6 December 2020 | Identifying DISC


DISC profiling helps salespeople to identify how to communicate better with the person in front of them, which leads to easier conversations for both parties and ultimately a higher chance of a sale. To understand more about what DISC is, see our article Personality Types and Selling. Human beings are complex, and we are all on spectrums of traits depending on the situation in our lives, so it can sometimes be hard to identify a person’s predominant personality type. Here are some Top Tips to make a little bit easier:

1. What is their job title?

A person’s job can be a good reflection of their personality type. If you’re a reserved and shy person (Steady), you’re probably not the head of a team in a high-stress environment (more likely for Dominant individuals). If you’re great with people and creative (Influencer), you’re probably not working in a role that involves data analysis and number crunching (more likely for Conscientious people). 

None of these are right or wrong, and of course there are anomalies where you’ll see cross-over. It’s mainly about interpreting what you know about a person to be more accurate on your assumption of their personality type. Think to yourself, “what type of personality is most likely to do this role?”

2. What would they oppose the most?

This can be hard if you’ve only just met someone, but it can sometimes be easier to identify what someone is NOT than to identify what they are, and narrow down your options. A person’s greatest dislike, or what they oppose, gives you at least a better idea. 

If someone comes across that more than anything they’d hate to be disliked, they are more likely an Influencer. It works backwards then that you can see that their traits are more outgoing and people orientated. 

Similarly, if someone seems like they’d hate to be wrong, or say something inaccurate, they are more likely to be a Conscientious person. You can then see that they have traits that are focused on being analytical and precise. 

Understand the different DISC profiles and imagine what the opposite would be. The opposites can be easier to pick up on sometimes

3. How do they want to do things?

If someone just wants to get things done, and seems uninterested in the process, you can be more sure that they’re a Dominant personality. “Just do it” would be more common to hear from them. If someone wants to get things done in a particular way, focusing on how it will be done, by when, with a “do it right” focus, they are more likely to be Conscientious. 

Think about the different ways each DISC Profile would approach a task or goal. When you’re talking to someone and asking them how they prefer to go ahead, or what they want from the service, their answer will give you a clue as to their personality type.

As a recap, these are some of the common traits found in the 4 main personality types:

Dominant – Direct, Results Orientated, Decisive, Strong Willed

Influencer – Outgoing, Optimistic, People Orientated

Steady – Accommodating, laid-back, Tactful

Conscientious – Analytical, Systematic, Precise, Reserved

For more tips and techniques of how to sell more effectively, join us on an on-demand sales training course (hyperlink to courses page), a bespoke workshop (hyperlink), or for ongoing training, check out our coaching (hyperlink to coaching page).