The Problems with Using the DISC Profiling Tool in Sales

Are you an outgoing, talkative, emotional, and enthusiastic person?

When you are on a sales call, have you been told that you are selling in a way that the other person would like to be sold?

You should be doing well in sales if you are an outgoing salesperson. But what if your prospects are more reserved or analytical? That might make it harder for them to take risks or be optimistic, but that doesn’t mean they can’t buy from you.

Some salespeople understand that they need to change their presentation based on the sales personality of their prospects. They know the same tone and delivery style, which might only work for one prospect. Different types of prospects need different buying experiences.

One of the most popular frameworks salespeople use is the DISC Profiling Tool. At least, this is what I was told in Singapore and Malaysia. These salespeople have been told that understanding which DISC personality style type most closely matches them and their prospects will help them know what to say to them.

That’s a perfect tool, you may think.

And let’s see how the DISC Profiling Tool works.

• The first step in adapting your sales presentation to your prospects is understanding your personality style.