The world has begun to look at spending very differently since 2020. While some areas are thriving, others have taken a huge cut when it comes to spending. All age groups have been affected. Cost of living has gone up exponentially including rent, mortgage, groceries, insurance, etc. Families have dipped into savings, super, borrowed, credit card, equity against home, cancelled services to reduce outgoings.

At some point of time, as entrepreneurs, we’ve all experienced frustration, self-doubt, disappointment over the challenges we’ve faced in selling. I’m sure you’ll agree that selling has by far become very challenging in the current environment. This is where we bring a new perspective into the process of selling/marketing through personality profiling

The Importance of Sales Teams in Any Organisation

Sales teams are the key players of any organisation. As entrepreneurs and business owners, you are selling either a product or service that you have deeply invested in, both emotionally and financially. Your livelihood depends on your sales. No matter how good your product is, without an effective sales pitch leading to a successful outcome, you’ll be unable to remain competitive in an ever-changing marketplace.

Understanding Different Personality Types

Understanding different personality types has an important role to play in improving the effectiveness of any sales team.

Now in order to understand others, it’s very important you first have an awareness of yourself. So then, when you can understand your own personality type and that of others you are better able to understand and appreciate the differences in communication styles. You can then amend your communication style to suit the preferences of the potential client, making a sale more probable.

Understanding personality types also allows you to influence others more effectively. Once you understand this, and how different personality types make decisions, you can develop a more persuasive communication style that considers the information that is required by others. Likewise, understanding personality types can allow you to adjust your style to be able to engage more effectively with those who are different to you. This help with rapport building and increase the chances of clinching the sale.

The Origins of DISC Personality Profiling

The strategy we are sharing with you has been observed and documented through the ages, in fact, as early as 444 BC, Empedocles, a scholar noticed that people have different characteristics, and different personality styles”. He talked about these four elements – earth, air, fire, and water. He recognized that people were different and behaved in a way that was influenced by these four elements.

Then Hippocrates back in 400 BC, noticed the same thing, except he started to use terms like sanguine, choleric, phlegmatic and melancholy to describe them. In the 1920s, Carl Jung and William Marston were studying in two different universities. They were also looking at the correlation between behavior and its predictability with certain individuals. Carl Jung went on and created Myers-Briggs test.

Dr. William Marston went on and created DISC. Today Maxwell DISC is the only instrument that is based on the leadership and communication principles of leadership expert John C Maxwell and the Maxwell Philosophy John Maxwell is a renowned author, speaker and leadership trainer who has written over 100 books which has sold over 20 million copies worldwide

The Four DISC Personality Types

DISC has 4 components:

• D: Do you know someone who is Direct and task-oriented?
• I: Do you know someone who is chatty and people-oriented?
• S: Do you know someone who is hard-working but doesn’t like change?
• C: Do you know someone who is very methodical and reserved?

D style:
Those with significant characteristics of a D-wired style make up 3% of the population.
They thrive on control, make quick decisions, are direct, and focus on results.

Seeks Control,
Decisive,
Direct,
Result oriented

I style:
People with I style persuade others by speaking. They are spontaneous, friendly, and are often in the spotlight.
It is estimated that I’s make up 11% of the population.
Persuasive
Spontaneous
Friendly
Spotlight

S style:
The S’s are team-oriented. They are great at follow-through.
They are loyal and work best in a cohesive atmosphere.
It is estimated that 69% of the population is S-wired.
Team-Oriented
Follow-Through
Loyalty
Acceptance

C style:
C’s are compliant. They are on time, analytical, and not at all spontaneous.
In fact, they are planners, and they take pride in their accuracy.
C’s are about 17% of the population.
Compliant
Analytical
Planner
Accuracy

Direct – Influencing/ Friendly – Steady – Compliant
How productive would it be at your workplace if you knew your clients’ strengths & limitations!!

For example, if you’re dealing with a client who has a dominant personality style (D), you’ll want to be direct and get straight to the point, focusing on results and outcomes. On the other hand, if your client has a more steady personality style (S), you’ll want to take a more patient and collaborative approach, emphasizing teamwork and building trust.

In addition to helping you communicate more effectively with your clients, understanding personality types can also help you build a stronger sales team. By identifying the strengths and weaknesses of each team member, you can assign tasks and responsibilities that play to their individual strengths and improve their overall performance.

Ultimately, using personality profiling as a tool to sell effectively is all about understanding people and what makes them tick. By taking the time to understand your clients and your team members, and adjusting your communication style accordingly, you can build stronger relationships, improve your sales performance, and ultimately achieve greater success as an entrepreneur.

The Maxwell DISC assessments

The Maxwell DISC assessments and reports raise the awareness of individuals by helping them understand:

Their DISC communication style (Maxwell DISC Personality Indicator)
The communication style of others and how to connect to them
How to create the ideal environment where they can bring their best forward
Their strengths in 7 key areas of influence
Overcome limitations
And how they can grow into their potential

Maxwell DISC Personality Indicator Report provides insight into your key DISC areas. The comprehensive 30+ page report offers you insight into the 3 areas of how you perceive yourself, how others see you and how you cope under pressure.

To find out more contact us on consultingvarghese@gmail.com to do the DISC assessment. We will email you a 30-page detailed report with 3 graphs that outline how you perceive yourself, your public image and your natural response to stressful situations. If any of you would like to know what your DISC profile is or would like to improve your communication style and upskill in selling using DISC, feel free to contact us. Mobile: 0407407663 or email us on consultingvarghese@gmail.com if you want more information.

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