Understanding DISC Personality Profiles

The purpose of this book is to help you increase your sales by getting to know your prospects better and determining what type of personality type they are and their preferred style of communication. You may be wondering what a personality type is. What I am referring to is based on the DISC theory of psychologist William Moulton Marston. It centers on four different behavioral traits: Dominance, Influence, Steadiness, and Conscientious. Each of these traits refers to a pillar of someone’s personality.

The premise of understanding the DISC assessment is that everyone likes to communicate differently. This is based on what we value. People buy from people they like. People like people that are like them. If you can identify a prospects preferred DISC communication styles then you have an effective tool to better interact with them. By choosing to improve your communication skills, you will close more deals! On the following pages, you will learn about the four different personality types and their preferred style of interacting – what works with them and what doesn’t. Enjoy!