Sales is a dirty word today, and with good reason: most salespeople treat their buyers like they’re just another row in a spreadsheet or a record on the CRM: ignoring the fact that every buyer is a real person with their own unique likes, dislikes, and preferences.
For your buyer to become a customer, they must feel understood and their preferences respected. And guess what? Treating a fellow human well never goes out of style.
DISC is a universally accepted personality framework to measure communication and collaboration. Humantic AI helps you predict your buyers’ personality at the click of a button, and offers useful insights on how to sell to them.
Steps to personalize your sales approach based on your buyer’s DISC type
There are three steps to personalizing your sales communication according to someone’s personality.
- Solidify in your mind that buyer behavior and personality determines the right messaging as well as communication style to adapt with that buyer.
- Identify your buyer’s DISC profile
- Modify your approach based on their DISC profile
3 Levels of Personality-Based Personalization
It is advised you use different levels of personalization with different segments of buyers based on how key they are to your sales motion. However, in an ideal world, it is best to deliver a truly authentic personalized experience (the highest level of personalization) to every buyer you come across.
1. Authentic Personalization
The highest level of personality-based personalization, where you take into account your buyer’s personality (through Humantic AI) and their pressing pains (through extensive research).
2. Hyper-Personalization
Understanding your buyer’s preferences based on their personality, and manually catering your communication to appeal to them. With Humantic AI’s one-click personalization you can accelerate this to a significant extent, however the key differentiator is that the sales rep is still at the driver’s seat.
3. Personality-based Personalization at Scale
This essentially comprises segmenting prospect lists based on dominant personality traits and duplicating your sales cadence on Outreach, Salesloft etc. for the 4 major personality groups. The lowest level of personality-based personalization is still pretty damn effective – helping teams see improvement in response rates over 100%.
A Comprehensive List of DISC Personalities
There are many DISC personality types out there – how do you get a hang of them all and understand which is the dominant trait in each DISC type? Well, you’ve come to the right place. Here’s a glimpse at the various DISC Personality Types Humantic AI can identify:
| DISC Type | Humantic AI Archetype | Dominant Trait |
| D | Commander | Dominance |
| d | Go getter | Dominance |
| DI | Trailblaizer | Dominance |
| Di | Initiator | Dominance |
| di | Inspirer | Dominance |
| DS | Captain | Dominance |
| Ds | Visionary | Dominance |
| ds | Doer | Dominance |
| DC | Sharpshooter | Dominance |
| Dc | Judge | Dominance |
| dc | Inquirer | Dominance |
| dI | Galvanizer | Influence |
| I | Energizer | Influence |
| i | Enthusiast | Influence |
| SI | Harmonizer | Influence |
| sI | Cheerleader | Influence |
| si | Collaborator | Influence |
| cI | Inquisitor | Influence |
| ci | Observer | Influence |
| dS | Organiser | Steadiness |
| iS | Caretaker | Steadiness |
| S | Balancer | Steadiness |
| s | Supporter | Steadiness |
| cS | Planner | Steadiness |
| dC | Activist | Calculatieness |
| IC | Controller | Calculatieness |
| iC | Reviewer | Calculatieness |
| SC | Editor | Calculatieness |
| sC | Researcher | Calculatieness |
| sc | Examiner | Calculatieness |
| C | Critic | Calculatieness |
| c | Questioner | Calculativeness |
| DIS | Pioneer | Dominance |
| DSC | Evaluator | Dominance |
| DIC | Enigma | Dominance |
| ISC | Wildcard | Dominance |
We hope this helps you recreate the incredible results that Humantic AI users report through these resources. Alternatively, if you’re still new to DISC Selling, this e-book below will help you take a deep dive.
Happy selling!
