IT’S TOO COMPLICATED. IT’S NOT MY THING. IT’S TOO MANY.                                                                                                                                 

A lot of sellers are a bit hesitant in using the personality-based model because it seems complicated being a relatively new method, and don’t get me started with the 36 variations because that’s gonna drive you nuts. But Collin explains that it is quite simpler than we thought. The important thing is to learn the four basic quadrants and start knowing your own personality. Find out more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: START WITH YOURSELF

“D is more dominant, I is for Influencer, S is Steady, and then C is more of a Calculative type. So that's kind of general DISC, and then there's obviously variations and things like that. But just keep it simple. You know, that's the four different types, knowing what your type is, is a good place to start.”

COLLIN: HOW TO IDENTIFY PERSONALITIES

“There are guides and resources where you can maybe read that person, right? Like how they respond their tone, their speed, that's like, one way that's very challenging. You can use a tool like Humantic. And so a couple of ways is, you know, we sit on top on top of LinkedIn or Twitter. And so you would scan their profile, and then it would give you their personality type. And then all of the suggestions around prospecting, negotiating compatibility, all those sorts of things.”

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Mark McInnes | Sales Development As A Service | Sales-Dev.com

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