JUMP-START DISC PROFILER

The Jump-Start DISC Profiler is probably the most powerful tool you have in your sales toolbox.  It’s not complicated or difficult to use.  If you have talked to the client or prospect once or twice, you can construct a very accurate graph of the person’s behavioral style.  People do business with people they like.  It is no more complicated than that.  If you can graph his or her behavioral style, you can fill their behavioral needs.  When you do that you get the relationship, the account, and the business.  (Send us your fax number and we will send you a copy of the Jump-Start.)

First, let’s look at what kind of information we can get from the Jump-Start.  We are measuring the prospect’s four behaviors and each one gives us some clues about what is important to that person.  What products and services are most comfortable or natural to that person?  How do they communicate and how do they like to be talked to?  What is important to that person in the relationship?  

They say that “knowledge is power.”  They are close.  Actually, knowledge without application is a waste of time and money.  What we have given you in the simple format of the Jump-Start DISC Profiler is KNOWLEDGE AND APPLICATION.

The instructions at the bottom of the Jump-Start tell you to select all the adjectives that apply to the person you are reading.  Just be sure to read down each column, not across the page.  Then count the number of adjectives selected in each column and place the number at the bottom of the column.  At this point you have just determined the relative strength of each behavioral characteristic compared to each of the other three.  

Now its time to plot the points on the graph.  We recommend that you plot the high point first and the low point second.  It is also a good idea to plot the high point above the energy line across the middle of the graph and the low point below it, even if the high point is 4 and the low point is 3.  The idea is not to draw the correct graph and plot all the points correctly.  The whole purpose of the exercise is to give you the inside track on developing a relationship and doing business with the person you are reading.  If you plot your points in a way that gives you some distance between the points, it will be easier for you to determine what the person’s behavioral needs are, satisfy them and get the business.  After you have the high and low points plotted, fill in the points in between.

By looking at the relative strength of each of the four behaviors we can determine what this person’s behavioral needs are.  REMEMBER, there are no numbers on the graph.  So after you place the points on the graph, step back and look at the whole graph.  What is high?  What is low?  What is the second highest behavior?

Here are some of the key points that we can determine from each of the four characteristics:

High: (relative to the other 3 behaviors)

The D or Dominance Factor:

Decision-making comes easy.  They love things that save them time or improve their results.  Just hit the high points (3 at the most, 2 is better, and ask for the order).  Time is very important to them.  The like things that move up and down and require them to make decisions.  Always give this person an alternative or two, encourage them to make a decision.

The I or Influencing Factor:

This is also a decision-maker.  They love the sizzle as much as the steak.  Get them started talking and they will sell themselves on your idea.  Expect them to be late or miss the meeting.  They are disorganized so you need to back up your conversation with a note listing the important details.  They will make decisions based on how the “feel” about it.  Bring as many of their senses into the conversation as possible, especially visual.

The S or Steadiness Factor:

The three most important things to this person (in order) are: 1) the relationship 2) having a process 3) avoiding risk.  Sell yourself first, listen to what they say, and try to find out what they’ve done in the past.  They have a fear of “new” things so let them stick to what makes them comfortable.  Say “we” every chance you get.  Financial Planning is an idea for them because it allows them to get to know you (while you fill out the paperwork), it gives them a process to follow, and it helps identify the amount of risk they need to take to reach their goal and they really like not having to take more than the minimum amount of risk.  THEY ARE NOT COMFORTABLE MAKING DECISIONS.  Always encourage them to think it over for a couple days and get permission to call them back then.  ALWAYS MAKE THE DECISION A SIMPLE YES OR NO.  

The C or Compliance Factor:

The big thing here is the ANALYSIS.  Decision-making is difficult for them.  In fact, it is almost impossible for them to make a decision before they have done the analysis.  Send them the information ahead of time and encourage them to study it.  Let them do the analysis on their own time.  They don’t like taking risks.  ALWAYS MAKE THE DECISION A SIMPLE YES OR NO.

Low: (relative to the other 3 behaviors)

D:

The lower the D (relative to the other 3) the more the person tends to be patient and slow to anger.  The low D indicates a person who may be more conservative (in their approach to investing), cautious, low-keyed, unassuming, and humble.

I:

The lower the I, the more likely a person is to be pessimistic and exhibit a low trust level.  The person may tend to be reflective, analytical, critical, calculating and skeptical.

S:

The lower the S, the more you will be able to see the person’s emotion.  The person may tend to be more flexible, energetic, restless, impatient, and impulsive.

C:

The lower the C, the more likely the person is to be a high-risk taker.  The person may tend to look at rules as merely guidelines, to be broken if necessary.  The person may tend to be more resourceful, individualistic, fearless, or even reckless.

HAVE YOURSELF A GREAT DAY!

Ron Keese