Hi Team,

What do you know... the DISC and WITY process really works!

Thank you, Tony!

I’m still relatively new to Adecco and haven’t taken sales training yet, but after today's meeting, I’m officially a believer. With 18 years of staffing and sales experience behind me, I came into Adecco knowing I needed to unlearn some old habits—and this was the perfect example of why.

Knowing Michelle’s DISC profile ahead of time set the tone for a fantastic meeting. Understanding that she is an “S”—relationship-driven, loyal, and trust-focused—allowed us to shape the conversation around personal connection first. And it worked beautifully.

We talked about her career path, her time with Adecco, and people she still remembers and admires (including Liz Lamos). We connected over how she moved from Akron to Ashland and eventually how she got her position at Intigral. That naturally flowed into a fun side conversation about the lack of good local restaurants and who has the best pizza. The rapport developed organically—and  then we ease into business.

From there, we introduced the WITY exercise. She was open to it and actually enjoyed it. And guess what? “Price” wasn’t even on her list.

This was especially interesting because earlier she had mentioned—when talking to her supply chain colleague—that we’d never be able to compete with her current vendor on price. But through the WITY, her top desired outcomes became clear: quality, retention, and engagement. She also shared where her current vendors stand and noted that she would prefer consolidating to a single partner who can consistently deliver quality across the two locations.

The once $300-500k opportunity jumped to a $1.6M opportunity.... and I'm not even selling yet... Or am I? (wink)

Our next meeting is set for next Friday: Proposal and Pizza. We’ll come prepared to show exactly how we can deliver high-quality candidates at a fair price while providing the communication and engagement she values in a true partnership.

Thanks again for the tools and guidance—today was yet more proof that the process works.

Can not wait for training in March!

So feedback on client from past life - We are going into a presentation with him and another decision maker next week.

Another client from my past (now in a new role) connected - and I used the WITY along with the deficet questions - to discover that they are using 100 temps - and the cost just isn't about cost, it is about turnover, the impact on the business etc.  She is now really questioning - are they using a supplier that is putting them at risk.   Going into a second discovery call with a key decision maker along with herself for a 2nd discovery call to dig deeper.

Circling around - my new go to.   A number of individuals who have totally been ignoring - are getting back - even if it isn't a YES LETS MEET - it is an answer to know I haven't been ghosted.

On my favorite list - Ashley and I have been working on a client who drags his heels, and is known to delay (my contact, and friend in the loop said he is known to delay).  Ashley sent him a note asking "Have you forgotten about me"    He wrote - back and it was a good laugh for us both  "The two of you are too persistent to forget you - I will get back to you asap".

I will take you up on a conversation likely soon.

Thank you