What exactly IS "personality profiling"? It is really just plugging into what OTHERS want! We all know the Golden Rule, which states, "Do unto others as you would want them to do unto you."
Dr. Tony Allesandra, a national public speaker, quotes The Platinum Rule™*, "Do unto others as they would want you to do unto them."
This is the first of a five part series on how to use DiSC® testing and personality profiling to perfect and improve your sales approach and build better relationships with your team members and referral partners. 
Personality profiling reaches deep into the area of sales and understanding your clients better, as well as how you relate to the members of your team. There are many different types of personality profiling techniques available today. I have used and highly recommend DiSC® profiling. The four letters, D-I-S-C represent the four main personality types.
"High D" personality types are drivers. This is the "type A" individual who constantly strives for excellence, shows a significant degree of impatience, and is the dominant individual in the decision-making process.
"High I" personality types are influencers. They are social people, and are tremendous referrers. They are people you want to create alliances with, because they will bring you a significant amount of additional business in the future.
"High S" personality types are supporters. They make ideal team members, and are more concerned about the success of the group rather than their own individual success. In a sales situation, they are people who like to talk about their family. They tend to socialize well with their friends and family members and, in this respect, they too make good referrers.
"High C" personality types are conscientious thinkers. They think a process through from beginning to end before making a decision. Never make the mistake of trying to close a High C on the first telephone conversation, or in the first appointment. They need time to dot all the I's, cross all the Ts, and analyze things to a significant degree. They respond much better to an analytical approach and desire the straight scoop.
Everyone has their own special personality and that is a good thing! We succeed when we are better equipped to relate to our referral partners and the members of our team.
Question - Have you had YOUR personality profiled? And if so, what type are you? D-I-S-C ?
* The Platinum Rule™ is a registered trademark of Dr. Tony Alessandra. DiSC® is a trademark of Inscape Publishing, Inc.
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