Business Psychology

Transcript

Andy and Jessica are talking about the psychology of the business, specifically about the DISC system and the DISC profile with a couple of great experts on the matter: Dr. John Hayes, who is talking about how he uses DISC profile to motivate sales teams and in his work with companies (mostly franchisors and independent companies), and Mary Grothe, CEO of Sales BQ, who explains how to use a DISC profile if you are a buyer or seller of a business, so you can identify who is sitting across the table, which is a crucial aspect in negotiations as well as in running a successful business.

Listing of the week: Michael Shea (Central Florida). E-commerce, Jewelry (pearls) all over the world, $200,000 in sales, $75,000 clean cash flow, Price: $50,000, $1,300 in inventory. Contact Michael at [email protected] or call 321-287-0349

Key Takeaways

[4:02] Dr. John Hayes, Palm Beach Atlantic University.
[5:20] The DISC profile is a great way to deal with the current labor market.
[6:05] Dr. Hayes explains what is the DISC profile and how to use it.
[8:31] You need to look for a D in a personality if you are seeking for a salesperson.
[10:20] There is a need to use some type of personality profile when a business is in the process of hiring.
[10:56] Between half and 75% of Americans do not like their jobs.
[11:36] When you know the other person’s personality profile you know how to talk to them in a productive way.
[13:50] Dr. John Hayes talks about his work in franchising and working with the DISC profile.
[16:20] The importance of getting the right people into your franchise.
[20:29] Deal of the week: Eric Siecker (Peterborough). Signarama in Australia bought in the UK. Rapidly growing business with good recurring revenue. Great books and records. Tough but fair buyer. Revenue $580,000. SDE $130,000. Sold for $300,000.
[25:15] Mary Grothe, CEO of Sales BQ.
[25:48] Why is Sales BQ different?
[28:10] What are DISC profiles used for?
[30:43] Signs to look for to find out the profile of the person you are trying to make business with.
[31:07] Asking the question “How is your day going so far?” can give you an idea of the profile of the one across the table.
[33:05] Listen for word choice and tonality.
[36:35] Key suggestions to use business psychology if you are buying a company.
[39:49] Mary Grothe shares resources that are available to learn more about the DISC profile.
[42:05] Listing of the week: Michael Shea (Central Florida). E-commerce, Jewelry (pearls) all over the world, $200.000 in sales, $75,000 clean cash flow, Price: $50,000, $1,300 in inventory.

Mentioned in This Episode

• The Deal Board Podcast
• United Franchise Group
• Transworld Business Advisors
• Transworld on Linkedin
• Transworld on Facebook
• Call us
• Email us
• Dr. John Hayes Online – Titus Center for Franchising
• Email Dr. Hayes
• Connect with Mary Grothe on LinkedIn
• Sales BQ
• Call Eric Seicker
• Email Eric Seicker
• Call Michael Shea
• Email Michael Shea