Replies to This Discussion

Permalink Reply by Craig Lockerd on September 27, 2010 at 3:09pm

Joe based on that example what would be a "perfect mix" in the Front end of a dealership...GM,GSM,Sales Managers, F&I UC MGR Salespeople etc.....?

Joe Brunner said:

Have you ever met someone you really liked? I mean you just had instant chemistry! Ever met someone that you didn't like at first, but changed your mind in a few days or weeks? Ever met someone and you even wondered why you made an effort at all?
Sure you have! It's because all people are different. The good news is... that people are predictably different and fall into four or a combination of four categories. The categories are D... I... S... and C... Dominant, Influencial, Steady, and compliant. If you put for D's in a room and give them a task, they will argue over who is in charge and never get any work done. Four I's will laugh and tell jokes and never get any work done. Four S's need to be motivated and led before they will begin the task. The four C's will argue over the correct way to do the job and nothing will be accomplished. But... Put a D, an I, a S, and a C in the same room and give them a job and see what happens. The D will take charge; the I will communicate, entertain, and work; the S will do most of the work and the C will keep an eye on everyone to make sure the job is being done correctly! Understanding the DISC not only will help you build teams, but also will help you understand yourself, your peers, AND your customers!

Permalink Reply by Joe Brunner on September 27, 2010 at 3:30pm

Great question Craig... DC personalities make great GMs, because they are task oriented, while DI's make excellent GSMs, because they are both people and task oriented. Sales Managers who have a DI personality fit in well with this type of leadership group. F&I people are usually DC type personalities or High I's... With the high I's, just make sure they get the paperwork right. Used car managers as well as all managers must have the D type personality... Where are the S's you ask? They are 69% of your customers and 25% of you sales staff.

Craig Lockerd said:

Joe based on that example what would be a "perfect mix" in the Front end of a dealership...GM,GSM,Sales Managers, F&I UC MGR Salespeople etc.....?

Joe Brunner said:

Have you ever met someone you really liked? I mean you just had instant chemistry! Ever met someone that you didn't like at first, but changed your mind in a few days or weeks? Ever met someone and you even wondered why you made an effort at all?
Sure you have! It's because all people are different. The good news is... that people are predictably different and fall into four or a combination of four categories. The categories are D... I... S... and C... Dominant, Influencial, Steady, and compliant. If you put for D's in a room and give them a task, they will argue over who is in charge and never get any work done. Four I's will laugh and tell jokes and never get any work done. Four S's need to be motivated and led before they will begin the task. The four C's will argue over the correct way to do the job and nothing will be accomplished. But... Put a D, an I, a S, and a C in the same room and give them a job and see what happens. The D will take charge; the I will communicate, entertain, and work; the S will do most of the work and the C will keep an eye on everyone to make sure the job is being done correctly! Understanding the DISC not only will help you build teams, but also will help you understand yourself, your peers, AND your customers!

Permalink Reply by NANCY SIMMONS on September 27, 2010 at 3:30pm

Joe, I have a question regarding the testing... Are there many various forms of the DISC test one can take, some more accurate by the number of questions, etc... ? Also, Can your personality test have extremely different results if you are going through a traumatic time in your life, a depression, a career change, a divorce or something that would change your outlook on life and how you react to various situations?

Joe Brunner said:

Have you ever met someone you really liked? I mean you just had instant chemistry! Ever met someone that you didn't like at first, but changed your mind in a few days or weeks? Ever met someone and you even wondered why you made an effort at all?
Sure you have! It's because all people are different. The good news is... that people are predictably different and fall into four or a combination of four categories. The categories are D... I... S... and C... Dominant, Influencial, Steady, and compliant. If you put for D's in a room and give them a task, they will argue over who is in charge and never get any work done. Four I's will laugh and tell jokes and never get any work done. Four S's need to be motivated and led before they will begin the task. The four C's will argue over the correct way to do the job and nothing will be accomplished. But... Put a D, an I, a S, and a C in the same room and give them a job and see what happens. The D will take charge; the I will communicate, entertain, and work; the S will do most of the work and the C will keep an eye on everyone to make sure the job is being done correctly! Understanding the DISC not only will help you build teams, but also will help you understand yourself, your peers, AND your customers!

Permalink Reply by Craig Lockerd on September 27, 2010 at 3:34pm

andf then within your sales staff you would like to see kind of an equal mix of D, I andS's?

Joe Brunner said:

Great question Craig... DC personalities make great GMs, because they are task oriented, while DI's make excellent GSMs, because they are both people and task oriented. Sales Managers who have a DI personality fit in well with this type of leadership group. F&I people are usually DC type personalities or High I's... With the high I's, just make sure they get the paperwork right. Used car managers as well as all managers must have the D type personality... Where are the S's you ask? They are 69% of your customers and 25% of you sales staff.

Craig Lockerd said:

Joe based on that example what would be a "perfect mix" in the Front end of a dealership...GM,GSM,Sales Managers, F&I UC MGR Salespeople etc.....?

Joe Brunner said:

Have you ever met someone you really liked? I mean you just had instant chemistry! Ever met someone that you didn't like at first, but changed your mind in a few days or weeks? Ever met someone and you even wondered why you made an effort at all?
Sure you have! It's because all people are different. The good news is... that people are predictably different and fall into four or a combination of four categories. The categories are D... I... S... and C... Dominant, Influencial, Steady, and compliant. If you put for D's in a room and give them a task, they will argue over who is in charge and never get any work done. Four I's will laugh and tell jokes and never get any work done. Four S's need to be motivated and led before they will begin the task. The four C's will argue over the correct way to do the job and nothing will be accomplished. But... Put a D, an I, a S, and a C in the same room and give them a job and see what happens. The D will take charge; the I will communicate, entertain, and work; the S will do most of the work and the C will keep an eye on everyone to make sure the job is being done correctly! Understanding the DISC not only will help you build teams, but also will help you understand yourself, your peers, AND your customers!

Permalink Reply by Joe Brunner on September 27, 2010 at 3:47pm

Great question Nancy... There are two types of DISC tests... The 24 question test is the newest and seems to do a better job of defining who you are because it is super easy to understand and complete. There are three graphs associated with your answers... Your public mask... that's the Halloween costume you put on every day that you go to work. It's how you want to be perceived. The second graph shows how you react under stress and can be dramatically different during a traumatic period or during a big transition in your life. The third graph is your mirror and shows how you truly see yourself. Combing the the three and understanding them takes years of experience, which is why you want someone certified to administer and explain the results. You will get 10X more than just taking it and reading your results.

NANCY SIMMONS said:

Joe, I have a question regarding the testing... Are there many various forms of the DISC test one can take, some more accurate by the number of questions, etc... ? Also, Can your personality test have extremely different results if you are going through a traumatic time in your life, a depression, a career change, a divorce or something that would change your outlook on life and how you react to various situations?

Joe Brunner said:

Have you ever met someone you really liked? I mean you just had instant chemistry! Ever met someone that you didn't like at first, but changed your mind in a few days or weeks? Ever met someone and you even wondered why you made an effort at all?
Sure you have! It's because all people are different. The good news is... that people are predictably different and fall into four or a combination of four categories. The categories are D... I... S... and C... Dominant, Influencial, Steady, and compliant. If you put for D's in a room and give them a task, they will argue over who is in charge and never get any work done. Four I's will laugh and tell jokes and never get any work done. Four S's need to be motivated and led before they will begin the task. The four C's will argue over the correct way to do the job and nothing will be accomplished. But... Put a D, an I, a S, and a C in the same room and give them a job and see what happens. The D will take charge; the I will communicate, entertain, and work; the S will do most of the work and the C will keep an eye on everyone to make sure the job is being done correctly! Understanding the DISC not only will help you build teams, but also will help you understand yourself, your peers, AND your customers!

Permalink Reply by Joe Brunner on September 27, 2010 at 3:58pm

Usually the D's gravitate towards management, so you allow your D salesperson to lead the team as a senior salesman or an ASM. They will make sure that tasks are completed in your absence and are able to gain commitments from unsure customers. The I's will work within the team and keep everyone in a good mood while completing the tasks and are great with customers that are shy. The S's will work hard completing the little things that D's and I's don't like to do and identify with 70% of your customers. The C's are always your product knowledge experts, but can have difficulty relating on a personal level with guests. Make sure a D or an I is close by to lend a hand at the close. You can actually disc your crew during a simple task such as blowing up balloons. The D's will get everybody going, the I's will be laughing and telling jokes, the s's will blow them up, and the C's will get everybody organized.

Craig Lockerd said:

andf then within your sales staff you would like to see kind of an equal mix of D, I andS's?

Joe Brunner said:

Great question Craig... DC personalities make great GMs, because they are task oriented, while DI's make excellent GSMs, because they are both people and task oriented. Sales Managers who have a DI personality fit in well with this type of leadership group. F&I people are usually DC type personalities or High I's... With the high I's, just make sure they get the paperwork right. Used car managers as well as all managers must have the D type personality... Where are the S's you ask? They are 69% of your customers and 25% of you sales staff.

Craig Lockerd said:

Joe based on that example what would be a "perfect mix" in the Front end of a dealership...GM,GSM,Sales Managers, F&I UC MGR Salespeople etc.....?

Joe Brunner said:

Have you ever met someone you really liked? I mean you just had instant chemistry! Ever met someone that you didn't like at first, but changed your mind in a few days or weeks? Ever met someone and you even wondered why you made an effort at all?
Sure you have! It's because all people are different. The good news is... that people are predictably different and fall into four or a combination of four categories. The categories are D... I... S... and C... Dominant, Influencial, Steady, and compliant. If you put for D's in a room and give them a task, they will argue over who is in charge and never get any work done. Four I's will laugh and tell jokes and never get any work done. Four S's need to be motivated and led before they will begin the task. The four C's will argue over the correct way to do the job and nothing will be accomplished. But... Put a D, an I, a S, and a C in the same room and give them a job and see what happens. The D will take charge; the I will communicate, entertain, and work; the S will do most of the work and the C will keep an eye on everyone to make sure the job is being done correctly! Understanding the DISC not only will help you build teams, but also will help you understand yourself, your peers, AND your customers!

Permalink Reply by Joe Brunner on September 27, 2010 at 4:38pm

When you are with a customer, how do you practice the platinum rule?

Joe Brunner said:

Usually the D's gravitate towards management, so you allow your D salesperson to lead the team as a senior salesman or an ASM. They will make sure that tasks are completed in your absence and are able to gain commitments from unsure customers. The I's will work within the team and keep everyone in a good mood while completing the tasks and are great with customers that are shy. The S's will work hard completing the little things that D's and I's don't like to do and identify with 70% of your customers. The C's are always your product knowledge experts, but can have difficulty relating on a personal level with guests. Make sure a D or an I is close by to lend a hand at the close. You can actually disc your crew during a simple task such as blowing up balloons. The D's will get everybody going, the I's will be laughing and telling jokes, the s's will blow them up, and the C's will get everybody organized.

Craig Lockerd said:

andf then within your sales staff you would like to see kind of an equal mix of D, I andS's?

Joe Brunner said:

Great question Craig... DC personalities make great GMs, because they are task oriented, while DI's make excellent GSMs, because they are both people and task oriented. Sales Managers who have a DI personality fit in well with this type of leadership group. F&I people are usually DC type personalities or High I's... With the high I's, just make sure they get the paperwork right. Used car managers as well as all managers must have the D type personality... Where are the S's you ask? They are 69% of your customers and 25% of you sales staff.

Craig Lockerd said:

Joe based on that example what would be a "perfect mix" in the Front end of a dealership...GM,GSM,Sales Managers, F&I UC MGR Salespeople etc.....?

Joe Brunner said:

Have you ever met someone you really liked? I mean you just had instant chemistry! Ever met someone that you didn't like at first, but changed your mind in a few days or weeks? Ever met someone and you even wondered why you made an effort at all?
Sure you have! It's because all people are different. The good news is... that people are predictably different and fall into four or a combination of four categories. The categories are D... I... S... and C... Dominant, Influencial, Steady, and compliant. If you put for D's in a room and give them a task, they will argue over who is in charge and never get any work done. Four I's will laugh and tell jokes and never get any work done. Four S's need to be motivated and led before they will begin the task. The four C's will argue over the correct way to do the job and nothing will be accomplished. But... Put a D, an I, a S, and a C in the same room and give them a job and see what happens. The D will take charge; the I will communicate, entertain, and work; the S will do most of the work and the C will keep an eye on everyone to make sure the job is being done correctly! Understanding the DISC not only will help you build teams, but also will help you understand yourself, your peers, AND your customers!

Permalink Reply by Craig Lockerd on September 27, 2010 at 4:53pm

Love the balloon example...and thinking back that is so spot on!

Joe Brunner said:

When you are with a customer, how do you practice the platinum rule?

Joe Brunner said:

Usually the D's gravitate towards management, so you allow your D salesperson to lead the team as a senior salesman or an ASM. They will make sure that tasks are completed in your absence and are able to gain commitments from unsure customers. The I's will work within the team and keep everyone in a good mood while completing the tasks and are great with customers that are shy. The S's will work hard completing the little things that D's and I's don't like to do and identify with 70% of your customers. The C's are always your product knowledge experts, but can have difficulty relating on a personal level with guests. Make sure a D or an I is close by to lend a hand at the close. You can actually disc your crew during a simple task such as blowing up balloons. The D's will get everybody going, the I's will be laughing and telling jokes, the s's will blow them up, and the C's will get everybody organized.

Craig Lockerd said:

andf then within your sales staff you would like to see kind of an equal mix of D, I andS's?

Joe Brunner said:

Great question Craig... DC personalities make great GMs, because they are task oriented, while DI's make excellent GSMs, because they are both people and task oriented. Sales Managers who have a DI personality fit in well with this type of leadership group. F&I people are usually DC type personalities or High I's... With the high I's, just make sure they get the paperwork right. Used car managers as well as all managers must have the D type personality... Where are the S's you ask? They are 69% of your customers and 25% of you sales staff.

Craig Lockerd said:

Joe based on that example what would be a "perfect mix" in the Front end of a dealership...GM,GSM,Sales Managers, F&I UC MGR Salespeople etc.....?

Joe Brunner said:

Have you ever met someone you really liked? I mean you just had instant chemistry! Ever met someone that you didn't like at first, but changed your mind in a few days or weeks? Ever met someone and you even wondered why you made an effort at all?
Sure you have! It's because all people are different. The good news is... that people are predictably different and fall into four or a combination of four categories. The categories are D... I... S... and C... Dominant, Influencial, Steady, and compliant. If you put for D's in a room and give them a task, they will argue over who is in charge and never get any work done. Four I's will laugh and tell jokes and never get any work done. Four S's need to be motivated and led before they will begin the task. The four C's will argue over the correct way to do the job and nothing will be accomplished. But... Put a D, an I, a S, and a C in the same room and give them a job and see what happens. The D will take charge; the I will communicate, entertain, and work; the S will do most of the work and the C will keep an eye on everyone to make sure the job is being done correctly! Understanding the DISC not only will help you build teams, but also will help you understand yourself, your peers, AND your customers!

Permalink Reply by Joe Brunner on September 27, 2010 at 5:16pm

I love the balloon story as well Craig. You can use almost any task to gauge the personality of you team. Dealerships too often try to improve on their staffs weakness, rather than realizing the individual strengths that each member has. Understanding an individuals strength is a powerful tool to have as a manager. Allow your people to do what they are best at, and have others on the team compensate for their weaknesses by using their strengths in that area. I am sure if the New Orleans Saints used their best Linebacker as a Quarterback they would have lost every game last year.

Craig Lockerd said:

Love the balloon example...and thinking back that is so spot on!

Joe Brunner said:

When you are with a customer, how do you practice the platinum rule?

Joe Brunner said:

Usually the D's gravitate towards management, so you allow your D salesperson to lead the team as a senior salesman or an ASM. They will make sure that tasks are completed in your absence and are able to gain commitments from unsure customers. The I's will work within the team and keep everyone in a good mood while completing the tasks and are great with customers that are shy. The S's will work hard completing the little things that D's and I's don't like to do and identify with 70% of your customers. The C's are always your product knowledge experts, but can have difficulty relating on a personal level with guests. Make sure a D or an I is close by to lend a hand at the close. You can actually disc your crew during a simple task such as blowing up balloons. The D's will get everybody going, the I's will be laughing and telling jokes, the s's will blow them up, and the C's will get everybody organized.

Craig Lockerd said:

andf then within your sales staff you would like to see kind of an equal mix of D, I andS's?

Joe Brunner said:

Great question Craig... DC personalities make great GMs, because they are task oriented, while DI's make excellent GSMs, because they are both people and task oriented. Sales Managers who have a DI personality fit in well with this type of leadership group. F&I people are usually DC type personalities or High I's... With the high I's, just make sure they get the paperwork right. Used car managers as well as all managers must have the D type personality... Where are the S's you ask? They are 69% of your customers and 25% of you sales staff.

Craig Lockerd said:

Joe based on that example what would be a "perfect mix" in the Front end of a dealership...GM,GSM,Sales Managers, F&I UC MGR Salespeople etc.....?

Joe Brunner said:

Have you ever met someone you really liked? I mean you just had instant chemistry! Ever met someone that you didn't like at first, but changed your mind in a few days or weeks? Ever met someone and you even wondered why you made an effort at all?
Sure you have! It's because all people are different. The good news is... that people are predictably different and fall into four or a combination of four categories. The categories are D... I... S... and C... Dominant, Influencial, Steady, and compliant. If you put for D's in a room and give them a task, they will argue over who is in charge and never get any work done. Four I's will laugh and tell jokes and never get any work done. Four S's need to be motivated and led before they will begin the task. The four C's will argue over the correct way to do the job and nothing will be accomplished. But... Put a D, an I, a S, and a C in the same room and give them a job and see what happens. The D will take charge; the I will communicate, entertain, and work; the S will do most of the work and the C will keep an eye on everyone to make sure the job is being done correctly! Understanding the DISC not only will help you build teams, but also will help you understand yourself, your peers, AND your customers!

Permalink Reply by Craig Lockerd on September 27, 2010 at 5:24pm

Joe I think I should test AutoMax staff, not including trainers...can you set that up for me?

Joe Brunner said:

I love the balloon story as well Craig. You can use almost any task to gauge the personality of you team. Dealerships too often try to improve on their staffs weakness, rather than realizing the individual strengths that each member has. Understanding an individuals strength is a powerful tool to have as a manager. Allow your people to do what they are best at, and have others on the team compensate for their weaknesses by using their strengths in that area. I am sure if the New Orleans Saints used their best Linebacker as a Quarterback they would have lost every game last year.

Craig Lockerd said:

Love the balloon example...and thinking back that is so spot on!

Joe Brunner said:

When you are with a customer, how do you practice the platinum rule?

Joe Brunner said:

Usually the D's gravitate towards management, so you allow your D salesperson to lead the team as a senior salesman or an ASM. They will make sure that tasks are completed in your absence and are able to gain commitments from unsure customers. The I's will work within the team and keep everyone in a good mood while completing the tasks and are great with customers that are shy. The S's will work hard completing the little things that D's and I's don't like to do and identify with 70% of your customers. The C's are always your product knowledge experts, but can have difficulty relating on a personal level with guests. Make sure a D or an I is close by to lend a hand at the close. You can actually disc your crew during a simple task such as blowing up balloons. The D's will get everybody going, the I's will be laughing and telling jokes, the s's will blow them up, and the C's will get everybody organized.

Craig Lockerd said:

andf then within your sales staff you would like to see kind of an equal mix of D, I andS's?

Joe Brunner said:

Great question Craig... DC personalities make great GMs, because they are task oriented, while DI's make excellent GSMs, because they are both people and task oriented. Sales Managers who have a DI personality fit in well with this type of leadership group. F&I people are usually DC type personalities or High I's... With the high I's, just make sure they get the paperwork right. Used car managers as well as all managers must have the D type personality... Where are the S's you ask? They are 69% of your customers and 25% of you sales staff.

Craig Lockerd said:

Joe based on that example what would be a "perfect mix" in the Front end of a dealership...GM,GSM,Sales Managers, F&I UC MGR Salespeople etc.....?

Joe Brunner said:

Have you ever met someone you really liked? I mean you just had instant chemistry! Ever met someone that you didn't like at first, but changed your mind in a few days or weeks? Ever met someone and you even wondered why you made an effort at all?
Sure you have! It's because all people are different. The good news is... that people are predictably different and fall into four or a combination of four categories. The categories are D... I... S... and C... Dominant, Influencial, Steady, and compliant. If you put for D's in a room and give them a task, they will argue over who is in charge and never get any work done. Four I's will laugh and tell jokes and never get any work done. Four S's need to be motivated and led before they will begin the task. The four C's will argue over the correct way to do the job and nothing will be accomplished. But... Put a D, an I, a S, and a C in the same room and give them a job and see what happens. The D will take charge; the I will communicate, entertain, and work; the S will do most of the work and the C will keep an eye on everyone to make sure the job is being done correctly! Understanding the DISC not only will help you build teams, but also will help you understand yourself, your peers, AND your customers!

Permalink Reply by Joe Brunner on September 27, 2010 at 5:28pm

It would be my pleasure.

Craig Lockerd said:

Joe I think I should test AutoMax staff, not including trainers...can you set that up for me?

Joe Brunner said:

I love the balloon story as well Craig. You can use almost any task to gauge the personality of you team. Dealerships too often try to improve on their staffs weakness, rather than realizing the individual strengths that each member has. Understanding an individuals strength is a powerful tool to have as a manager. Allow your people to do what they are best at, and have others on the team compensate for their weaknesses by using their strengths in that area. I am sure if the New Orleans Saints used their best Linebacker as a Quarterback they would have lost every game last year.

Craig Lockerd said:

Love the balloon example...and thinking back that is so spot on!

Joe Brunner said:

When you are with a customer, how do you practice the platinum rule?

Joe Brunner said:

Usually the D's gravitate towards management, so you allow your D salesperson to lead the team as a senior salesman or an ASM. They will make sure that tasks are completed in your absence and are able to gain commitments from unsure customers. The I's will work within the team and keep everyone in a good mood while completing the tasks and are great with customers that are shy. The S's will work hard completing the little things that D's and I's don't like to do and identify with 70% of your customers. The C's are always your product knowledge experts, but can have difficulty relating on a personal level with guests. Make sure a D or an I is close by to lend a hand at the close. You can actually disc your crew during a simple task such as blowing up balloons. The D's will get everybody going, the I's will be laughing and telling jokes, the s's will blow them up, and the C's will get everybody organized.

Craig Lockerd said:

andf then within your sales staff you would like to see kind of an equal mix of D, I andS's?

Joe Brunner said:

Great question Craig... DC personalities make great GMs, because they are task oriented, while DI's make excellent GSMs, because they are both people and task oriented. Sales Managers who have a DI personality fit in well with this type of leadership group. F&I people are usually DC type personalities or High I's... With the high I's, just make sure they get the paperwork right. Used car managers as well as all managers must have the D type personality... Where are the S's you ask? They are 69% of your customers and 25% of you sales staff.

Craig Lockerd said:

Joe based on that example what would be a "perfect mix" in the Front end of a dealership...GM,GSM,Sales Managers, F&I UC MGR Salespeople etc.....?

Joe Brunner said:

Have you ever met someone you really liked? I mean you just had instant chemistry! Ever met someone that you didn't like at first, but changed your mind in a few days or weeks? Ever met someone and you even wondered why you made an effort at all?
Sure you have! It's because all people are different. The good news is... that people are predictably different and fall into four or a combination of four categories. The categories are D... I... S... and C... Dominant, Influencial, Steady, and compliant. If you put for D's in a room and give them a task, they will argue over who is in charge and never get any work done. Four I's will laugh and tell jokes and never get any work done. Four S's need to be motivated and led before they will begin the task. The four C's will argue over the correct way to do the job and nothing will be accomplished. But... Put a D, an I, a S, and a C in the same room and give them a job and see what happens. The D will take charge; the I will communicate, entertain, and work; the S will do most of the work and the C will keep an eye on everyone to make sure the job is being done correctly! Understanding the DISC not only will help you build teams, but also will help you understand yourself, your peers, AND your customers!

Permalink Reply by Glenn Wilkins on September 27, 2010 at 8:43pm

Joe...Brilliant Stuff !! This would even be Great in training classes to gauge new recruits.

Joe Brunner said:

It would be my pleasure.

Craig Lockerd said:

Joe I think I should test AutoMax staff, not including trainers...can you set that up for me?

Joe Brunner said:

I love the balloon story as well Craig. You can use almost any task to gauge the personality of you team. Dealerships too often try to improve on their staffs weakness, rather than realizing the individual strengths that each member has. Understanding an individuals strength is a powerful tool to have as a manager. Allow your people to do what they are best at, and have others on the team compensate for their weaknesses by using their strengths in that area. I am sure if the New Orleans Saints used their best Linebacker as a Quarterback they would have lost every game last year.

Craig Lockerd said:

Love the balloon example...and thinking back that is so spot on!

Joe Brunner said:

When you are with a customer, how do you practice the platinum rule?

Joe Brunner said:

Usually the D's gravitate towards management, so you allow your D salesperson to lead the team as a senior salesman or an ASM. They will make sure that tasks are completed in your absence and are able to gain commitments from unsure customers. The I's will work within the team and keep everyone in a good mood while completing the tasks and are great with customers that are shy. The S's will work hard completing the little things that D's and I's don't like to do and identify with 70% of your customers. The C's are always your product knowledge experts, but can have difficulty relating on a personal level with guests. Make sure a D or an I is close by to lend a hand at the close. You can actually disc your crew during a simple task such as blowing up balloons. The D's will get everybody going, the I's will be laughing and telling jokes, the s's will blow them up, and the C's will get everybody organized.

Craig Lockerd said:

andf then within your sales staff you would like to see kind of an equal mix of D, I andS's?

Joe Brunner said:

Great question Craig... DC personalities make great GMs, because they are task oriented, while DI's make excellent GSMs, because they are both people and task oriented. Sales Managers who have a DI personality fit in well with this type of leadership group. F&I people are usually DC type personalities or High I's... With the high I's, just make sure they get the paperwork right. Used car managers as well as all managers must have the D type personality... Where are the S's you ask? They are 69% of your customers and 25% of you sales staff.

Craig Lockerd said:

Joe based on that example what would be a "perfect mix" in the Front end of a dealership...GM,GSM,Sales Managers, F&I UC MGR Salespeople etc.....?

Joe Brunner said:

Have you ever met someone you really liked? I mean you just had instant chemistry! Ever met someone that you didn't like at first, but changed your mind in a few days or weeks? Ever met someone and you even wondered why you made an effort at all?
Sure you have! It's because all people are different. The good news is... that people are predictably different and fall into four or a combination of four categories. The categories are D... I... S... and C... Dominant, Influencial, Steady, and compliant. If you put for D's in a room and give them a task, they will argue over who is in charge and never get any work done. Four I's will laugh and tell jokes and never get any work done. Four S's need to be motivated and led before they will begin the task. The four C's will argue over the correct way to do the job and nothing will be accomplished. But... Put a D, an I, a S, and a C in the same room and give them a job and see what happens. The D will take charge; the I will communicate, entertain, and work; the S will do most of the work and the C will keep an eye on everyone to make sure the job is being done correctly! Understanding the DISC not only will help you build teams, but also will help you understand yourself, your peers, AND your customers!

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