Jim Cecil (Nurture Institute) recently turned me on to a personality/behavioral profiling system called DISC.  Jim has been talking about the high response rates he has seen by dimesionalizing communications for several weeks, and I have to say the golden advice he has been giving me has fallen on somewhat deaf ears, but it is not wasted.  The penny has now dropped, and it did so when I saw the below on the Competitive Edge website, one of the companies Jim recommend to me for DISC coaching; the other company was Target Training International.

What this picture enabled me to understand is this: when authoring a marketing piece, it takes just a few more minutes to create four options for your prospects to follow - each catering to the needs of one of the four personality types.  For more info, I recommend visiting the Wikipedia page on DISC.

When I asked Jim which book I should buy, here is the message I got:

Will,

Hands down. The best book I ever read, by two of the smartest people I know on the subject.
Judy Suiter’s library at www.competetiveedgeinc.com is the most elegant guide to the very depths of the real value in assessments.
Well worth the investment for the serious student of styles and behaviors.

Jim

The Universal Language DISC by Bill J. Bonnstetter, Judy Suiter, and Dominique Bruneton (Hardcover - Dec. 7, 2004)

1 new from $143.95

7 used from $45.65

Needless to say, I have since bought the book and am eagerly awaiting its arrival.