What Is DISC?

DISC (the four-letter acronym) is a scientifically proven behavioral tool used to understand and also predict human behavior  – consisting of four temperaments that identify how a person perceives information and makes decisions. 

Dominant/D – The “D” stands for driver. This customer type is an unusually fast thinker, decisive, and direct, decision maker who doesn’t like to dilly dally around with small talk with a salesperson. They don’t want someone trying to talk them into buying something else. 

Expressive/I – The “I” stands for Inspiring. This DISC customer type is a classic likable people-person who often is found talking with their hands, and facial expressions when talking with someone. 

Supportive/S – The “S” stands for supportive intellect. Also referred to as the amiable intellect archetype. This particular type of customer is slightly more withdrawn than other customers when out purchasing things. They also tend to be less assertive, and communicative – and prefer a calm, non-threatening, sales presentation without the usual pressures associated with buying. 

Analytical/C – The “C” stands for the “Cautious” thinker; sometimes referred to as The Analytical thinker. This customer is a disciplined, highly organized, systematic thinker, especially when it comes to personal purchase decision making. DISC as a science has been studied, tested, and certified by countless numbers of academics throughout the past hundred years since Dr. Carl Jung’s writing of Psychological Types in 1921. It was from this book by Dr. Jung that the Meyers Briggs MBTI test was developed. That’s the test that statistically identifies and measures the differing psychological preferences in how people perceive the world around them and make decisions. 

How does DISC work within your customer’s mind:

It is widely believed among academics and social scientists, that every human being’s mind possesses at least some percentage of each of the four DISC temperament types in descending percentage order.

The highest percentage is considered that person’s predominant psychological influencer. Meaning the individual’s thought and decision-making process will be compatible with that specific temperament. 

The order and percentage of these four DISC temperament types within each of us paints and shapes the structure of our thoughts through perceptions. They also dominate one’s normal or “natural” intellectual deductive reasoning practices. 

It is the belief of this author, and many others, that each of these four intellectual and psychological temperament entities, housed within our psyche, possesses a distinct internal voice and persuasion on their own, along with the ability to think, analyze and process decision-making information individually. 

Why is your functional knowledge, “and use” of DISC essential for you to maximize your future income potential as a master salesperson:

 With science having proven countless numbers of times, over the years, the truth and existence of these four universal psychological character entities; it is now time that you accept the fact that you too are psychologically made up of these four in some particular order of intellectual influence.

Psychologists tell us that DISC temperament opposites are naturally attracted to each other in marriage relationships. But when it comes to doing business, the opposite is true. In business, people of similar DISC temperament structures are naturally attracted to one another because they inherently tend to see things the same way and therefore tend to think alike. 

In introducing you to The Temperament Selling® Sales Training Program, we had you take a test to have you identify your optimal psychological customer for your making a sale. As you may have already guessed, it is commonly customers who mirror your own DISC structure.  

The reason is simply stated in the paragraph above. The two of you “naturally” see things in much the same way, as well as think, and reason, in a very similar fashion. Hence, most people of similar hierarchical DISC structures tend to feel most comfortable conducting business with each other because they “naturally” understand the other person’s point of view. 

Now to the reason(s) for you to expand your natural psychological sales attraction sphere. Without giving away too much of the program, let me state that Temperament Selling® does not believe in the concept of mimicking, or mirroring, as a way of capturing sales.

It’s too disingenuous.

The program teaches you how to use The Art of Negation as your way of psychologically emptying yourself of yourself while still retaining your natural psychological character traits and way of thinking. (Remember what I said in the paragraph above about people of opposite DISC temperament structures being naturally attracted to one another when it comes to marriage.)

You can apply that same power force dynamic to your sales life with outside-the-box results once you learn how to recognize, and correctly, identify another person’s hierarchical DISC structure within seconds of any sales interaction. It doesn’t matter what kind of selling you do. The program teaches you everything you’ll ever need to know about psychologically correct selling. Once learned, all you have to do, for the most part, in order to make the sale happen right then is to apply the proper psychological sales techniques and strategies that correspond to opening up that person’s mind, and psyche, to receiving, and accepting, your words and documentation as bankable, trustworthy truth.

Believe me when I say that a significant part of successful selling centers itself around you psychologically respecting your customer’s DISC structure. Psychological respect goes a long way in the business world; just like it does in the home. The more you “use it”; the more successful, and financially rewarded, you’ll become – Guaranteed!”