness: How you respond to change and levels of activity
• Compliance: How you respond to rules and regulations.
The Dominance factor, for example, does not measure whether or not a person can solve problems, but rather measures how the person goes about solving problems and challenges. Once you have developed a heightened awareness of your DISC style, you can begin to consciously control your behavior and communication style. For example, if you are the type of person who knows tight deadlines stress you out-you might take extra care to timeline complex projects. Or if you are dealing with a manager who is very “bottom-line” oriented-you would want to come prepared to talk results and stick to business.
|• Communication: Key to your Success Definition of communication
• Communication impact
• Uses of the DISC profile
• Course learning objectives
• Behavioral Styles: Theory and Background
• Hippocrates theory
• Contributing factors to behavioral style
• The Trust Model….adapted from The Johari window
• Behavioral principles/DISC model
• Principles of motivation
• Administration of the Personality System Profile
• Interpretation of the Personality System Profile
• Personality system overview
• Characteristics of the high ‘D’
• Characteristics of the high ‘I’
• Characteristics of the high ‘S’
• Characteristics of the high ‘C’
|• Various notes and comparisons
• What the graphs show
• What DISC measures
• ‘Look’ method of interpretation
• Identifying patterns
• Interpretation samples
• Blends: The ‘D’ blends, The ‘I’ blends, The ‘S’ blends, The ‘C’ blends
• Interaction table
• Communication enhancement with a team member
• Application of the Personality System Profile
• Behavioral tools modification process
• Case Study 1:Married couple
• Case Study 2:Recruitment
• Case Study 3:Conflict Resolution
• Case Study 4:Team building
• Personal growth areas
• Team interaction
• Building an effective team
It barely suffices to know the differences in people’s styles unless effective partnerships are built. This requires ongoing commitment from managers and employees. Sometimes a good connection between two people may “just happen,” but relationships are built over time, and must include mutual respect based on trust that transcends differences. DISC is a valuable aid to help people better understand themselves, and others. Just the awareness of this process gives enough insight to help resolve conflicts and enhance productivity.
Why do people act the way they do? Why do priorities differ from person to person? Why does it seem so hard to approach some people while others seem to mirror your values, attitudes and interests? Differences in work styles quickly become obvious in an office environment. One individual may pay considerable attention to quality and detail while another “keeps their eye on the sparrow,” meeting schedules, but requiring rework. It is apparent that some kind of combination of these types of work styles could yield higher productivity and higher quality. Fortunately, it is possible to predict and observe these types of differences in a non-threatening, stimulating manner and create better understanding and productivity in the workplace. Just the awareness of different work and behavioral types in itself, helps employees to adapt their styles to compliment those of coworkers. DISC has a long history of achieving these kind of goals in many different working environments.
DISC helps people to:
• Communicate more effectively
• Establish goals that benefit individuals and organizations
• Forge long-term mentoring relationships
• Establish realistic milestones for performance and skills enhancement
• Identify obstacles and problem areas that may be adversely affecting progress
• Generate alternatives and actions plans to overcome problems
• Form effective teams
The DISC process can provide employees from different branches and teams within an organization the opportunity to meet, learn about each other and learn more about how to build important working relationships throughout the organization.
Put quite simply, if you are relying upon resumes alone to identify and cultivate the human assets in your organization, you are using only half of the compass to guide your organization. DISC helps uncover potential gold mines and trouble areas in an organization in a constructive, non- threatening way that encourages employee participation.
As the conductor, you decide if your organization is making noise . . . or music.
• Group Discussions/Exercises
English, Cantonese and/or Mandarin