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A Guide to the Four Styles of Sales Professionals

Posted 6 years ago

No two sales people are exactly alike, but DISC’s powerful behavioral profiling techniques can be applied by astute sales managers, trainers and team leaders to identify & predict certain “sales style” behaviors. Identifying sales styles should help leaders relate to their team members’ methods, and encourage an experience that’s mutually beneficial. Below is a description of each type of salesperson’s styles and manners.

A Guide to the Four Styles of Sales Professionals

by Dr. Tony Alessandra

Mastering one important skill—adaptive communications—will help you become a charismatic, effective sales professional that others want to emulate. Have you ever wondered why you hit it off with some people immediately, while with others it’s like oil and water? That’s because there are four primary behavioral styles – Directors, Thinkers, Relaters and Socializers – each with a very distinct and predictable pattern of observable behavior. The observable behaviors are across two dimensions – Openness (open versus guarded) and Directness (direct versus indirect). Once you understand these patterns, you have the key to unlock your ability to get along with nearly anyone.

DISC Sales Styles Would you like to leverage DISC’s powerful behavioral insights with your sales team? Laser target your training? Take the guess work out of your hiring & selection? Increase your sales? Learn more HERE!


tony alessandraDr. Tony Alessandra has a street-wise, college-smart perspective on business, having been raised in the housing projects of NYC to eventually realizing success as a graduate professor of marketing, internet entrepreneur, business author, and hall-of-fame keynote speaker. He earned a BBA from Notre Dame, a MBA from the Univ. of Connecticut and his PhD in marketing from Georgia State University (1976). Known as “Dr. Tony” he’s authored 30+ books and 100+ audio/video programs. He was inducted into the NSA Speakers Hall of Fame (1985) and Top Sales World’s Hall of Fame (2010).  Meetings & Conventions Magazine has called him “one of America’s most electrifying speakers”. Dr. Tony is also the Founder/CVO of  Assessments 24×7.  Assessments 24×7 is a global leader of online DISC assessments, delivered from easy-to-use online accounts popular with business coaches and Fortune 500 trainers around the world.  Interested in learning more about these customized assessment accounts? Please CONTACT US.