How Discovering Your DISC Profile Can Help You In Sales

Oct 20, 2022
How To Discover Your Disc Profile | The B-Word Podcast with Joanne Bolt

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For years I had no idea what the DISC profile really meant, and how it could help me in my career.  I poo-pooed the thought that these "personality test" could nail me to a T, and be accurate.  Then one day I had a member of my team tell me I was rude and blunt. 

Let's be honest, I thought she was long-winded and a chatty Cathy.  But it did make me start to wonder if there was something to these personality tests, and if I could leverage knowing and understanding them in order to become a better (and more thoughtful!) leader to the people on my team. 

You know what?  IT DID.  It absolutely changed how I viewed them, how I walked into a room and spoke to them, and the mindset I took when having the easy, and the not-so-easy conversations they needed in order to grow in their business.  

Cynthia Matheny is a Realtor turned DISC profile teacher.  She helps people all over the country identify what their unique DISC graph is, how to understand it, and better to use it in their business to become overall better at their job. 

Are you currently leading a team, diving into a sales role, or like I was and wondering why in the forking shirtballs you sometimes just don't connect with the people you feel you should?  If you answered yes to any of those questions then this is the episode for you. 



As Cynthia became better and better in understanding just what the DISC test is, it literally changed her life.  It changed not only her business relationships, but her relationships with her children as well.  She began to teach the topic to her fellow Realtors as a way to help them use the DISC in their business relationships as well. 

And the passion developed.  It's funny too.  The more and more you lean into something and become passionate about it, the more and more you just want to do THAT.  It can be scary though to jump out of one career and follow your heart, but Cynthia did just that.  COVID actually gave her the opening to jump out of real estate sales, and into teaching and training on DISC.



Learning to extend grace instead of judgement to people is just one of the benefits of understanding your DISC.  People become less annoying when you are self aware of how you're naturally wired and can predict how you show up for people.  If your clients and team members are wired differently, you need to communicate differently with them in order to not be annoying.

The platinum rule is what Cynthia lives by.  Present, lead, and sell to others in the way that works best for them.  Not the best way for you.  Boy is that concept such a game changer for everyone!


The 4 Quadrants of Behavior

DISC are the 4 parts.  D-I-S-C.  The "D" is dominant and that's what I am.  I'm sure you're shocked by that one.

"I" are the influencers.  They are your social butterflies of the world and boy are they normally the chatty Cathy's!  

The "S" are your caretakers who like to make sure you have everything you need.  I love these people but I drive them nuts.  A "D" style can thrive in a state of chaos, but not a "S" style.  They like it all laid out neat and orderly. 

The "C" style are your compliant folks. They tend to think in black and white and are logical thinkers.  They love the numbers-this explains why I am also a "C" I guess.  I am such a geek when it comes to the analytics and numbers of things!



I may not have been an expert in the entirety of the DISC profile, but I did understand one thing quickly.  You can use this knowledge in how you speak with your clients as well in order to close a deal.  I had a system for listing homes that helped me know within 3 minutes of speaking with someone just how I needed to communicate with them in order to speak in the manner they needed.  That helped me form relationships, earn their trust, and ultimately land the business. 

How cool is that?  It's really not hard once you identify it and understand it either. 



Understanding how you're naturally wired is really the whole kit and kaboodle.  "The way you're naturally wired makes you wonderful at some things, and it makes you not so good at other things".  Cynthia left us with the thought that understanding this will make you see people through a different lens.  

And that will really change your life.   If you want to know what your DISC profile is you can take a 15-20 minute assessment for free by clicking here.  If you want to learn more about Cynthia you can go to her website and see how she can help you, your team, or your organization dive in and learn all about the profiles.  


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Previously on The B-Word

EP 85: 3 Easy Steps To Overcoming Perfection Paralysis

Jan 18, 2023