Sell Smarter by Matching Your Approach to People’s DISC Styles
When you’re selling-whether it’s an idea, a product, or a service-using a script can only take you so far. If you’re in Paramount or traveling from nearby spots like Bellflower, Downey, Lakewood, Bell Gardens, or Compton, you know how important it is to connect with people from all walks of life. Learning to adjust your style using the DISC model makes your conversations feel more natural, authentic, and successful-no script required.
What Is DISC and How Does It Help You Sell?
DISC is a personality assessment that sorts people into four main behavioral styles: Dominance (D), Influence (I), Steadiness (S), and Conscientiousness (C). Each style has different needs, motivators, and ways of making decisions. When you recognize these cues in your conversation partner, you can adjust your approach for better results.
- Dominance (D): Direct, results-focused, fast-paced
- Influence (I): Social, enthusiastic, people-oriented
- Steadiness (S): Patient, reliable, supportive
- Conscientiousness (C): Analytical, careful, detail-oriented
Takeaway: If you tailor your style to match the person you’re talking to, you’ll keep the conversation moving and make a stronger impression.
Spotting DISC Styles in Real Life
You don’t need a formal assessment to spot DISC styles. Pay attention to how people talk, what they focus on, and how they respond to questions. For example, if you’re meeting someone over coffee in Bell Gardens or catching up with a potential client near Lakewood, listen for these clues:
- D-Style: Short answers, focused on big-picture results
- I-Style: Lots of stories, expressive gestures, friendly vibe
- S-Style: Calm tone, emphasis on teamwork, careful questions
- C-Style: Detailed questions, focus on facts and data, prefers written info
Tip: The faster you pick up on these cues, the easier it is to adapt and keep the conversation productive.
How to Match Your Selling Style to Each DISC Type
Here’s how you can adjust your approach depending on who you’re talking with, whether you’re meeting in a Downey office or networking at a Bellflower event:
- With D-Styles: Get to the point quickly, focus on results, and avoid too much small talk.
- With I-Styles: Be enthusiastic, share stories, and show genuine interest in them as a person.
- With S-Styles: Build trust first, show how your solution helps others, and don’t rush the process.
- With C-Styles: Bring the facts, be ready for questions, and provide details in writing if needed.
Next Step: Before your next meeting, think about the person’s likely style. Prep a few ways to match your approach-this small shift can make a big impact on your results.
Real-World Example: Ditching the Script in Conversation
Let’s say you’re working with a team from Paramount and need to connect with a client from Compton. You notice they’re all business and want results fast-classic D-style. You skip the lengthy introductions and go straight to how your solution will save them time and money. You’re speaking their language, and the conversation moves forward without the need for a canned pitch.
Or maybe you’re meeting someone from Lakewood who seems warm and chatty. You open with a friendly story or a local reference, making them feel comfortable before discussing details. This approach not only builds trust, it also keeps the conversation lively and productive.
Try This: Start your next sales conversation with a question tailored to the person’s DISC style. Watch how the energy in the room shifts when you meet them where they are.
Why Selling Without a Script Works
When you match your approach to DISC styles, you:
- Build trust faster
- Make people feel understood
- Reduce misunderstandings and objections
- Close deals with less back-and-forth
Across Paramount and neighboring areas, people appreciate when you meet them as individuals, not just another number. You come across as genuine-and that’s what leads to lasting business relationships.
Action Step: Practice matching your style in your next few conversations-even outside of sales. The more you use DISC, the more natural and effective your communication will become.