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Tag Archives: DiSC Profile

How To Sell To A DiSC Profile “D” Style.

“D” DOMINANT DiSC Profile STYLE

DiSC Profile Dominant Style“Dominant,” or “D” DiSC Profile Style individuals, are usually results-oriented.  They thrive on the challenge of solving problems and making quick buying decisions.  These individuals are fast-paced and like to be in charge.  They can become impatient with people or situations that hinder them from accomplishing their goals.  This is one of the reasons why they’re more task-oriented than people-oriented.

You can recognize these individuals as being fast-paced and direct when speaking – they’re more interested in telling you information than in asking your opinion.  They tend to think in terms of the bottom line.  These individuals may have more formal, “can’t read” facial expressions than other styles.

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Effective Selling Into Your Client’s DiSC Profile Style.

What’s Your Client’s Style?

When it comes to effective selling, one simple fact never changes: Selling is a relationship business.  You already know all about your company’s products and services – and you’ve learned the fundamental aspects of the sales cycle.

Everything DiSC Sales ProfileBut have you ever asked yourself … What helps one salesperson develop immediate rapport with prospects, and not others?  What is he or she doing that is leading to long-term client relationships?  How can I learn to do the same thing?  The Everything DiSC Sales Profile can help.

Research shows that prospects are more likely to buy when they unconsciously trust, and feel at ease with, the salesperson.  They are more willing to open up and provide information critical to closing the sale. It appears that they are almost “helping” you make the sale, as opposed to fighting you in the process.

So how do you build this rapport?  Understanding the behavioral style of their DiSC Profile and effectively selling into how they buy.

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DiSC Profile compared to Myers-Briggs Type Indicator.

DiSC Classic 2.0 Profile and the Myers-Briggs Type Indicator are popular in business settings for the purpose of employee development and team building.  Each has its origin in theories developed during the early decades of the twentieth century.

DiSC Classic Profiles are based on the theories of Dr. William Marston while the Myers-Briggs Type Indicator is based on the theories of Dr. Carl Jung.

The DiSC Classic Profile describes behavioral tendencies based on how people view themselves in the various environments.  The Myers-Briggs Type Indicator describes how people approach the environment intellectually and attitudinally and how they process information.

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Is there a “Best” or “Ideal” DiSC Classic 2.0 Profile Pattern?

DiSC Classic 2.0 ProfileMany people incorrectly assume there must be one best way of accomplishing tasks.  For example, someone may ask, “What DiSC Classic 2.0 Profile Pattern should a manager have?”  There is no one DiSC Classic Profile Pattern that is better for a manager than any other DiSC Classic Profile Pattern.  Managers with different patterns may approach their managerial duties differently, and then may react differently to a particular situation or to an individual employee, but each may be just as effective as a manager.

Success often has to do with a person’s motivation to succeed.  Another factor that contributes to success is that people often modify their environment to suit the way they like to do things.  A High “S” salesperson may focus on developing a sincere, trusting relationship with clients instead of going for the quick close.  People’s success is not connected to having certain behavioral styles.  Instead, people are effective if they know themselves, understand others, and can adapt to the needs of the situation.

Can People Be Expected to Change Their DiSC Profile Behavioral Styles?

DiSC Profiles are not intended to encourage people to change their behavioral styles.  Instead, it focuses on helping people identify their strengths and possible limitations.  Also, pressure for radical change implies that someone’s Dimension of Behavior or DiSC Classical Profile Pattern (the way in which a person’s four dimensions of Dominance, Influence, Steadiness, and Conscientiousness combine creates a profile pattern that is different for each combination) is inadequate.  Most people willingly accept the description of their behavioral styles and are eager to develop skills to make themselves more effective.

DiSC Classic Profiles help us to understand ourselves and how our behavior affects others.   We learn how to maximize what we do well, have a positive attitude about ourselves and, most importantly, know how to adapt our behavior to meet the needs of other people.  Instead of being at each other, we can learn to successfully be with each other.  We learn to give others what they need so that we can get what we want.  DiSC profiles are not diagnostic tools, but dialog tools.

Behavioral Styles identified in the DiSC Profile are always shown to be tendencies not fixed responses to situations.

Our most popular online DiSC Profile is the DiSC Classic 2.0.

The DiSC Profile Dimensions of Behavior Model.

DiSC Model OneDiSC Model Two

The DiSC Dimensions of Behavior Model stresses that no Dimension of Behavior or DiSC Classic Profile Pattern is better than any other and that all individuals use all four Dimensions of Behavior in varying degrees.  DiSC Profiles offer a self-assessment of an individual’s own behavioral style in a specific environment called a response focus.

This means that an individual is assessing his or her behavioral style with a specific focus like work, a relationship, or social situation.  The instrument is based on the respondent’s own perception of themselves without feedback from others.  This self-report format has gained wide acceptance because of its face validity.

The instrument provides them with feedback that describes their behavioral style in their selected focus.  It is more difficult to say, “This is not me,” when the individual is the only one who has responded to the 28 forced-choice items, it is easier to reject the results when they are based on input from others.  DiSC Classic Profile is self-scoring and provides immediate feedback.

Many users say they find the Online DiSC Classic 2.0 Profile to be better packaged, more user-friendly, and more easily presented than other learning tools because of its self-scoring format, immediately usable interpretation, and Classical Profile Pattern interpretive information.

How To Use DiSC Profiles

How To Use DiSC ProfilesDiSC Profiles have broad applicability for individuals and organizations and are cost-effective, flexible resources that can be easily incorporated into a variety of training programs including:

  • Team-building
  • Increasing productivity
  • Delivering better Customer service
  • Improve Selling skills
  • Management training
  • Individual and Group Empowerment
  • Developing Superior Communication skills
  • Increase Problem-solving skills
  • Decision-making improvement
  • Self-awareness and personal development
  • Coaching and mentoring
  • Conflict resolution
  • Career counseling

A DiSC Profile can be built into self-study and classroom curricula.  Uses range from one-time offerings for building personal awareness to ongoing training in the areas mentioned above.

For additional information and a Video see:  How to Use DiSC Profiles.

What are DiSC Profiles?

DiSC ProfilesDiSC Profiles are based on the research by Dr. William Marston and are focused on one’s preferred behavioral tendencies.  He devised a system to understand and describe human behavioral styles.  Dr. Marston based his model on two perceptions:  the environment as favorable or unfavorable and the person as more or less powerful than the environment.  The DiSC Model divides behavior into four distinct dimensions:  Dominance, Influence, Steadiness and Conscientiousness (DiSC).  The DiSC Classic Profile is based on William Moulton Marston’s two-axis, four-dimensional model.

DiSC Classic and other Popular DiSC Profiles and DiSC Assessments are self-administered, self-scoring and self-interpreting instruments designed to help adults understand themselves and others.  It is one of the most successful and widely used personal and professional development instruments.  DiSC Products are the leading edge approach to improve performance, and deal more effectively with conflict and value differences.

Using the research-based DiSC model, DiSC Classic Profile helps you better understand why you act the way you do.  It is not a test, there are no right or wrong answers, no good or bad results, and no behavior style is better than another.  DiSC products give people the chance to learn about themselves, value differences in others and map their own ways to improved communication, fewer conflicts, top performance, career growth and personal satisfaction.

DiSC Products can help your group communicate better and focus on issues rather than personality conflicts.  One of the greatest benefits of DiSC Products is a common language for talking about feelings, thoughts and behavior in language that is objective and nonjudgmental—describing what is, not what should be.  Group understanding fosters cooperation, acceptance and trust—keys to top performance.

Versions of DiSC Products are available in Paper and Online Web-based (online via EPIC) forms; in word or phrase input formats; and for youth and adults separately.