WHICH DISC PROFILE

ARE YOU?
DISC profiling is a behaviour assessment
established by Marston and is commonly
used to develop the best style and pitch
for effective communications in sales.

This tool is immensely popular amongst

the MarketMakers team and something
we practise on a daily basis to ensure we
deliver the best results in the industry,

Download this document and try it for

yourself!
 Below you will find a series of statements.  Decide on a scale of 1-5 how
relevant that statement is to you and circle the appropriate number.

TIP - To get the best out of this questionnaire go with the first score you think
of when you read the statement – it is usually the most honest!

1 2 3
This is almost never This is rarley descriptive uncertain if this is
descriptive of me of me descriptive of me

4 This is somewhat descriptive of me 5 This is very descriptive of me

1. I demonstrate attention to detail in all my work 1 2 3 4 5

2. I like to discuss difficult situations at work with the team and not bottle it up 1 2 3 4 5

3. I am goal and target driven 1 2 3 4 5

4. I demonstrate loyalty and reliability at work every time 1 2 3 4 5

5. I am able to persuade people effectively 1 2 3 4 5

6. I demonstrate a confident personality in most situation 1 2 3 4 5

7. I tend to use humour in my techniques to sell 1 2 3 4 5

8. I am a good listener 1 2 3 4 5

9. I believe it is important to display emotions as it makes me more effective 1 2 3 4 5

10. I always look at the positive side of things 1 2 3 4 5

11. I am happy to take risks and believe they usually pay off 1 2 3 4 5

12. I believe that patience is an important value that I demonstrate always 1 2 3 4 5

13. I prefer to follow a structured process when I make calls 1 2 3 4 5

14. It is important to find agreement with people to be successful 1 2 3 4 5

15. When I make a call it is important that I take full control 1 2 3 4 5

16. I always use logic and facts to convince people rather than emotions 1 2 3 4 5

17. I believe that it is important to get my point across, clearly and strongly 1 2 3 4 5

18. I am a strong team worker 1 2 3 4 5

19. People tend to see me as a quieter person at work 1 2 3 4 5

20. I often make decisions using emotions as opposed to logic 1 2 3 4 5

 D - Total your scores for the following statements:  3 + 6 + 11 + 15 + 17 =

I - Total your scores for the following statements:  5 + 7 + 9 + 10 + 20 =

S - Total your scores for the following statements:  2 + 4 + 8 + 12 + 18 =

C - Total your scores for the following statements:  1 + 13 + 14 + 16 + 19 =

Take your final sum for each letter and mark a small X on the diagram below. The centre
For the final part of the assessment please (CHECK WITH L+D)
of the circle represents 0, the lines represent ‘1’ and the dots ‘5’. Looking at the scores, the
highest number will be your strongest profile. Any score below 15 indicates a
development area.

D I

C S
Dominant
Dominant people make up approximately 3% of the world’s population. The
typical traits of a dominant profile would be that they’re bold, confident, direct
and competitive. A dominant person:

is motivated by winning, competition and success

prioritises accepting challenges, taking action and achieving immediate
results
is described as direct, demanding, forceful, strong willed, driven, determined,
fast-paced, and self-confident
may be limited by lack of concern for others, impatience and open
scepticism
may fear being seen as vulnerable or being taken advantage of
values competency, action, concrete results, personal freedom, and
challenges

Key Traits
Results focused Motivators Development Areas
Control Rapport Building
Risk orientated Competition Open Questions
Competitive Problems to solve Empathy
Responsibility Allowing
Confident Deliberation
Decisive Key words Selling to a D
Direct Success Case Studies
Bold Effective Bar Graphs
Results Evidence of
Assertive Control success
Driving ROI/Increased
Revenue
 Influencer
The 11% of people who are an influencer are enthusiastic, optimistic and
passionate. To recognise an 'I' profile just see how much they enjoy talking and
communication. An Influencer:

is described as convincing, magnetic, enthusiastic, warm, trusting and

optimistic
prioritises taking action, collaboration, and expressing enthusiasm
is motivated by social recognition, group activities and relationships
may fear loss of influence, disapproval and being ignored
values coaching and counselling, freedom of expression and democratic
relationships
may be limited by being impulsive and disorganised and having a lack of
follow-through

Key Traits
Communicative Motivators Development Areas

Enthusiastic Recognition Managing emotional

nspiration responses
Positive Opportunity to Mismatch of enthusiasm
Expressive shine Time management
Looking good Commercial awareness
Persuasive
Key Words Selling to a I
Emotional
Exciting Videos/Music
Visionary Opportunities Pie Graphs
Creative Stunning Visuals and lots of colour
Responsive
Encouraging
Steadiness
A steady profile is completely different from the previous profiles’ attributes. They
make up 69% of the world. An S profile is quiet, patient and a pretty good listener.
Being more common they’re easier to spot!

Their give-away is they don’t say too much, they’re often just absorbing the
information you’re giving them. A steady person:

is motivated by cooperation, opportunities to help and sincere appreciation

prioritises giving support, collaborating and maintaining stability
is described as calm, patient, predictable, deliberate, stable and consistent
may be limited by being indecisive, overly accommodating, and have a
tendency to avoid change
may fear change, loss of stability, and offending others
values loyalty, helping others and security

Key Traits
Motivators Development Areas
Patient Collaboration Conflict management
Sincere Helpful Decision Making
Lots of support Vocal Techniques
Listener Part of the team Likely to resist change
Loyal Assertiveness

Persistent Key words Selling to a S

Reliable Together Visual/Photos with
Assured people
Reflective
Agree Infographic/Icons
Understanding Understand Examples from a human
perspective
Conscientiousness
A C profile is a person who treads with caution, They’re a perfectionist who is very
thorough and detailed with the work they do. Their identifying factor is they love
facts and figures so you’ll definitely see them with a spreadsheet or graph.

If you’re a C profile you’ll most likely have already added up that you’re in the 17%
of people that are in this sector. A Conscientiousness:

is motivated by opportunities to gain knowledge, show their expertise, and

produce quality work
prioritises ensuring accuracy, maintaining stability, and challenging
assumptions
is described as careful, cautious, systematic, diplomatic, accurate and tactful
may be limited by being overcritical, overanalysing and isolating themselves
may fear criticism and being wrong
values quality and accuracy

Key Traits
Motivators Development areas
Logical
Detail
Perfectionist Feature dumping
Structure Conversation
Precise Clear techniques
Compliant instruction/Process
Feeling like the
Analytical expert
Technical Key words Selling to a C
Systematic Efficient
Stats
Stage 1, 2, 3 etc.
Detailed Evidence
Tables
Flow Charts
Producing Thorough

quality
 As the market leader for B2B
telemarketing we wanted to share our
best practice, and hope you have
enjoyed it as much as we do.

If you are interested in learning more

about our application of DISC or
wondering how we can apply our
expertise to your target market call us
today on:

02394 278 500

Simon Harfield
harfields@marketmakers.co.uk
www.marketmakers.co.uk