Valeria Grunbaum: Sales is the Heart of the Business

About Valeria Grunbaum: Valeria helps entrepreneurs excel in sales with a strategy adaptable to every industry. Her program condenses more than 30 years of international sales expertise into a comprehensive training course. From working in multinational corporations and founding her own marketing and sales consulting firm, where she served Fortune 500 companies such as Procter and Gamble, General Motors, Avon, DHL, Nestlé (among many others), to helping many small and medium-sized businesses such as Chambers of Commerce, Franchises, Attorneys, Real Estate professionals, and many more in different industries, diverse markets all over the world, you won't find more valuable insight to support your sales education journey. Check out the latest episode of our Conversational Selling podcast to learn more about Valeria.

In this episode, Nancy and Valeria discuss the following:

• The belief that no one is born a salesperson, but every business owner should be one.
• How everyone embodies a salesperson in some way.
• Tailoring communication with customers or prospects based on their personality type throughout the sales process.
• Detailed descriptions of various communication styles.
• Unique traits of each DISC personality style.

Key Takeaways: 

 

• The truth is that without sales, there's no business.
• For those people with a negative emotion towards the word sales, the truth is that sales are nothing more than a communication process.
• We are all different, but we are predictable and different.
• Sales is the heart of the business.
• Make your sales the primary business focus if you want to grow.

"About 28 years ago, I learned to work with DISC, which is a behavioral assessment, where based on your personality style, you have different ways of how you communicate and how you need to receive the communication. And what happened is that I started using DISC within my sales process. I understood very early in my years that I shouldn't communicate how I want to communicate with people. Instead, I should communicate with people how they need to receive the communication. So, this is the transformation that happened in my business after that. Before I realized I could use this methodology with my sales process, I was closing out of 10 clients or 10 customers; let's call it customers; I was closing only two clients. But then when I started implementing these techniques, this methodology within my sales process, I was working with 10 clients or customers and closing eight clients." – VALERIA.

"So, there are four main personality styles; depending on how you behave or think, you will most likely have the four, but you will have one in the driver's seat. Imagine that you are a car; the car has four seats. So, you have all four, but you have one in the driver's seat, one on the co-pilot, and then two on the passenger back in the passenger seat. So, based on the one driving the car, you're going to filter the information that you hear, feel, or see. And then, based on that, is how you will respond or react. So, the driver's seat is the one that decides how you see the world. " – VALERIA.

 

"We have the "D," the "I," the "S," and the "C." The "D" is that person who is direct, focused on the results that one thinks should be done fast, doesn't get hooked on the details, and makes things happen. They know that they don't know how they will make it happen, but they know that they can make it happen, and they do. They are very fast-paced. And then the "I" is people that are focused on people. I mean, the "D" s are focused on the task. The "I's" are focused on the people. They are great cheerleaders. They are very optimistic. They talk with their arms open. Sometimes, they talk even louder. They want to be noticed. When someone who is a high "I" enters the room, everybody will know that person came. The high "S" are very loyal people; they're introverted. They are people-oriented but different from the "I" 's because the "I" s is more out, and the "S" is more in. What I mean by these is that they love people and want to serve. They want to nurture people. They want to help people. And they are very loyal. They are great employees. 69% of the population are high "S". The high "C's" they are detail-oriented. These people want to know the step-by-step; they want to get all the information before they decide, so they take time to make decisions. They are task-oriented like the high "D's," but the difference is that the high "D's" don't need a step-by-step process; they just make it happen. But "C's" won't skip a step, and they need proof before they decide." – VALERIA.

 

Connect with Valeria Grunbaum:

• LinkedIn: https://www.linkedin.com/in/valeriagrunbaum/
• Personal Website:https://valeriagrunbaum.com/

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