Your customer’s DISC style influences how they buy and how they want the interaction to go. Every DISC style has identifying behaviors that are classic to them. These behaviors might show up in gestures, facial expressions, pace, or the way someone communicates.

Communication is one of the best identifiers because it is natural and often a knee-jerk reaction. Both the content and delivery of what someone says give you clues. Rather than waiting for someone to offer information, prompt them by a…

Are you so focused on correcting your weaknesses that you have overlooked what you naturally do exceptionally well?

You do not need to become a different salesperson to become a more effective one. You do need to know what you naturally do well, where that strength can work against you, and how to use it more intentionally.

DISC is a behavioral assessment that identifies four primary Styles—Dominance, Influence, Steadiness, and Compliance—and I use it to help salespeople and leaders recognize,…

Before you can adapt to your customer, you need to understand yourself.

That was the focus of this month’s Sales Skills session: using DISC to better understand how your natural behavioral style shows up in the sales process—and where it may be helping or hurting your results.

DISC stands for Dominance, Influence, Steadiness, and Compliance. Each Style reflects different behavioral preferences in areas like communication, decision-making, pace, relationships, problem-solving, and response to r…