Ninja Turtles and DISC Personality Profiles

Of all the sales skills I have learned over the years, one of my favorites is the DISC personality profile. This gives me a way to spot read a person, fit them into a broad category, and speak to them in a way they will likely feel the most comfortable. It is also a tool I often used to “diagnose” a person during a sales consult so I can show how well I understand them.

While it is not an exact science, it has helped me quite a bit in terms of creating deeper connections and knowing when I have to be more direct, more analytical, or simply tell more jokes. The great thing is it is easy to learn and train others on.

The DISC is an acronym for the four major personality types. They stand for Dominant, Influence, Steady, and Conscientious. These four personalities narrow down the way people prefer to behave. By mirroring a customer’s personality style, you can created faster rapport with them.

Four separate personalities is not a new thing. It can be tied all the way back to ancient Greece. The Greeks believed that all personality was attributed to the four humors, yellow bile, black bile, blood, and phlegm. Based on the amount of each fluid in your body, you get your personality. People who were being particularly aggressive were thought to have too much blood in their system.

The best way to understand the DISC is to have references for each personality. For me, since I grew up in the late 80s, I have always found the Ninja Turtles to be the best example of the four profiles.

The first is the Dominant profile. These are super task driven people who tend to be on the outgoing side. They can come across as aggressive and single minded and are usually the first to take action. This is very much like Raphael. Other examples you can think of are The Thing from Fantastic Four, Elaine from Seinfeld, or Fred from Scooby Doo.

The second is the Influence personality. These are relationship focused and highly outgoing. They are usually like Parrots. They are bright, colorful, and talkative. They can be easily distracted at times, but tend to be the most fun to hang around. Most salespeople fall into this category. Think Michelangelo from Ninja Turtles, The Human Torch from Fantastic Four, Kramer from Seinfeld, and Shaggy from Scooby Doo.

The third is the steady personality. These are the office moms. They tend to keep the peace between everyone. They are relationship focused but tend to be on the shy side. They do not need to be tend to want to avoid drama and keep everything running smoothly. Think Leonardo, Sue Storm, Jerry, and Daphne.

The last is the Conscientious. These are people who are task focused but tend to be less outgoing. Think authors, engineers, or accountants. These are the people who prefer solo jobs and simply putting their head down and working. They are obsessed with details and want to know as much as they can before moving forward. Think Donatello, Reed Richards, George, and Velma.

So how do you use this information. Now that you have a profile in mind, yoiu can tailor your message to what they want.

High D personalities/ Raphaels want you to be direct and get right to the point. They usually don’t need a ton of information in order to take action, but do not want to waste time. Get right to the point with high D personalities. Use phrases like “Let me tell you what you won’t like about this product”. That blunt honesty is usually rewarded.

High I personalities/ Michelangelos want to have a good time. If you are able to make them laugh and listen to them talk, they will usually respond well to you. Tell them stories and listen to theirs. Crack a few jokes and they will be on your side pretty quickly.

High S personalities /Leonardos do not want to rock the boat. They want to maintain the status quo as much as possible and avoid any potential wave. If you can talk about how your product will make the lives of their co-workers easier they will generally buy from you.

The High C personalities/ Donatellos wants details. They are the ones who want to know all the stats and reviews before making any move. Give them all the information they want. Talk to them about the results you haver provided in the past and offer it before they can ask.

Knowing these will not guarantee you get every sale, but it will improve your chances.

For more sales tips like these, feel free to visit The Broken Salespeople Website. There are a ton of videos and blogs for you to go through and find some free help.

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