How do you use DISC to communicate with different personalities?

If you are a sales coach, you know how important it is to communicate effectively with your clients and prospects. But how do you adapt your style to different personalities and preferences? One tool that can help you is DISC, a behavioral assessment model that identifies four main types of behavior: Dominance, Influence, Steadiness, and Conscientiousness. In this article, you will learn how to use DISC to communicate with different personalities and improve your sales coaching skills.

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1 What is DISC?

DISC is a model that identifies four distinct patterns of behavior exhibited by people in different situations. It is based on two dimensions: how people respond to challenges and how they relate to others. Dominance is characterized by assertiveness, decisiveness, and a focus on results. People who are high in dominance value competence, efficiency, and achievement, and tend to be direct, confident, and competitive. On the other hand, those who are high in influence are outgoing, enthusiastic, and persuasive. They value recognition, relationships, and fun, and tend to be expressive, optimistic, and sociable. Steadiness is associated with being calm, supportive, and cooperative. People who are high in steadiness prioritize stability, security, and harmony; they are patient, loyal, and empathetic. Finally, conscientiousness is characterized by being careful, analytical, and quality-oriented. People who are high in conscientiousness value accuracy, logic, and standards; they are precise, systematic, and detail-oriented.

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Kevin Metz

Helping Biotech/Pharma Solve Excess Equipment Challenges.
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There is software that can analyze LinkedIn profiles that will give you an estimate of a rep's DISC profile. I've used this when starting with a new team. You need to know how to communicate best with each of your direct reports. Why wait?

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2 Why is DISC useful for sales coaching?

As a sales coach, DISC can help you understand your own behavioral style and how it affects communication with others. It can also assist in identifying the behavioral style of your clients and prospects, as well as adapting your approach to match their needs and preferences. Utilizing DISC can build rapport and trust with different personalities by using the right language, tone, and pace. Additionally, you can motivate and inspire different personalities by appealing to their values, goals, and fears. Moreover, it can help you address objections and resolve conflicts with different personalities by acknowledging their concerns, providing evidence, and offering solutions. Lastly, it can help close deals and follow up with different personalities by using the right timing, urgency, and incentives.

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Kevin Metz

Helping Biotech/Pharma Solve Excess Equipment Challenges.
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Remember that DISC is a helpful communication tool, but remember that it is not the only one available to you. It would benefit you to incorporate your personal observations of this individual into your coaching approach.

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3 How do you assess DISC profiles?

Assessing DISC profiles can be done through online tests, questionnaires, or observations. However, you don't need a formal assessment to use DISC effectively. You can also estimate the behavioral style of your clients and prospects by looking at their appearance, attire, and body language. Additionally, their tone of voice, pace of speech, and choice of words can provide clues about their behavioral style. It's also important to pay attention to their level of enthusiasm, confidence, and emotion. Furthermore, note their preferences for information, structure, and feedback. Finally, observe how they respond to challenges, changes, and risks.

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Kevin Metz

Helping Biotech/Pharma Solve Excess Equipment Challenges.
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I recommend using the software Crystal Knows, which can give you a DISC profile based on their Linkedin profile. I checked my profile, and it matched my scores.

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4 How do you communicate with Dominance personalities?

Dominance personalities are driven by results and challenges, wanting to get things done quickly and efficiently. To communicate effectively with them, focus on the bottom line and the benefits of your solution, providing facts, data, and evidence to support your claims. Steer clear of unnecessary details, fluff, and small talk and respect their time by getting to the point. You can also challenge them with goals, options, and incentives.

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5 How do you communicate with Influence personalities?

Communicating effectively with influence personalities requires showing interest and appreciation for them and their ideas, using stories, examples, and testimonials to illustrate your points, and encouraging them to share their opinions, feelings, and experiences. Humor, compliments, and positive feedback can also be helpful in connecting with them. Additionally, inspiring them with vision, excitement, and possibilities can help you create a meaningful connection.

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6 How do you communicate with Steadiness personalities?

Steadiness personalities are driven by stability and harmony, desiring security and support. When communicating with steadiness personalities, it is important to use a warm, gentle, and soothing tone of voice to build rapport and trust. Additionally, open-ended questions should be asked to listen actively to their needs and feelings. Reassurance, guarantees, and testimonials may also be helpful in helping them overcome their fears and doubts by offering support, guidance, and guarantees.

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7 How do you communicate with Conscientiousness personalities?

Conscientiousness personalities are driven by accuracy and quality, desiring to do things right and follow the rules. To effectively communicate with them, you should provide clear, detailed, and accurate information and instructions. Graphs, charts, and statistics can be used to back up arguments. Additionally, it is important to follow a logical, sequential, and organized format. Respect their standards, procedures, and expectations while addressing their questions, objections, and concerns with facts, logic, and evidence.

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8 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How do you use DISC to communicate with different personalities?

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1 What is DISC?

2 Why is DISC useful for sales coaching?

3 How do you assess DISC profiles?

4 How do you communicate with Dominance personalities?

5 How do you communicate with Influence personalities?

6 How do you communicate with Steadiness personalities?

7 How do you communicate with Conscientiousness personalities?

8 Here’s what else to consider

Sales Coaching

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How do you use DISC to communicate with different personalities?

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1 What is DISC?

2 Why is DISC useful for sales coaching?

3 How do you assess DISC profiles?

4 How do you communicate with Dominance personalities?

5 How do you communicate with Influence personalities?

6 How do you communicate with Steadiness personalities?

7 How do you communicate with Conscientiousness personalities?

8 Here’s what else to consider

Sales Coaching

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