Understanding Influencer’s Personalities | DISC Selling Skills Set | Sales Training Malaysia

Personality styles have been studied since biblical times. The ancient Greek Hypocrites identified four distinct personalities. Others have identified many more and have concluded that everyone has several personality styles. I have learned that you can do a lot with Hypocrites’ four styles: directors, compliants, influencers, and steadies. These styles are similar to a modern system called DISC.

Directors

The directors are usually quick decision makers and will allow you only a small amount of access time. They require few facts which are very bottom-line and goal-oriented. Directors live life their way. Director personalities are exhibited in a high percentage of CEOs.

Compliants

Compliants are people who measure their decisions by some internal or external set of rules. The compliant personality is a methodical decision maker and will examine many facts. Engineers, accountants, and doctors have a high percentage of compliant personalities.

Influencers

Influencers exhibit persuasive and outgoing personalities. They enjoy moving other people to their point of view. Influencers are friendly and powerful communicators. They are fast paced and have a short attention span. Influencer personalities are exhibited in many CEOs and sales managers.

Steadies

The Steady personality is a friendly person who thrives on consensus and being well liked. Steadies are usually uncomfortable with making rapid decisions. Their primary concern is for the effect of a change on other people in the organization.

Conclusion

By utilizing this knowledge of different personality types, you will be better able to present yourself in a way that is more likely to be accepted.