Product
Personality
Content
TIM LEDWEIN
President at Sandler by i10 Solutions
DISC Type: Di (Driver)
Be direct and drive the conversation forward with high energy.
Do:
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Focus more on high-level summaries rather than deep-diving on specific questions |
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Highlight competitive advantages of your product |
Don't:
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Don't sugercoat or use overly-optimistic language |
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Don't give in-depth descriptions without explaining bottom line impact |
JORDAN LEDWEIN
Business Development at Sandler by i10 Solutions
DISC Type: Di (Driver)
Use a results-focused, fast-paced, and risk-tolerant approach in your communication.
Do:
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Speak with high energy and answer questions directly |
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Use an energetic, assertive tone |
Don't:
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Don't give in-depth product descriptions without explaining bottom-line impact |
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Don't be overly friendly; be assertive and push back when you need to |
JUSTIN LEDWEIN
Technology Analyst at Sandler by i10 Solutions
DISC Type: Is (Encourager)
Communicate with high energy, a friendly tone, and a positive outlook.
Do:
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Provide smooth, proven ways to get buy-in from others on the team |
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Take additional time to highlight the stability and security of the product |
Don't:
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Don't end the call without establishing clear next steps |
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Don't prioritize cost over short-term emotions of relevant parties |
JACKIE LEDWEIN
VP Finance/Operations at Sandler by i10 Solutions
DISC Type: SC (Stabilizer)
Communicate with a realistic, thoughtful and organized approach.
Do:
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Place a high value on the product's details, even if it takes longer than expected |
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Walk her step-by-step through the buying process without rushing |
Don't:
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Don't bypass or skip over any of his feedback, questions, and concerns |
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Don't ask too many probing questions before you have built strong rapport |
DAVE MATTSON
Chief Executive Officer & President
DISC Type: Dc (Architect)
Communicate with fast-paced, goal-oriented, and highly efficient energy.
Do:
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Use a serious, business-like tone as opposed to a casual tone |
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Be upfront and blunt about potential issues |
Don't:
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Don't sugarcoat or use vague, overly-optimistic language to describe the value of your product |
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Respect the call's length and end on-schedule |
NICOLE SIMONSEN
SVP, Enterprise Sales
DISC Type: Id (Influencer)
Be creative, inventive, and forward-thinking in your approach.
Do:
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Keep the conversation focused and aimed at a specific outcome |
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Focus more on high-level summaries rather than deep-diving on specific questions |
Don't:
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Don't place focus on outdated procedures over focusing on future possibility |
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Don't focus on risk or downside; prioritize the potential upside |
JANICE DURANT
Head of Franchise Operations & Implementation
DISC Type: Sc (Planner)
Communicate in a perceptive, skeptical, and diligent manner.
Do:
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Provide evidence for your trustworthiness, like credentials and past performance |
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Put her concerns and risks at the forefront over building rapport |
Don't:
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Don't push too hard for short-term results if it negatively impacts others on the team |
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Don't use a demanding or pushy tone; stay calm and supportive |
PAULA FERRARO DRIESELL
Chief Human Resource Officer
DISC Type: Di (Driver)
Be direct and drive the conversation forward with high energy.
Do:
| |
Focus more on high-level summaries rather than deep-diving on specific questions |
| |
Highlight competitive advantages of your product |
Don't:
| |
Don't sugercoat or use overly-optimistic language |
| |
Don't give in-depth descriptions without explaining bottom line impact |
Crystal gives me insights and helps me connect with my clients at a far deeper level than any google search ever could.
Crystal is like a cheat sheet in the sales process. You can use the right communication style for every prospect, even in the first call.
The first 5 minutes of any meeting is absolutely crucial. That’s where Crystal helps my team the most.
