Unveiling Personality Types Through DISC and Sandler's Submarine Method and Active Listening

Hey there! As a fellow salesperson, I know that effective communication is essential for building and maintaining successful relationships. One crucial aspect of strong communication is understanding an individual's personality type. This helps us tailor our interactions and create genuine connections.

I want to share with you two powerful tools, the DISC personality model and the Sandler Submarine questioning technique, that can provide valuable insights into an individual's personality traits. In this guide, we'll explore how these methods can be integrated to enhance your communication skills and establish rapport with your clients and colleagues.

Understanding the DISC Personality Model

The DISC personality model, created by psychologist William Marston in the 1920s, classifies people into four primary personality types:

Dominance (D) – Assertive, decisive, and goal-oriented individuals.

Influence (I) – Sociable, enthusiastic, and persuasive communicators.

Steadiness (S) – Patient, reliable, and supportive team player.

Conscientiousness (C) – Analytical, detail-oriented, and systematic thinkers.

Each person exhibits a unique blend of these traits, with one or two generally being more dominant than the others. By asking targeted questions and observing behaviors, you can determine a person's dominant traits and adapt your communication style accordingly.

Leveraging Sandler's Submarine Method

The Sandler Submarine, developed by David Sandler, is an effective sales methodology that uses a questioning process to uncover an individual's needs, desires, and pain points. Applying this method to the DISC model can deepen your understanding of a person's personality and preferences, allowing you to customize your communication for maximum impact.

The Sandler Submarine is divided into seven compartments, which can be adapted for personality assessment:

Building Rapport – Establishing trust and creating a comfortable environment for open communication.

Up-Front Contracts – Setting expectations and establishing boundaries for the conversation.

Pain – Identifying challenges or difficulties the person is facing.

Budget – Assessing their resources and limitations.

Decision – Understanding their decision-making process.

Fulfillment – Addressing their needs and providing solutions.

Post-Sell – Following up, maintaining the relationship, and seeking feedback.

Identifying DISC Traits with Sandler's Submarine Method

Incorporating the Sandler Submarine method, use the following questions to help identify a person's dominant DISC traits:

Dominance (D)

Building Rapport: "What motivates you to take charge in high-pressure situations?"

Up-Front Contracts: "How can I best present information to support your decision-making?"

Pain: "What challenges have you faced when leading a team or project?"

Budget: "How do you allocate resources to achieve your goals efficiently?"

Decision: "Can you describe a situation where you made a quick decision with limited information?"

Fulfillment: "What kind of support do you expect from your team to achieve desired results?"

Post-Sell: "How do you evaluate your success as a leader?"

Influence (I)

Building Rapport: "What strategies do you use to connect with new people or colleagues?"

Up-Front Contracts: "How do you prefer to communicate ideas and opinions?"

Pain: "What difficulties have you encountered when trying to persuade others?"

Budget: "How do you prioritize your time and energy when building relationships?"

Decision: "What factors influence your decision-making process in a group setting?"

Fulfillment: "How do you ensure that your ideas are implemented and accepted?"

Post-Sell: "What kind of feedback do you seek from others after completing a project or task?"

Steadiness (S)

Building Rapport: "How do you maintain balance and stability in your work and personal life?"

Up-Front Contracts: "What do you value most in a working relationship or friendship?"

Pain: "Can you share a situation where you experienced difficulty adapting to change?"

Budget: "How do you prioritize tasks and responsibilities to meet long-term goals?"

Decision: "What factors do you consider when making decisions that impact others?"

Fulfillment: "How do you ensure that you provide consistent support to your team or loved ones?"

Post-Sell: "How do you measure your personal success and growth?"

Conscientiousness (C)

Building Rapport: "What drives you to be detail-oriented and thorough in your work?"

Up-Front Contracts: "How do you approach the decision-making process when faced with complex problems?"

Pain: "What challenges have you faced when dealing with ambiguity or incomplete information?"

Budget: "How do you manage your time and resources to ensure quality outcomes?"

Decision: "How do you weigh the pros and cons of different options when making decisions?"

Fulfillment: "What strategies do you use to maintain accuracy and quality in your work?"

Post-Sell: "What type of feedback do you find most helpful for improving your performance?"

Adapting Communication Styles Based on DISC Traits

Once you have identified a person's dominant DISC traits using the Sandler Submarine method, adjust your communication style to create rapport and understanding. Here are some tips for each personality type:

• Dominance (D) – Be concise, direct, and focused on results. Allow them to take the lead in conversations and provide clear, actionable information. Respect their need for autonomy and emphasize the benefits of your proposals in terms of efficiency and goal achievement.
• Influence (I) – Engage in friendly, open communication, and allow them to express their ideas and opinions. Use storytelling and anecdotes to create a connection. Emphasize the social aspects of your proposals and demonstrate how they can positively impact relationships and collaboration.
• Steadiness (S) – Be patient, supportive, and empathetic. Provide reassurance and focus on establishing trust and stability in your relationship. When presenting new ideas or changes, emphasize the continuity and predictability they bring, and outline the support systems in place to ensure a smooth transition.
• Conscientiousness (C) – Be thorough, precise, and logical. Provide data and evidence to support your claims, and allow time for them to process information and make informed decisions. Be prepared to answer detailed questions and demonstrate how your proposals meet their high standards for quality and accuracy.

By understanding personality types through the DISC model and the Sandler Submarine method, you can significantly enhance your communication and relationship-building skills. Asking insightful questions and adapting your communication style allows for stronger connections, fosters collaboration, and improves overall interpersonal effectiveness. Remember that each individual is unique, and the DISC model serves as a guide to help you better understand the people you interact with daily.

Building Stronger Relationships Through Active Listening

In addition to asking targeted questions and adapting your communication style, active listening plays a crucial role in developing rapport and understanding with others. Active listening involves fully concentrating on what the speaker is saying, acknowledging their message, and providing thoughtful responses. This approach demonstrates respect and genuine interest in the person's thoughts and feelings, fostering trust and open communication.

For each DISC personality type, consider these active listening techniques:

• Dominance (D) – Focus on the key points they are conveying and avoid interrupting. Summarize the information concisely and ask for clarification when necessary. Demonstrate that you understand their goals and objectives by offering relevant feedback.
• Influence (I) – Give them your full attention and maintain eye contact. Encourage them to share their thoughts and feelings by nodding and using verbal cues such as "I see" or "That's interesting." Paraphrase their statements to ensure you have accurately understood their perspective.
• Steadiness (S) – Show empathy and understanding by acknowledging their emotions and concerns. Reflect on their statements and provide supportive feedback. Ask open-ended questions to explore their thoughts and feelings further.
• Conscientiousness (C) – Listen carefully to their detailed explanations and reasoning. Take notes if necessary to ensure you have captured all relevant information. Ask probing questions to better understand their thought process and decision-making criteria.

Creating a Personalized Communication Plan

By integrating the DISC personality model, Sandler Submarine method, and active listening techniques, you can create a personalized communication plan tailored to each individual you interact with. This plan allows you to effectively address their needs, preferences, and expectations, leading to more meaningful and productive conversations.

A personalized communication plan should include:

• A summary of the person's dominant DISC traits and their implications for communication.
• A list of appropriate questions and conversation topics based on their personality type.
• Specific communication strategies and active listening techniques that resonate with their preferences.
• An outline of potential challenges and barriers to communication, along with suggested solutions.
• A plan for ongoing relationship development, including follow-up conversations, feedback, and continuous improvement.

By using a personalized communication plan, you show your commitment to understanding others' unique perspectives, improving your connections with diverse individuals, and fostering stronger relationships and collaboration. The DISC model, Sandler Submarine, and active listening techniques combined help enhance your communication skills, allowing you to adapt your style for maximum impact, forge genuine connections, and boost interpersonal effectiveness in all aspects of your life.