The sales training includes many tools and sales techniques, but the DISC model is one of the essential methods to ensure deal closure. The DISC tool is a personality analysis that gives people deep insight into their own personality style and that of others.
The DISC Model: What Does It Mean?
The DISC model provides insight into behavior and communication between people. Research shows that behavioral traits can be grouped into four personality styles. People with a similar style exhibit specific behavioral characteristics common to that style. The letters D, I, S, and C represent the four personality styles.
1. D for Dominant
The D in the DISC model stands for Dominant. If you score high in this area, you have a high D temperament. A high D is good at making decisions and likes to win. They are logical thinkers, straightforward, result-oriented, and want to know the facts and key points. A D likes to make their own choices and take initiative. They expect high performance from themselves and others. People with a high D temperament do not avoid conflict.
2. I for Influential
The I in the DISC model stands for Influential. People with a high I temperament are skilled at influencing others and want to be seen and heard. They attract attention and actively seek validation from others. The I thinks emotionally and likes to see the big picture. They dislike details and conflict situations. Fun and action are essential.
3. S for Steady
The S in the DISC model stands for Steady. S types like to execute, preferably step by step. Give an S a clear task and they will accomplish it. S types think logically and prefer personal, non-intrusive approaches. People with a high S temperament do not necessarily seek attention, even if they need it. S dislikes sudden changes and hates conflict. They enjoy serving others, are modest, and have a team spirit.
4. C for Conscientious
The C in the DISC model stands for Conscientious. People with a high C temperament are good at thinking and analyzing. A C wants information, to know the process, in order to make a choice. They proceed carefully and prefer to do things themselves to ensure they meet their high standards. C types want to show they are precise and will not easily make a mistake. This makes them less tolerant of criticism.
What Is My Personality Type?
No one is only dominant, influential, steady, or conscientious in the DISC model. A common mistake with the DISC model is a one-dimensional approach and trying to label people only within the 4 main colors or behavioral styles. This can be stigmatizing.
The DISC model is much more complex than that. In fact, all behavioral styles from the DISC model are present in our behavior. Not only is the highest scoring style important, but the lowest scoring style also says a lot about our preferences in behavior and communication. This combination and the intensity of the scores of the 4 different behavioral styles determine our personal style, which is unique to each person.
You can observe a person's DISC style by carefully watching and listening to their verbal and non-verbal communication. And although everyone always shows a combination of all DISC behavioral styles in their behavior, you can easily identify the most prominent ones.
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