HOW AGENCIES CAN USE DiSC PERSONALITY TYPE TO IMPROVE THEIR SALES METHODS
Every agency in the world has a set up sales strategy they use in order to fish in new client base. They can use the DiSC personality type to strengthen their sales strategy and to get new customers, get new opportunities and attract more audience base.
- Dominant = D
The dominant personality type is often found in the C-Suite, in leadership roles such as CEO, CMO, or COO. The key characteristics that define this type are decisive, direct, tough, impatient, competitive, and independent.
Approaching this personality type when selling:
- Keep it results-oriented, stay on subject, and be direct and brief.
- Focus on the task and stick to business.
- Maintain equal business stature.
- Demonstrate confidence and competence.
When sending emails, don’t waste time on a warm greeting. Keep it short, easily scannable, making just one or two points about benefits, focus on what you can do for them, how you can solve their problem, and address only what they have expressed interest in.
- Influential = i
Most salespeople are i’s. The key characteristics that define the influential personality type are sociable, talkative, open, emotional, and persuasive and talk more than they listen. I personality types tend to be focused on the big picture and greatly value their relationships.
Approaching this personality type when selling:
- Show enthusiasm, smile, and chat; be friendly.
- Let them talk; engage them by asking for their ideas and opinions.
- Avoid becoming too detail-focused; stay in the big picture.
- Avoid negativity, remain optimistic.
- Provide testimonials, case studies, and personal stories about how other customers have benefited from your agency’s solutions.
When sending emails, open with a warm greeting. Make a personal connection. Focus on the high-level view rather than details. Use paragraphs but don’t come off as sales-y or give off sales pitch vibes.
- Steady = S
The steady personality type is often found in mid-level marketing. They are team players and are most interested in building consensus. They value sincerity and dependability. The key characteristics that define the S-Style personality are calm, steady, laid back, caring and patient.
Approaching this personality type when selling:
- Take your time, avoid pressure, providing assurances and support.
- Avoid focusing too much on facts and numbers; you don’t want to come off as impersonal or make it feel transactional.
- Show your interest in them as an individual and make it clear that you value the relationship.
- Build trust.
When sending emails open warmly but professionally. Don’t skip formalities. Be sincere and avoid pressure. Use a reasonable length email that provides relevant, substantive information. Any call to action should be minimal, such as a request for a quick call to answer their questions, followed by a warm closing.
- Conscientious = C
An example of where you might find a C-Style personality type would be in the role of CFO or Procurement. The defining characteristics of this personality type are precision, scepticism, and discipline. They value quality and accuracy.
Approaching this personality type when selling:
- Provide detailed information, and do not pressure them for immediate decisions.
- Keep the chatter or small talk to a minimum.
- Put things in writing for further review so they can make an informed decision.
- Providing comparison “cheat sheets” with pros and cons or anything that might minimize perceived risk (such as proof of results and guarantees) will go far with this personality type.
When sending an email, use a formal greeting. Support any statements made with data. Be buttoned-up and diplomatic. Avoid casual expressions. Bullet points will appeal to this personality type.
