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Selling to the Different DISC Personality Types

  • Dominance. GET IT DONE This personality is ambitious, intimidating, strong-minded, and daring. Think CEO. With this type, you want to focus on winning and profits; touch on the high points (think executive summary, not long proposal), and be direct. As we saw it written somewhere, "Be brief, brilliant, and be gone!" The best style is fast and high energy with many bullet points and bold headlines. Emphasize that what you sell is the best, the top the winner.
  • Influence. GET APRECTIATED  These people care about social recognition, new experiences, and appearance. Many people in all different job titles fall into this group. Here, we're visualizing salespeople, advertising and marketing professionals, fashion executives, and so forth. When you write to this group, take a more personal approach. Be animated and enthusiastic. Tell brief stories Name drop, and focus on the big picture. Emphasize that what you sell is the newest, the leading edge, the "coolest."
  • Steadiness. GET ALONG These are the "good guys" and "steady Eddies." They make wonderful friends, are loyal, and would rather listen and support than be center stage. They're generally family-centered. With this group, write in a relaxing, supportive style and focus on how your solution benefits them and their families, personal or corporate, and will keep things going, steady and sure.
  • Conscientious. GET IT RIGHT. These are analytical types. They find the mistakes, point them out, and correct them. These professionals need data and facts to make decisions. They want you to stick to business. They are skeptical, value knowledge, and need to know the pros and cons of any situation. If you offer a white paper to download, this group will most likely read it. But it had better be actual research, not a thinly veiled advertorial. Emphasize that what you are selling is the "Right" solution, error-free, and follows the rules. 




Patti Wood, MA - The Body Language Expert. For more body language insights go to her website at www.PattiWood.net. Check out Patti's website for her new book "SNAP, Making the Most of First Impressions, Body Language and Charisma" at www.snapfirstimpressions.com.