DiSC Profiles

People buy from, and work best with people they like. And people they like, are people they trust. 

When you can quickly identify your teammate or prospect’s behavioral and decision making style, you'll know how to communicate with them better. You’ll build like and trust fast. 

 “DISC” is a tool we use to learn about how people think and make decisions. These behavioral profiles tell us whether someone is a faster-paced thinker or slower, and whether they are more energized by completing tasks or being around people. 

 “D” stands for Dominance. People who fall into this category are fast-paced thinkers, and task-oriented. High D’s value two things: results and control. They are decisive, confident, and like to get things done. Match their pace and tone, and respect their impatience. High D’s don’t need or want detail – give them the high level summary and ask them for a decision. 

“I” stands for Influence. People who are Influencers are fast-paced and energized by people – lots of people. They value relationships first and foremost, so make sure you take the time to ask about their families and activities, share yours, and build the relationship. Earn their trust and friendship, and you’ll have a client for life. Don’t bore them with details; they’ll make decisions based on gut feel. 

“S” stands for Steadiness. “Steadies” are slower paced decision makers, who like people but might be on the shyer side. They value stability and familiarity, so your approach has to be one that doesn’t cause lots of change or risk. The sales cycle will probably take longer. “Do you have enough information to make a decision?” is a good question to ask before asking for the sale. 

“C” stands for Conscientiousness. Hi C’s are very methodical decision makers, and very task focused. Accountants and engineers often have this profile. They need detail, accuracy and order. Their standards are high, and they’ll expect you to adhere to high standards as well. Give them proof and use exact figures – 50.25% (never “ballpark”). When they understand exactly how to move from point A to point B, they’ll be in position to make a decision. 

Like, and trust. The more you can read and adjust to others' personality style, the more like and trust happen.

Here are the most common areas where you use DISC to be successful: 

• Management & Leadership Development – Helps you, the leader, understand your own style and adapt to different team members.
• Sales – Everybody sells - whether that's your job in your company, or whether you're selling your ideas internally. DISC shows you how to adjust your approach and language based on your prospect or customers' behavioral type.
• With Your Team – If you've ever had a team meeting that felt flat or dysfunctional, we have a fix for that! DISC improves collaboration and conflict resolution when you learn to recognize different communication styles.
• Hiring & Talent Development – Include DISC in your hiring process to make sure you are placing employees in roles that align with their strengths.

Dominance

Influence

Steadiness

Conscientiousness