DISC only works if you actually practice it

Practicing DISC adaptation is key to mastery. And you do not have to wait until you are standing in front of a customer to practice. Practice with EVERYONE: on the phone, listening to the radio, waiting in line at the grocery store, or watching people interact.

Watch and listen to people and notice their pace, their words, their energy, the level of detail they give, and how quickly they respond. Also notice when your assessment of their DISC style gets overshadowed by your judgment of their behavior. Someone may not actually be difficult, abrupt, slow, overly detailed, or too enthusiastic. They may simply communicate differently than you do.

One of the things I love about DISC is that adapting often reduces judgment. You begin to recognize that you have preferences too, and that in order to adapt, you sometimes have to let go of those preferences and opinions. You may also have to let go of some judgment of yourself when adapting feels awkward or unnatural at first.

For salespeople: You may need to set alerts to remind yourself to practice. You can also keep notes on what happens when you adapt. Who were you talking with? What did you change? What happened as a result? Over time, you begin to build your own evidence that adaptation works.

For sales managers: Keep encouraging your team members and connect the dots for them between behavior and results. Notice when they get discouraged and offer support, playfulness, and practice. Make it fun, and when someone has a success because they adapted their approach, celebrate it in your daily huddle.

The next skill we’re practicing in the Monthly Sales Skills Series is another one that often feels uncomfortable at first: silence.

On Wednesday, October 21 from 3–4 PM ET, I’m teaching The Power of Silence. We’ll look at why talking too much can get in the way of the sale, the key moments where silence can do the work for you, and how to get more comfortable with the pause so you can use it confidently and strategically.

[REGISTER FOR THE OCTOBER SALES SKILLS SESSION →]

If you work with retail clients in a showroom environment, this is especially relevant for designers too. The session is approved for 0.1 CEU credit at the general business, basic level, and there is no charge to attend. You’ll need to attend live to receive your certificate. If you want to use the session for CEU credit, simply reply to this email and let me know.

Now, go get cozy with practicing!