The DISC model is a personality assessment tool that helps people understand their own behavior and the behavior of others. It is based on four personality dimensions: Dominance (red), Influence (yellow), Steadiness (green), and Compliance (blue).
As a Managed Service Provider (MSP), understanding the DISC personality types of your customers can help you win more deals. Here are a few tips:
- Dominance customers are decisive and results-oriented. They want to know how your services can help them achieve their goals quickly and efficiently. When speaking with Dominance customers, be clear and concise, and focus on the benefits of your services.
- Influence customers are outgoing and persuasive. They are more interested in building relationships than in the technical details of your services. When speaking with Influence customers, focus on the value of your services and how they can help the customer achieve their goals.
- Steadiness customers are calm and reliable. They want to know that they can trust you to deliver on your promises. When speaking with Steadiness customers, be honest and transparent, and focus on the long-term benefits of your services.
- Compliance customers are detail-oriented and cautious. They want to make sure that they are making the right decision. When speaking with Compliance customers, be thorough and provide them with all the information they need to make an informed decision.
In addition to understanding the DISC personality types of your customers, you can also use the model to improve your own communication and sales skills. For example, if you are a Dominance personality type, you may need to learn to be more patient and understanding when speaking with Influence or Steadiness customers.
By understanding the DISC personality model and how it can be used as a Managed Service Provider, you can improve your chances of winning more deals and building stronger relationships with your customers.
Here are some additional tips for using the DISC model:
- Be aware of your own personality type. This will help you understand how you come across to others and how you can best communicate with them.
- Be flexible. Not everyone will fit neatly into one of the four personality types. Be prepared to adjust your approach as needed.
- Use the model to build rapport. Once you understand the other person’s personality type, you can use it to build rapport and create a connection.
- Use the model to overcome objections. If a customer is raising objections, you can use the model to understand their underlying concerns and address them in a way that they will appreciate.
The DISC model is a powerful tool that can help you improve your sales skills and win more deals and of course more endpoints to manage. By following these tips, you can use the model to your advantage and achieve your sales goals.
Check out this article from 2019 in the NY Times