Connect with Every Customer: Sell More by Matching DISC Styles
If you want more wins in sales, knowing your product is only half the battle. The real secret? Understanding the person across the table. That’s where the DISC model makes all the difference. By tuning into DISC personality styles, you can adapt your approach and build trust-without sounding like you’re reading from a script.
What Is DISC and Why Does It Work in Sales?
The DISC model breaks down how people like to communicate and make decisions. Instead of guessing what a customer wants, you can spot their style and adjust in real time. When you do this, you’ll notice:
- Shorter, more focused meetings
- More “yes” responses and fewer objections
- Better long-term relationships with clients
DISC isn’t about labeling people. It’s about respecting their preferences, whether you’re presenting in a boardroom, chatting over coffee, or closing deals over the phone.
Quick tip: Pay close attention to how your customer starts a conversation. That first minute gives you clues about their DISC style.
Recognizing DISC Styles in the Real World
Here’s a quick breakdown of the four DISC styles and what you might notice:
- D (Dominance): Direct, results-focused, quick to decide. Prefers bullet points over stories.
- I (Influence): Chatty, enthusiastic, people-focused. Loves big ideas and new connections.
- S (Steadiness): Calm, good listener, values teamwork and trust. Dislikes being rushed.
- C (Conscientiousness): Detail-oriented, logical, wants facts and data. Needs time to process.
Your job is to notice these signals and meet people where they are. No need to fake it, just adjust your focus to match what they value most.
Try this today: On your next call, jot down two clues about your customer’s style and adjust your pitch accordingly.
How to Sell Without Sounding Scripted
Matching DISC styles means you can ditch the one-size-fits-all pitch. Instead, your conversations become more natural and effective. Use these tips to flex your style:
- With D-Types: Be prepared, get to the point, and show how your solution delivers results fast. Respect their time. Skip the small talk.
- With I-Types: Show energy, ask about their ideas, and use stories. Keep it upbeat and engage with a smile-even over the phone.
- With S-Types: Show patience, ask about their team, and focus on stability and support. Make change feel safe and easy.
- With C-Types: Bring data, answer questions fully, and give them space to think. Be ready for a follow-up email or two.
Every time you match your customer’s pace and priorities, you’ll find conversations run smoother-and sales feel less like a battle.
Next step: Practice switching your approach with your own team before your next real sales meeting. Get feedback and tweak your style.
DISC in Practice: Real Sales Wins
Think about the last time you traveled through nearby spots like Bethpage, Bellmore, Hicksville, East Meadow, or Wantagh for a client meeting or networking event. Each place brings its own local flavor-and so do the people you meet. When you use DISC, you can connect with folks from all walks of life, whether you’re chatting with a fast-talking exec in Bethpage or a thoughtful manager in East Meadow.
- In busy offices, a direct approach gets results with D-Types
- At community events, I-Types thrive on connections-share stories and introductions
- Family-owned shops often value the S-Style-warmth and reliability go a long way
- Finance or tech clients in Hicksville may lean C-be ready with details and documentation
Wherever you travel for work, matching DISC styles gives you a leg up-without feeling forced or scripted.
Takeaway: Pick one upcoming meeting in these areas and plan two ways you’ll adapt your style based on DISC clues.
Bringing DISC to Your Sales Team
Once you see the results, you’ll want your whole team on board. Running a DISC workshop or DISC training for sales teams can help everyone spot styles faster and build confidence. You’ll see:
- Fewer misunderstandings in team meetings
- More consistent wins on the road or in the office
- Better morale and more referrals from happy clients
Want to try DISC in your next team meeting? Start by sharing a quick overview of the four styles and role-playing different customer scenarios. Everyone can practice flexing their approach-and the boost to your sales numbers will speak for itself.
Action step: Schedule a DISC activity before your next sales blitz and see how your team’s confidence grows.
Final Tip: Use DISC, Skip the Script
Sales doesn’t have to be stiff or formulaic. When you use DISC to match your customer’s style, you’ll have more real conversations, close more deals, and build relationships that last-whether you’re meeting in your office or hitting the road to Bethpage, Bellmore, Hicksville, East Meadow, or Wantagh. Start with one small change today and watch your results improve.