Success Coaching Using the DISC Assessments: Inner Game Coaching To Increase Sales

How Inner Game Coaching Can Bring Results to Your Success Coaching

The DISC and Motivators Assessments are a great tool to take stock of what motivates your success coaching clients and influences how they tend to behave.  Inner game coaching uses the client’s language patterns, beliefs, and physiology to alter clients’ results.  Assessment results will also help with inner game coaching by helping your clients become aware of their natural tendencies and allow them to work within their natural strengths instead of trying to do things the way others do.  Success coaching is about bringing out the best attributes of a person, and helping them become more successful at who they really are.

Behavioral Styles of Sales Clients Enrolled in Success Coaching

How can you use the assessments to improve your outcomes in your sales success coaching clients?  The first way is to recognize two of the most common behavioral styles found in sales people.  The traditional super sales star might be seen as the High D and High I combination.  This person is influential with people, driven by goals, and tends to care little about rules that don’t suit them.  They often behave in a rather fearless style.  They are naturally outgoing and optimistic.  Inner game coaching for these people would include helping them setting long term goals to help avoid the roller coaster effect of achieving goals and the potential “let down” they feel after.  They often move forward so fast that customer service is affected, and typically need some supportive staff to handle the details that might otherwise fall through the cracks.

The Characteristics of Clients Who Are More Suited for Inner Game Coaching

The other behavioral style seen in success coaching is the High S and High C profile.  Not as commonly successful in most sales areas as the High D and High C profile, these people can enjoy long term success provided they get inner game coaching to navigate the typical challenges they encounter.  For example, most of these people would rather undergo dental work than make calls.  Although they tend to do great with customer service due to their tendency to be detail oriented, they fear rejection and avoid confrontation unless absolutely necessary.  But in contrast to the High D/ High I behavioral style, the High S/ High C client will be more likely to find lifelong clients who are going to give great referrals.

Clients Who Can Move from Inner Game Coaching to Success Coaching

The reason the High S/ High C profiles are likely to become success coaching clients is that with inner game coaching they can become sales superstars who enjoy the rewards of their efforts for many years.  They are not likely to make cold calls, but if they have a reason to make a call they can overcome their natural introverted tendencies.  One agent I worked with even went through the effort to bake holiday cookies for her clients.  It sounds like a lot of extra work, but she enjoys the baking and even looks forward to making her calls and ‘visiting’ with her past clients.  Delivering the cookies gives her enough certainty that she can overcome her natural tendencies and fears.

Using the DISC and PAIV Assessments can really give you insight for inner game coaching that might otherwise take weeks or even months.  Instead of a cookie cutter approach to success coaching, you can bring out your clients natural strengths.  And that type of success is much more sustainable over time.

Colette Seymann

JTS Advisors Designated Accountability Coach

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