DISC Sales Training & Strategy

Learn how to effectively sell in the way people buy

Why Selling by the “Golden Rule” Doesn’t Work

Most salespeople sell in the way they buy, but not all customers purchase in the same way. Applying the “Golden Rule” to sales is much like giving everyone a chocolate ice cream cone, which might be your favorite, but not everyone likes chocolate! 

Consider a better way to sell. The best customer service and sales teams know how to adapt their personality styles to meet their customers’ needs. Applying DISC methods in sales enables you to recognize your customers’ key predictable behaviors, so you can adjust your communication and sales style to develop stronger connection and trust, and ultimately lead to closing more deals. People buy from people they trust. Make this simple, effective adjustment to your sales approach to result in a better return.

Understanding your personality style will allow you to effectively adapt your natural tendencies in order to meet the needs of your customers and clients.

What’s My Behavioral Selling Style?

Connect with Customers in a Way they Understand

No two people are the same. Everyone has unique personality traits that make up the way they think, act, and communicate. Knowing DISC Theory behavioral principles will help you understand your behavioral tendencies and those of your customers and others around you. Knowing how to communicate in your customers’ unique behavioral language will help you build trust and rapport and ultimately close more deals.

“It’s important for sales people to understand why people do what they do in order to sell them effectively.”

– Sandy Kulkin, Ph.D


The “D” style in Sales is effective because they are:

  • Visionary thinkers
  • Genuinely motivated to win the sale
  • Confident, bold and daring
  • Not afraid to meet challenges

However, they are very task-oriented and often overlook the importance of building relationships as part of the sales process.


The “I” style in Sales is effective because they are:

  • Charismatic and influencing
  • Great communicators
  • Optimistic, encouraging and eager
  • Not afraid to be “different”

However, they can be “people pleasers” and may have difficulty saying “no” or closing the sale.


The “S” style in Sales is effective because they are:

  • Inclusive, supportive and caring
  • Great team builders and peacemakers
  • Hardworking, reliable and dependable
  • Willing to “lead by example”

However, they are instinctively reluctant to make quick decisions and resistant to change; they may need to build consensus prior to taking any kind of action.


The “C” style in Sales is effective because they are:

  • Great planners
  • Experts in their field
  • Well-researched and reasoned
  • Highly disciplined and skilled executioners

However, they prefer the “tried and true” and may be hesitant to “chart new territory.”  They may also hesitate to act quickly without taking the time to gather facts, figures and data.

What’s My Sales Style?
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