DiSC® internal training “People reading – personalized sales through customer perception”
Introduction to Sales Training
As a preliminary step to the DiSC sales training, each participant receives a personalized DiSC® profile to begin by understanding themselves better. During the training, participants learn to recognize their behavior in various situations, particularly in sales-related contexts.
To learn how to “read people,” various group and pair work methods are used, as well as video recordings that are analyzed collectively during the training. The use of video recordings allows participants to learn not only through practical role-playing but also through self-analysis and reflections from other participants.
Different parts of the sales process are practiced with clients exhibiting various behavioral styles.
The result
Upon completing the training, participants will better understand their natural behavior and sales style. They will know how to adapt their sales approach to different situations and people, learn to “read” unfamiliar individuals, and improve their sales skills and results.
The training curriculum is tailored to the specific needs of the client.
About the Trainer
Helen holds a bachelor’s degree in business and a master’s in human resource management from Tallinn University of Technology. She has over nine years of experience in human resource management, both in retail and business consulting. As a certified Executive Coach, Helen has worked with numerous top executives to help turn their visions into reality. In addition to her master’s degree in HR management, Helen holds a Level 6 Adult Educator qualification certificate and is an internationally recognized DiSC trainer.
Learn more about the trainer, Helen Pärli.
We’ve introduced DiSC profiles in more detail on our Instagram account here.
Curriculum: DiSC® internal training “People reading – personalized sales through customer perception”
Curriculum Group: Personal Development
Basis for Curriculum Development:
The curriculum is based on publicly available materials, which are also referenced during the training.
Objective:
The training aims to provide sales professionals with an overview of DiSC® behavioral types and how to adjust their sales tactics based on the behavioral type of potential clients.
Learning Outcomes (Training Results):
After completing the training, participants will:
- Have a better understanding of their natural behavior and sales style;
- Be able to adapt their sales style to different situations and people;
- Be able to “read” unfamiliar individuals;
- Improve their sales skills and results.
What is DiSC®?
DiSC® is a development tool focused on understanding behavioral style profiles and using that understanding to enhance one’s skills.
Everything DiSC® profiles have broad applications, offering a more personalized development experience. DiSC® is the most researched, validated, and culturally adapted tool of its kind.
DiSC® can be used to develop and improve:
- Self-awareness
- Communication and relationships
- Teamwork
- Leadership skills
- Sales and customer service skills
- Adaptability to change
- Conflict resolution skills
Target Group:
Sales specialists, sales managers, entrepreneurs, and anyone else whose work requires sales skills.
Conditions for Starting the Training:
Participants must have at least B2-level proficiency in Estonian (independent user) and complete the DiSC® questionnaire before the training.
Duration of Training:
One-day training (6 academic hours), with an additional 0.5 academic hours of pre-training self-study.
Content of the Training:
- What is DiSC®?
- Understanding our natural behavior through the DiSC® model.
- Getting to know your own DiSC® style.
- How DiSC® helps to understand your sales style.
- How to adapt your natural behavioral and communication style to different situations.
- What makes communication with clients of different behavioral styles challenging in sales situations?
- How to use your behavioral type’s strengths to improve sales effectiveness.
Teaching Methods:
Interactive mini-lectures, role-playing, group discussions, group work, case studies, self-reflection, and group reflection.
Learning Environment Description:
The training takes place in a learning environment adapted for group work and discussions, equipped with presentation technology and a flip chart. Support is provided for individuals with special needs within the trainer’s competence and capabilities.
The training can also be conducted online via the Zoom.us platform. The trainer provides a link for participants to access the virtual room.
Number of Participants:
The maximum number of participants per group is 16.
Learning Materials:
- Trainer-prepared materials
- DiSC® materials
- Necessary training tools provided by the trainer
Completion Requirements:
- Attendance of at least 80% of the in-person training is required for assessment eligibility.
- Participants must complete the assessment methods.
Assessment Methods:
- Self-reflection
- Peer reflection with fellow participants
Assessment Criteria:
- Understands their DiSC® style.
- Can adapt their sales style to different situations.
Documents Issued:
- Certificate (issued if completion requirements are met)
- Confirmation of Attendance (issued if completion requirements are not met)
Qualifications Required for Conducting the Training:
- Completed trainer training
- Certified DiSC® trainer and consultant
- Native-level or at least C1-level proficiency in Estonian
The training curriculum is tailored to the client’s specific needs.
Explore the basics of the study program here.
Mari Raud
Rae Municipality
Sports and Public Health Specialist
I was very satisfied with the DiSC training. It helped me better understand myself, my areas for growth, and how to consider others’ personality traits more effectively in collaboration.