Are You a Big D?

What?

Sorry, that is not meant to be offensive. But it was deliberately to grab your attention. So now that I have it, I’d like to explain the DISC profile. 
Our personality underpins our decision-making style, how we interact with others, and how we turn up in social situations.

Although we like to think that our work and home persona may be different, they very rarely are (unless in the case of Psychopaths).
To help our buyers make good decisions, we firstly need to understand where they are coming from. So at a very basic level, personality is a great start! 

Take a look at the diagram below. Each colour represents a personality type. You will immediately recognise some traits of your own that point to one of them.
If you’re more people-orientated, you’ll be at the Direct/Influential end of the diagram. If you’re quieter and more considered in your decision-making, you’ll be more towards the Steady/Cautious end. 
 

Most people will be a mix of two dominant quadrants. If you are a detailer, you are very likely to be Steady/Cautious, or SC. This is a perfect mix for detailers as they can focus on the detail and are not easily distracted. They will take the time to understand plans and find the best way to solve problems rather than rushing into decisions like a Direct or Influential persona will. 

If your SC is the owner of the truss plant then this means you need to take the time to understand their plant, their plans, and the decisions they are facing. This will allow you to help them to overcome them. If you can’t help, then it’s time to back away because you’ll be wasting their time and your own. They won't be fooled with shiny promises or empty threats. These people are going to research what you’re offering and make sure it’s 100% right for them before they make a decision. Don’t be a Big D!

If you found this short insight helpful please feel free to reach out for details on the full day Sales Training available.

The course includes pre work, follow up and coaching support for managers and is available across Australia and New Zealand.  
Twenty Nine Ideas is available as the Sales & Marketing advisor for The Frame & Truss Manufacturers Association members. 

Julia Hall
Twentynineideas.com.au