Hello and welcome to Debbie’s Daily Tips.
I’m here to talk to you today about how to identify someone’s personality style, because you know, we talk so much here at Excelleum about the DISC assessment, and really recognizing the fabulous people that we have the opportunity to coach and work with for being unique and understanding their style.
So, therefore, we always have our clients take the DISC assessment. We encourage them to have their friends take it, their family members take it, and unfortunately we’re probably not going to be able to talk their own clients into taking it, but if you can, please by all means, go right ahead.
Send them to my website, excelleum.com, right there on the free resources tab, it’s going to pop right down. And as you know if you’ve taken it, it only takes about 5 to 7 minute and it’s easy, right? It will get you a full report, all about you.
But let’s say we can’t ask our clients to take it, so how would we know, are they a high D? A driver. Are they a high I? Extremely expressive. Are they a high S? Very soft-spoken, very amiable. Are they a high C? Very analytical.
So while we’re all parts of all four styles, we’re looking to speak to their most dominant style because when we speak to their most dominant style, we’re going to have the best opportunity to connect and communicate with them at a very high level.
Here are some tips on how to find their dominant style.
First of all, you may want to ask them what they do for a living. So here’s an example. If I ask a client what they do for a living and they say that they teach chemistry at the local high school, odds are, they’re very analytical. But what if they say they are a teacher? That doesn’t mean they are necessarily analytical, I need to ask what they teach, and they might say, I run the drama department. Well, they’re probably going to be a very high I. If they’re a social worker, they could potentially be a very high S.
So while it’s not the only clue and won’t always work depending on their profession, it could give you a little bit of a tip-off to what their personality style might be. You know I read the other day, most CEOs of companies are a DC combination, driver and analytical. So just a little tip, look at what they do for a living.
The next thing is listening to how they speak. Each high style really has its own language. For an example, a high D, they will say things like, “give me the bottom line, cut to the chase, get to the point.” They’re very direct, their sentences are sharp, they’re short, they could almost appear very harsh and maybe even a little intimidating if you’re not a high D personality yourself. So it’s all about hurry up, they’re very impatient.
Now a high I, on the other hand, they often have what we call “grandiose language.” Very dramatic, oh my gosh, is so ridiculous it’s just insanely complicated to make this move, I’m absolutely losing my mind, let me tell you why. That would be a high I personality, dramatic language, lots of words, maybe have a lot of hand gestures going on and yet they also are a very strong personality. So they have that emotion and yet in a very strong and dramatic way.
Then you have your high S people. They’re going to be more soft-spoken, little bit more timid and they’re going to say things like, “I want to make sure everyone’s happy, I don’t want to cause any trouble, I need this to go smoothly.” See they’re about not standing out, not pushing forward; they’re really all about making sure everyone is happy.
And then you have your high C people. And they’re going to talk about facts and figures and data and spreadsheets and numbers. So you see they all speak their own language. If you’re paying attention, you can pick up the words, you can pick up the phrases.
Okay, now that I know that information, what do I do with it? You adapt.
If you’re speaking to a high D seller, you get right to the point and you even say, “let me cut to the chase, I’m going to give you the bottom line.” They love it.
If you’re dealing with a high I, you may use the phrase, “tell me or tell me more,” because if you don’t let them talk, they are not going to like you.
With a high S, I need to calm down, I need to slow down, I need to be patient, I need to help them graciously and carefully move forward and make that decision.
And with a high C, I have to be aware that if I don’t give them facts and figures and data, they are not going to be likely to make a decision.
So remember, it’s all about meeting them where they’re at, selling them in the way that they’re comfortable being sold. And to do that, you need to pay attention.
As you’re creating your buyers presentation, your listing presentations, let’s be thinking about who is this person and how do I connect, what do I say, what do I do, how fast do I speak and how do they like to be sold?
Alright, make it a great day and I’ll talk to you soon on the next Debbie’s Daily Tips.