Hi, I'm Jody Seivert. I've spent my career in furniture sales and teaching sellers and sales managers, and one tool keeps showing up as the one that changes how people sell, lead and work together. It's called DISC.

Before the three lessons, I want you to know what you are about to learn, and how to get the most out of it.

So what is DISC?

DISC is not a test you pass or fail, and it is not a label that boxes you in. DISC is a way of describing how people naturally behave: how you communicate, how you make decisions, and how you handle pressure and pace.

It has four main styles:

• D (Dominance): direct and decisive. Wants results and wants them now.
• I (Influence): outgoing and enthusiastic. Loves people, conversation and energy.
• S (Steadiness): patient and dependable. Values calm, consistency and trust.
• C (Compliance): careful and analytical. Wants accuracy, facts and a good reason.

Everyone is a blend of all four. You just have a stronger pull toward some than others. That is your natural style.

It does not measure how smart you are or how good you are at your job, and it does not mean you can't adapt. It simply shows what comes naturally to you and what takes more effort.

DISC is the model. The assessment is how you find out your own style. You answer questions online and get a personalized report. More on that at the end.

The many ways you can use it

This is the part that surprises people. DISC is not only a sales tool.

• To understand yourself. Lean into what is already a superpower, and adjust the things that hold you back.
• To read your customers. Notice how someone communicates and decides, and adjust in the moment.
• To coach your sales team. Coach each person the way that person needs, not the way you would want to be coached.
• To lead. Whether you manage a team or run the whole company, see how your behavior lands on others.
  
• To spot clashes early. See where team members may rub each other the wrong way, before it becomes a problem.
• At home. Understanding the people around you helps there too.

I've worked with salespeople, sales managers, trade showrooms and retail showrooms. They do very different jobs, and DISC works for all of them.

How to get the most out of these lessons

1. Lesson 1: Understanding DISC. The big picture of the four styles.
2. Lesson 2: DISC as a salesperson. How your style shows up when you sell.
3. Lesson 3: DISC as a customer. How to recognize your customer's style and adjust.

As you watch, try two things. First, see if you can spot yourself. Which style sounds most like you? Second, think of the people you work with, and your customers. Who sounds like a D? An S?

These lessons give you the big picture. The real game changer is understanding your own style in detail. That is where it gets personal.

Want to go deeper?

At the end of the lessons, you will have the option to take the online DISC assessment and get your own detailed report. There are three versions, so you can pick the one that fits your role:

• Sales: Written for selling. It covers how you connect with people, how you ask discovery questions, how you handle objections, and how you close.
• Management and Staff: Focuses on how you get along with others, how you work on a team, and how you lead.
• Executive: Shows your natural behavior in the context of running the business, so you can see how you come across as the person at the top.

They are all the same DISC assessment, with the results written for your role. Every version comes with a guide so you can learn to read your own report.

If you want to talk it through, you can also set up a 35-minute session with me. We go through your results together and talk about what they mean for your next conversation with a customer or your team.

Jody