Client
Swedbank, one of the largest banks in Northern Europe
Challenge
Develop the negotiation skills of client managers
Solution
A DiSC-based negotiation skills programme on relationship, styles and process
Result
Client managers persuade based on each client’s style and plan negotiations with more skill
Our certified training partner Change Partners, one of the most experienced long-term users of DiSC, worked with Swedbank, one of the largest banks in Northern Europe, on a negotiation skills programme for its client managers.
The challenge
Client managers play an important role in the bank’s success. Swedbank wanted to develop their negotiation skills and, above all, their ability to understand and influence clients with very different styles.
What they did
- The training covered three sides of negotiation: the relationship, the styles of the people involved and the process.
- With their DiSC profile, each participant learned their own negotiation style, its strengths and what to develop. DiSC-based tools taught them to recognise a client’s style and choose a negotiation strategy that suits that client.
- Participants practised the whole negotiation: preparing, opening well, listening and asking questions, presenting their position with confidence, using different ways of influencing, finding common interests, handling objections and difficult moments, and reaching a decision.
The results
- Better negotiation skills across the client manager level.
- Persuasion that fits the client. Participants started using persuasion techniques based on each client’s tendencies and behaviour patterns.
- Better analysis and planning. Participants learned to analyse ongoing negotiations and plan future ones with purpose.
What participants said
Want your client-facing people to read each customer and adapt? DiSC gives them a simple, practical way to do it.