fbpx

Sales Secrets: Understanding DISC -Part 3: What Is Your PQ?

Understanding DISC Part 3

DISC Model
DISC Model of Human Behavior

What Is Your PQ (Personality Quotient)?

We spend years in school developing our intelligence to effectively use our mind. Developing our unique personality to effectively use our behavior is just as vital to successful living. Your Intelligence Quotient, or IQ, measures your intelligence. Your Personality Quotient, or PQ, refers to your ability to understand yourself and others for effective communication and teamwork. Studies have shown that technical skill, beginning with intelligence and developed through education and experience, accounts for only 15% of success in the workplace. The other 85% of workplace success comes from people skills! These skills are developed through learning better ways to behave and interact.

The Elevator Test: Which Type Are You?

The elevator doors are about to close on an eager rider who is trying to get on the elevator. Four people are already inside the elevator. One of the people in the crowded box is in a hurry and does not want to wait (outgoing and task-oriented). There is also a bubbly, energetic passenger who holds the door open while greeting the newcomer (outgoing and people-oriented). A third rider is happy either way and smiles while waiting patiently (reserved and people-oriented). The final passenger is concerned as she calculates the weight to see if the elevator can handle another person (reserved and task-oriented).

While not perfectly scientific, this scenario illustrates the Dominant (outgoing / task-oriented) person who is focused on getting somewhere fast; the Inspiring (outgoing / people-oriented) person who is energized by all the interaction; the Supportive (reserved / people-oriented) person who reacts calmly and tries to get along regardless; and the Cautious (reserved / task-oriented) person who wants to make sure the added person doesn’t exceed the weight limit! As you can see, there were four different people who responded to the same event in four very different ways!

This is just the beginning!

One of the dangers of learning about understanding DISC is that you may think you now know all there is to know about it. We have just scratched the surface of the dynamics involved in personality styles. Did you know there are not just 4 personality styles? We identify 41 specific personality blends that are all very different. Even within the 41 personality blends, there can be a wide variety of nuances.

We work with organizations that want to build better relationships internally, with prospects, and clients so that they can connect with people more quickly, close more sales, and build better teams.  This increases productivity and reduces stress.  For more information please give us a call or fill out our contact form here.

FREE Emotional Intelligence Mini Course

Did you know that up to 90% of all interpersonal conflict comes from differences in temperament? Are you struggling to understand others? Maybe you want to improve the way you communicate in your personal and professional relationships. 
This free Mini-course will teach you about the different types of temperament, which one you are, and how to determine the temperament of others.