DTSC Course

Person Analysis Course

TVY JR | STW Course

This course was used to train sales reps on a concept that there are four basic traits of any person’s personality.

We put labels of D, I, S, C on the four basic traits.

The “D” personality trait was revealed by behavior appearing to be driving and decisive. These people are not cautious and hesitant.
The “I” personality trait was revealed by behavior appearing to be gregarious and optimistic. These people are not skeptical and pessimistic.
The “S” personality trait was revealed by behavior appearing to be relaxed and patient. These people are not impulsive and impetuous.
The “C” personality trait was revealed by behavior appearing to be conventional and systematic. These people are not unbending and self-righteous.

Some researchers developed a test to assess what was the mixture and what was the dominant trait of a person’s personality.

After I took the test, my resulting chart showed Hi D, Low I, Low S, and Hi C. A good approach to get me to agree to an idea or to buy something would be if visual aids and proof of a point based on solid research were used. My most dominant was D.

Many of the reps found that their prospects were curious and even wanted to take the test. The reps were delighted because it helped them in their approach to selling (dealing with) their prospects. They mostly had better success.

We gave the reps a wallet card to help them apply this concept. It had four sections that are shown and explained below.

The front of the wallet card had these four quadrants of D I S C on it.
How active or passive is the person's behavior?
Were they focused primarily on their tasks or their co-workers - people?

My test scores indicated I was focused more on tasks; not much on people and I was at times active and at times passive - depending on my interest in the topic being addressed.

The back of the wallet card had adjectives to describe these traits.
These would help the reps verify what quadrant the prospect fit.

I could be accurately described with any of the Hi D adjectives, any of the Low I adjectives, any of the Hi C adjectives, and any of the Low S adjectives. My choices would be these: responsible/reflective/thorough/tense. Friends and family might pick others.

Some reps never really believed in this concept and just kept dealing with folks in a repetitive and general way - their way. Most would apply their own values to appeal to a prospect rather than the propect's values. They seemed to have less success.

There was a centerfold of the wallet card. It suggested how to deal with the most dominant personality trait of a prospect.

Good chart that others used when teaching this topic.

These approaches can be used with friends and relatives as well. They are helpful if you want to understand and/or get along with the various personalities you encounter.

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