The DISC model is a way to analyze four basic personalities, which can help increase your sales records. After all, if you are selling something, it always helps to understand why people act the way they do. DISC is a way to categorize people very quickly into different personalities. Once you know which kind of person you’re dealing with, you can modify how you approach them to ways in which they will respond. In short, you can speak their language. The four DISC categories are below. As you study them, think of yourself. What kind of DISC personality are you? Then think of the customer you need to contact and which DISC category s/he is most likely in, based on what you already know.
D = Dominant. This personality sees themselves as being stronger than the world, which is hostile. They tend to be extroverts who overcome any obstacle in the way of their goals. They love a challenge, are energetic and innovative, and think outside the box. Sometimes they are perceived as being arrogant, insensitive and too aggressive, usually by people who are polar opposites.
I = Influential. These people see the world as a friendly place and see themselves a strong in their environment. They are inspiring, generous and open to the opinions of others. They are usually loved by others but might be seen as shallow or silly on the surface.
S = Stability. Like Influential personalities, Stability people see the world as friendly. However, because they see themselves as weaker than the environment, they don’t like to upset the established system. They feel safe with the status quo, and need encouragement to grow or branch out. Sometimes they are perceived as stubborn and unwilling to change.
C = Conformity. These personalities see the world as hostile, and themselves as weak, which means they don’t think they have much influence and therefore prefer to think inside a well-established box. They are fact-seekers, intelligent and diplomatic. Because they analyze things carefully before committing to change, they can be perceived as very reserved or indecisive.
No one is purely one flavor of the DISC categories, but are instead a blend. You may know someone who loves a challenge and tackles problems with both hands (Dominant), but is also diplomatic and reflective (Conformity). As you can see, the DISC method is a way to analyze yourself as a salesperson, to understand your strengths and weaknesses, as well as a way to see your clients in a new light. If you use the DISC method wisely, you can improve your sales techniques significantly, which will make your customers happier and help your own bottom line.
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