Sales Transformation

Trevor Lee asks Collin an interesting question. Do you find it hard for sellers to adapt to DISC selling when presenting themselves? Collin says yes, it is definitely hard, but there are ways to make it easy. He explains how technology helps you prepare for a conversation and lean your strategy toward a particular target instead of trying to fit into a lot of segments. Learn how to turn “HARD” to “EASY” in this latest episode of Sales Transformation.

“Now, people trying to do it in a virtual world where they're mostly meeting on Zoom, it's even a little bit harder, but if I can know who you are before we ever meet, then I can go in a little bit more prepared, where I'm not kind of trying to figure it out to get to a place where I maybe think I'm right, to then sort of adapt and change.”

“In some cases, we see in sort of a macro level where companies have such a vast, higher win rate with certain personalities, that they then only prospect to those people because if you win almost, 300% or 400% more often with a particular segment of personality types, why would you prospect to anybody else? So in that case, you're just getting better at your targeting. So you don't have to segment necessarily.”