DISC is a popular behavioral profile assessment based on four styles or behavior traits i.e. Dominance, Influence, Steadiness, and Compliance. Of the 4 behavior traits, individuals of Influencing style are always deemed to be natural salespersons.
They have most of the essential attributes sales profession requires. Being outgoing, they are always on the move, have things to do, calls to make and people to see. Let's examine the following 6 qualities insurance agents with influence personality have
(a) Enthusiastic
Being excited about almost everything, they exude contagious enthusiasm. Having an upbeat personality, they are fantastic to have around because they are fun-loving and try to make everything enjoyable. Even during difficult time, they can remain in a positive mood.
They love action and always seem to be doing something. They have zest and want to make the most of every moment. They live in present and enjoy work at a fast pace. They are energetic physically and vigorous intellectually.
(b) Optimistic
Optimism is the defense against the rejections in sales business. Optimists see opportunities and thrive under adversity. When faced with unpleasant or negative situations, they choose to focus on the positive elements.
Optimists expect favorable outcome that they work harder to influence and control their results. Surveys show that optimistic salespeople outsell the pessimists by 38%. Extremely optimistic salespeople outsell the extreme pessimists by 88%.
(c) Relationship builder
Being socially extroverted, they are passionate toward people. They are also very affectionate people. With warm nature, they can be very demonstrative. They are sparkling and their presence always creates excitement and anticipation.
They are people-oriented. They prefer interacting with people. They understand the importance of trust and building relationship with the clients. Their charisma assists them in influencing individuals.
(d) Fun loving
They are fun loving people who are down with everything fun. Their fun loving nature brings them closer to their customers. They are ever ready with a variety of stories to entertain their customers.
They can be humorous and playful. They have the natural ability to crack jokes, make people laugh and tear down the defense mechanism most people have against insurance agents.
(e) Need for recognition
They have a high need for appreciation. They love and respond to recognition. They like to be in the limelight and dress to impress. They crave attention and cannot tolerate feeling unnoticed.
They enjoy spotlight and like to have eyes on them. They don't like to be ignored. Praises for their sales achievement will reinforce their sales efforts.
(f) Effective Communicator
Being skilled communicators, they articulate well. They entertain and enlighten their customers with their humor. They express themselves in such a way that their clients readily and clearly understand them.
They are able to initiate a conversation with ease. Generally expressive, they are lively and sociable. They can get along with their customers and they have a wide network of friends and contacts.
Understanding their own personality factors, insurance agents can identify opportunities to demonstrate their strengths and employ appropriate approaches that can have direct impact on their sales results. It also provides developmental recommendation for the insurance agents.
Of the 6 qualities insurance agents with influence personality have, optmism is perhaps the most valuable quality. Being optimistic, they do not take failure personally and are able to shake off a lost sale instantaneously, and at the same time, they know where to look for another opportunity.