What is DISC?
DISC is a behaviour profiling tool which can enable you to improve sales, AND get more out of your team.
Why is DISC relevant to me?
As kids we’re often told “treat others as you would like to be treated”. This is great advice to enable a child to think about the thoughts and feelings others. However as adults it becomes a bit of a limitation for our dealings with others. Of course not everyone is like us. People like and do things different to us – and that’s ok. It’s not “my way or the high way”. Guess what – other people may be more effective than us in different aspects.
So how do you get to grips with some of these differences?
Today I’d like to describe one of the tools that I’ve used to really great effect with pretty much all of my clients. It’s a tool called DISC.
4 Aspects of DISC
DISC is a pretty straightforward tool which describes 4 different approaches to work. Typically these are approaches are broadly speaking sets of behaviours that we can all “do”. Although it seems that we have a more natural “home base” of behaviours.
DISC Spoiler Alert …
If you think you might want to take the DISC profile, and get the report (for a sample profile for Sales click here), you might want to fill out the questionnaire before you read any more. There’s a slight risk that if you read all the profiles, you might find that you “like” one more than the others and therefore it subconsciously influences your answers – thus giving a potentially false reading. We offer a comprehensive DISC report for just £80. Give me a call if you’d like me to ping you the token over. It’s on line, then we can arrange a call or meeting to go through how you can use it to increase sales in your business …
OK, so you decided to “read on” to find out a bit more about the profiles. I thought you probably would 🙂
The D stands for dominant. These people are very task driven, they are outgoing, and are typically more big picture thinkers. They can be perceived as being a bit abrupt. If you were to think of an animal that represents “D” behaviours – you wouldn’t go too far wrong thinking of a lion.
The I is for Influencer. These are more “people people”, are also outgoing – but love to chat (sometimes at the expense of getting the task completed). An animal that represents “I” behaviours is the dolphin – a social species that typically swims in groups
The S is for Steadyness. These people like security, and value relationships. They tend to be more introverted and reserved. For an animal, you could think of a golden retriever.
The C is for Compliance. These people tend to be more task focus and enjoy getting stuck into the detail. Howabout a beaver, busy building a damn as a good representation for this one.
There is of course much more to each of them. These pen portraits describe a set of behaviours.
DISC – so what?
You will have a preference for a particular set of behaviours. So what …. knowing your DISC profile will increase your awareness of how you come across. You will be given suggestions as to HOW you can adapt your style to be more approachable to more people. ESPECIALLY IF YOU’RE IN SALES.
DISC in sales situations
This of course is a very brief summary, but hopefully enough to get you thinking about your preferences and perhaps the preferences of someone who’s different to you. When we “sell” be it a product or idea, often the temptation is to “do as we would be done by” to sell to others as we would like to be sold to.
However the reality is that other people want different things when they buy. Some people more value the “touchy feely” approach whereas others may only want a top level overview before reaching a decision. Others of course want the full technical specifications. Wouldn’t it be GREAT to know what type of information your prospect would like …. to be able to increase your conversion rate.
We run DISC Training for teams. It can be used to increase sales, it can help improve internal team relationships Each person attending the training will complete a short questionnaire and receive a personalised report. There are a range of different reports. Reports including “self” for team members, and “leadership” for owners, managers and team leaders, as well as the sales report mentioned above.
Feel free to contact us to find out more.
We run DiSC events for leaders – so they can get the most out of their teams. In addition we run DiSC for teams. Generally a 1/2 day training event, the focus can vary depending on what your business wants and needs. It could be better internal communication or DiSC for sales, so that your whole team can increase sales in your business.
Register your interest, and let us know what time of day works best for you, mornings, afternoons or evenings, by calling our office.