{"id":12785,"date":"2021-04-30T10:00:00","date_gmt":"2021-04-30T10:00:00","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/using-the-infield-shift-with-disc\/"},"modified":"2022-10-24T22:29:34","modified_gmt":"2022-10-24T22:29:34","slug":"using-the-infield-shift-with-disc","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/using-the-infield-shift-with-disc\/","title":{"rendered":"Using the Infield Shift with DISC"},"content":{"rendered":"\n<p>It\u2019s baseball season, and here in Southern California, we have high hopes for our teams this season.&nbsp;<\/p>\n\n\n\n<p>Baseball requires a great deal of thought and strategy.&nbsp; Even the most experienced players can get caught in a moment of lapse \u2013 making for all sorts of possibilities.&nbsp; Baseball also utilizes a great deal of analytics \u2013 worshiping the stats (see the movie \u201cMoneyball\u201d).&nbsp; As a young man (pre-internet), I looked forward to reading the box scores in the paper each day, and even committed many players\u2019 stats to memory from reading the backs of their baseball cards.&nbsp;<\/p>\n\n\n\n<p>In baseball, it\u2019s the job of the managers and players to know the data on their opponents, to make adjustments to their pitch placement, batting stance, field position, etc.&nbsp;<\/p>\n\n\n\n<p>One of these strategies is called the \u201cInfield Shift.\u201d&nbsp; The Infield Shift occurs when a batter has a tendency to hit the ball to one side of the field, one or more players will shift from one side of the field to the side that the batter prefers \u2013 a calculated risk based upon data.&nbsp;<\/p>\n\n\n\n<p>Let\u2019s consider how this relates to DISC.&nbsp; In Sandler, we study and practice DISC to develop a greater awareness of our own personality, a heightened perceptiveness of the personalities of others, and an improved ability to adapt our behavior to mirror our prospect \u2013 making them feel comfortable, which builds rapport and trust.&nbsp;<\/p>\n\n\n\n<p><strong>Tip:<\/strong>&nbsp; If you\u2019re not very familiar with the concept of DISC, you\u2019ll want to type \u201cDISC\u201d into your <strong><em>My Sandler<\/em><\/strong> mobile app to learn more before reading further.&nbsp;<\/p>\n\n\n\n<p>Prior to our sales calls, we consider the likely DISC style(s) we may encounter, including:<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>Reflecting upon our past interactions with the person,<\/li><li>Considering the typical DISC profiles of people in similar roles, and<\/li><li>Utilizing software tools that utilize artificial intelligence to predict DISC profiles, such as <a href=\"https:\/\/www.crystalknows.com\/\"><strong>Crystal<\/strong><\/a>.<\/li><\/ul>\n\n\n\n<p>With this data, we can practice the same concept of the Infield Shift \u2013 a <strong><u>DISC Shift<\/u><\/strong>.<\/p>\n\n\n\n<p>For example, if I\u2019m calling upon a list of 100 CEO\/Presidents, I\u2019m fairly certain that most are either a \u201cD\u201d DISC style or a combination of either D\/I or D\/C.&nbsp; So, I default to the \u201cD\u201d, and prepare myself to pivot towards either D\/I or D\/C.&nbsp; If the contact is expressive in nature, I may shift my style to the D\/I, addressing how the problem impacts people.&nbsp; If the contact is reserved in nature, I may shift my style to the D\/C, asking how the problem impacts things like processes.&nbsp;<\/p>\n\n\n\n<p>This concept is especially important in situations where there isn\u2019t a lot of time to get to know someone, such as a cold\/warm call.&nbsp; In these high-pressure, fast-paced selling situations, it\u2019s a safe play to put on the \u201cDISC Shift\u201d so that you increase likelihood of rapport with these folks in the first several [critical] seconds of the call.<\/p>\n\n\n\n<p>From the moment the call begins we should be on our toes, like an infielder anticipating the ball coming off the bat, ready to move in any direction.&nbsp; We use our 2 eyes, 2 ears, and 1 mouth proportionately \u2013 actively listening and watching for visual cues.&nbsp;<\/p>\n\n\n\n<p>If you find this tactic is difficult because you don\u2019t know much about the types of people you\u2019re calling or haven\u2019t narrowed down your list to very specific sorts of contacts, then that\u2019s a whole different problem.&nbsp; Like a baseball team that doesn\u2019t utilize data, you\u2019re simply putting yourself at a disadvantage (i.e. \u201cwinging it\u201d).<\/p>\n\n\n\n<p>Take action.&nbsp; Lock down 10-15 minutes on your calendar prior to a meeting to think about who your speaking with and strategize a bit, consider how they may enjoy being treated.&nbsp; For example, for a \u201cD\u201d you will want to be brief and to-the-point.<\/p>\n\n\n\n<p>Then, once the call starts, anything can happen.&nbsp; Don\u2019t bother with scripts \u2013 because the prospect doesn\u2019t have their copy of your script.&nbsp; Have fun with it \u2013 practicing a mindset of abundance.&nbsp; Let the games begin!&nbsp;<\/p>\n\n\n\n<p><a href=\"https:\/\/www.sandler.com\/blog\/know-thyself-to-success\/\"><strong>Learn more about the DISC concept by listening to this podcast<\/strong><\/a>.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>It\u2019s baseball season, and here in Southern California, we have high hopes for our teams this season.<\/p>\n","protected":false},"author":167,"featured_media":12786,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1120],"tags":[1051,1057,1192,1105,1141],"class_list":["post-12785","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","tag-assessments","tag-professional-development","tag-professional-relationships","tag-sales-process","tag-sales-strategies"],"acf":[],"yoast_head":"<!-- This site is optimized 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