(This website presents a proven, simple and straightforward approach to permanently solving today's sales failure problems, one salesperson at a time. The program is individualized; yet best results are most often achieved in a corporate setting where upper management has a background, and belief, in the fundamental assumptions and science supporting DISC. The findings, and conclusions, presented here are the result of a 20-year research study by one man into the mind; and what has now become known as Decision Making Patterning using DISC. The author of that study went on to produce unprecedented sales production numbers using those findings, and its conclusions, as a dependable analytical sales tool for successfully predicting the way, and how, a particular temperament-typed individual would think, and use, deductive reasoning whenever involved in making a significant purchasing decision. (Important Note: In order for a particular DISC intellect behavior to have been accepted as "bankable truth", for this study, it had to consistently demonstrate a 95% probability/predictability factor, i.e. The 95% Rule.) The Reason for The Problem. At the center of the sales failure issue lies a clearly defined disconnect, an almost adamancy, between what academic psychologists believe in, teach and use as long-established and "trustable" truth; and what the newer salesperson is led to believe in from their time in the sales classroom. Because of their functional belief in DISC, the academic enjoys two significant psychological communications advantages: a.) It gives them a clear picture window of understanding into the way, and how, another person's mind naturally sees, thinks, reasons things out (processes thought) when making decisions. b.) This, in turn, provides them with a psychological blueprint (a roadmap) of understanding for communicating, both verbally and non-verbally, with that person both now and in the future. The study conclusively proved, in every case studied, that when the salesperson possessed this database of knowledge they consistently outperformed their competitors in every statistical category. In teaching the salesperson how to see and think using their customer's natural DISC intellect proclivities, you empower them with the ability to quickly, and correctly, connect with their customer on that person's preset psychological plane. The sales creating value of this kind of knowledge cannot be overstated. Heretofore, the salesperson has been severely hampered in their pursuit of career selling success because they lacked this fundamental knowledge base. Salespeople are trained to sell by using a "one-size-fits-all" psychological connection approach. They're taught to sell believing that every customer sees, thinks and reasons just like they do. If life has taught us anything, it's taught us that that belief simply isn't true. What is true, and what the study convincingly proved, over and over again, was this; "That when a customer does buy, they do so only when the salesperson successfully orchestrates their sales message to, and through, that person's two largest offsetting temperament types as a means of creating buy-in." This method of enhanced psychological communication, which parallels hypnosis and neural gateway access, led to the discovery and development of The Brain Funnel Theory as a faster, and easier, way to sell. (The book and tutorial systematically lay out this enhanced psychological approach to selling.) Salespeople aren't trained to identify and qualify (profile) their customer as to his/her given DISC intellect structure before beginning their sales message and therein lies the real problem. Their not taught to sell thinking with their customer's mind. They're taught to assume that they and their customer think identically; and that only happens rarely. Hence, low sales production numbers. By empowering the salesperson with the academic's eye of understanding, you best equip them for achieving daily sales consistency and enduring selling success by teaching them two timeless DISC principles: You teach them where they "can go" (communications-wise) with their customer based on that person's DISC intellect structure by first teaching them where they "can't (or shouldn't) go". You successfully teach them the first critical essential to all successful selling - Psychological Affinity through Understanding. From the boardroom to the Rotary Club luncheon, academics have long preached the eternal truths, and practical interpersonal relationship principles, that support their foundational beliefs in DISC as a true science and a predictive intellectual technology. But sadly, only a few sitting out there in the audience ever truly grasp the life changing power of their words. But in every industry, there are always those few who are true students of the game, and who are always on the lookout for that one competitive advantage that can, and will, set them apart from their peers. For them, there's no greater selling advantage than the "Predictability" of DISC decision making patterning psychology. It's because they know that decision making psychology has and always will play a huge role in writing their future paychecks; one sales opportunity at a time. Now on to What Temperament Selling Is & What It Can, and Will, Do for Your Paycheck...    

Temperament Selling is built upon the fundamental that the brain and the mind aren't the same thing; though many tend to use these two terms as if they were. The brain is the mind and body's computer. It comes to us complete with function and memory capability that we develop as we age. And as with any computer, it "must" have a separate software programming system in place, in order for it to run and function properly. DISC is acronym for the brain's computer software programming system that the person's mind will "always" use throughout it's lifetime to analyze things for idea acceptance or rejection purposes, i.e. decision making. In order to understand the way another person's mind naturally functions, a basic foundational understanding of DISC, and how it works, is required. That's because of the hierarchal order and structural placement (the arrangement and overall percentage) that each of these four DISC archetypal character entities plays dominance-wise within the other person's mind as to the way that other person sees, thinks, reasons and perceives whenever processing thought. The Temperament Selling Sales Training Program is a proven quick-study program designed and tailored specifically to and for the selling and sales training industry. The curriculum's two-pronged fast-track approach to learning (simply read a book & take a tutorial) quickly teaches the salesperson how to blend the science of academically-based DISC intellect profiling into any traditional step selling methodology they may be using. The process is totally seamless and absolutely undetectable by the customer. All learning is easily accomplished within a few hours of study; giving the trainee the permanent people-skills competency and psychological selling skill set of a 15-year accomplished sales veteran. The research behind this project began years ago in direct response to a challenge issued by the dean of Yale University's School of Psychology. He, and three other noted Ph.D psychologists, had just finished a three and a half hour lecture on the inherent and innate power DISC imposes upon the human mind as to the way we as humans see, think and perceive things as we make our way through life. The lecture was given to an auditorium filled with over 4500 Northwestern Mutual life insurance agents attending their annual sales training conference. That challenge spawned a twenty-plus year research study involving over 3000 retail customers; each profiled in accordance with strict standard academic, and medical, protocol to ensure the consistency and integrity of the data. That 20-year research study is the basis of this training program. The goal of the study was to confirm, or deny, the commonly held belief among academic psychologists as to the existence of a direct conduit linkage relationship between a person's observable external DISC behavioral "tells" system and current and on-going university documented DISC profiling studies. And if confirmed, could these patterned "tell" tendencies allow someone to successfully predict, within reasonable statistical parameters, the exact way, and how, another person's mind would pattern their thinking and reasoning whenever faced with a meaningful buying decision. Statistically, the study conclusively found that there does indeed exist a better than 95% probability/predictability factor between a person's observable external DISC behavior "tells system" and academically accepted DISC intellect profiling studies. This extraordinarily high probability factor statistical proves, at least for selling and sales training purposes, that there is, in fact, a direct mental conduit linkage relationship between one's internal DISC intellect behavior (thinking process) and their external DISC behavior, i.e. personality. In light of this finding, psychological sales templates were developed, and tested, for all 12 of the DISC partnership combinations. Studies conclusively proved, in accordance with The 95% Predictability Factor, that only 8 of the 12 DISC intellect structural combinations were able to produce a "right-then" buy. This led to the development of psychological recipes (sales templates) designed for each of the 12 that created "right-then" buy-in by using that individual's two largest offsetting temperament types. This knowledge allowed us to create, for the first time, a truly effective and chartable recipe approach to selling. Central to the success of this effort is the program's ability to successfully teach the frontline salesperson in how to correctly recognize, and utilize, DISC as an intellectual sales tool or psychological device for creating buy-in. This, in turn as mentioned earlier, led to the breakthrough discovery of The Brain Funnel Theory; that allows the salesperson to temporarily re-configure/re-orient/re-arrange their customer's natural heirarchal DISC intellect structure for the purpose of communicating and making that one sale. Three other subsequent and important discoveries were made: Whenever the salesperson correctly profiled their customer's intellect profile within the first few seconds of the sales interaction, and began communicating with that person in accordance with that person's largest overall DISC temperament type's preferences, that person's external "tell" behavior, and questioning pattern, became over 98% predictable going forward. It was also found, that once the salesperson had established a favorable, and open, psychological connection with their customer, then that person's mindset appeared to defer ("default") into an almost auto-pilot, or pre-programmed, mentality that perfectly paralleled classic documented DISC intellect and personality behavioral patterning. The study consistently found that there was better than a 5x's greater likelihood of a sale being made when the salesperson correctly identified their customer's intellect structure and optimal purchasing profile within the first few seconds and then used that profile's corresponding sales template as their psychological blueprint (roadmap) for making the sale. The following is a statement of reasonable sales improvement expactations that have been achieved within 30-45 days upon successful completion of the course- Those presently in the bottom one-third on their company's leaderboard should reasonably expect a 75-100% sales production increase, but not less than 50%. Middle tier sales producers should reasonably expect a 30-40% sales increase, but not less than 25%. Top tier salespeople can expect a 10-12% sales improvement. This is due to the fact that those currently at this level of competency are presently using many of these strategies and techniques, either consciously or unconsciously. It is helpful, though not absolutely necessary, that the trainee have some previous background knowledge of DISC prior to their entering the training program. On a corporate level, this training can easily be done by that company's staff behavioral psychologist. Experience has proven, that if the enrolling trainee has little, or no, knowledge of DISC prior to entering the program, then they should reasonably expect a 40-50% reduction from these stated performance expectation numbers. Temperament Selling®'s training platform utilizes a unique multi-faceted approach to learning that involves reading, listening to a tutorial audio track and then successfully complete an on-line final exam to ensure absolute trainee accountability to the learning process. The program was specifically built to accommodate the varying needs, and diverse learning styles within the corporate marketplace. Everything is now in place for us to have an immediate positive financial impact upon any sponsoring company. The training program is designed to create genuine, immediate and permanent multi-year selling competency even if the person is a newly hired rookie. It is also noteworthy to mention, that in designing this program particular emphasis was given to addressing the varying academic, intellectual and educational backgrounds of our trainees. The training fully supports, and totally complements, any and all sales training programs, systems or methodologies used in the marketplace today. The program has consistently proven itself to be cost-justifying profitable 30-60 days of completion. The psychological concepts, principles, techniques and strategies presented are universally applicable in any industry. The training course is designed to be easily completed within a few hours. There is abolutely no need for travel or sales downtime. The training platform fully engages the trainee's mind into the learning process for maximum mental retention through the simultaneous utilization of all three forms of learning; auditory, visual and kinesthetic. This unique multi-faceted multi-dimensional approach causes the trainee's mind to actively engage different memory centers within the brain as a means of creating high functional retention. This particular training approach was chosen after studying the long term performance, and mental retention, aspects of other sales training programs that use only a single or dual-pronged training approach. Selling is an intense high-focus mental activity requiring the salesperson's mind to have natural spontaneity (instantaneous thought fluidity), in order for the salesperson to come across as genuine, sincere and trustworthy. Our research found, that this could only be accomplished on a consistent basis through the use of this more sophisticated multi-faceted training approach. As you will come to see, Temperament Selling gives the company (and the salesperson) the unique ability to tailor everything sales message, and communication-wise, specifically to the way that one customer's mind and intellect is psychologically wired for optimal buy-in reception. The benefits of this recipe approach to selling helps everyone, from the newhire to polished veteran. Continue on to "The How and The Why" Temperament Selling works...

An advanced degreed psychologist, with years of experience in the sales training industry, was asked to analyze The Temperament Selling Sales Training System as to how, and why, it worked in creating sales. The following is his statement. Temperament Selling "guarantees" to teach the salesperson 8 essential things about selling:

• How to use language to access and speak to your customer's inner self.
• How to know exactly when your customer is psychologically ready to close the deal.
• How to quickly recognize your customer's internal intellect structure by their external personality behavior ("tells"); and be able to effortlessly alter your selling style to perfectly match their correct temperament sales strategy for purchasing within seconds.
• How to learn, and identify with, the critical success roles of self-image, self-respect and self-confidence as they relate to the sale and selling in general.
• How to utilize the brain's pre-established neural gateway system as a proven conduit pathway for accessing, and involving, your customer's lower mind into the decision making process.
• How to use classic DISC profiling typology in distinguishing the differences between The Driver (Dominant), The Analytical (Cautious), The Expressive (Inspiring) and The Amiable (Supportive) intellects as it relates to decision making and the buying process.
• How to use the principals of social stimulus and intellectual feedback to solidify the sale.
• How to get your customer to make the sale for you.

Our goal with all of our trainees isn't that they complete the course and get a completion certificate. It's that they quickly become professionally skilled and functionally competent multi-year proficient salespeople. The program's value isn't just in knowing about DISC; it's in the knowing of when, where, why and how to use it first as a tool that creates affinity, and then as a proven psychological communications instrument for creating buy-in. This is the understanding that Dr. Einstein spoke of at the top of this page. This is the thing that changes lives and the financial fortunes of those that embrace its concepts, truths and principles.