Photo by Nathan Anderson on Unsplash
When I first learned about my DiSC® Style, I was amazed at how accurate it was. I am a goal-driven, passionate relationship builder who enjoys the challenge of my sales role, as well as a remote employee who works with team members across the United States. Everything DiSC® helps me be more effective in both my work in sales and as a remote employee.
How DiSC Applies to Sales
Knowing myself through my DiSC® style is vital in my sales role. I am goal-oriented with strong ambitions and I am passionate about my sales role. To be an effective salesperson, I need awareness of both my DiSC® Sales style and the style of my prospects.
I am an iD style, which means:
- I am active, assertive, dynamic, and bold
- I prefer a fast-paced environment with competition and success
- I like to produce results and show my competence
- I tend to appreciate directness and be direct when interacting with others
- I enjoy being spontaneous and don’t fear the unexpected
- My mantra for conversations and correspondence is GTP—get to the point
Once I know my style and preferences, the next step is to adjust my DiSC® style to that of my potential customer. I don’t want to scare prospects away with excessive energy, confidence, or directness, which are all potential disconnects between my DiSC® Style and other styles. Instead, it’s best for me to utilize my enthusiasm and self-assured attitude as tools to help with prospecting new clients.
My ability to persuade and influence prospects in my sales role is vital. In order to do so, I use my action-focus and ability to develop relationships, in addition to my relaxed confidence, to uncover the prospects’ needs, pains, and goals. By sharing enthusiasm and my interest in results, I’m able to connect with those prospects over the phone or in person and engage them in a conversation about what FlashPoint offers.
How DiSC Helps Remote Employees
The lack of daily in person conversations and building of relationships as an employee can be a drawback for some styles. As a remote employee, I find it most important to know the preferred method of communication for my other coworkers.
Especially as an iD, I am cautious about my tone over the phone, text, or instant messaging. Since I am direct and to-the-point naturally, methods of communication where tone is lost can be especially challenging. The lack of tone or body language in conversation puts an additional emphasis on the words I choose and how I write.
To circumvent that, I try to meet my other DiSC® Styles of coworkers in the middle and make an effort to engage on a regular basis to build work and personal connections. To do that, I plan and schedule my work daily. Luckily, as a remote employee, one of the benefits is the ability to focus my time in blocks with reduced unexpected interruptions.
In the end, learning my DiSC® Style has reinforced some of what I know makes me excel at my role: my focus on bottom line results, closing new sales, and adding new business for FlashPoint. In sales it is important to keep the spotlight on the prospect while being true to my DiSC® Style, which is why understanding my DiSC® Style is so helpful.
If you are interested in reading more about DiSC®, you can read our other blogs, including perspectives from FlashPoint employees with different styles and our infographic on the basics of Everything DiSC®:
5 Fast Facts About Everything DiSC® [Infographic]
i Style Coworker: Integrating Into a New Team: 3 Tips From a DiSC iS Style
S Style Coworker: What DiSC Taught Me in My First Year of Work
C Style Coworker: How Learning Your DiSC Style Can Make a Difference For a C