Improving sales with DISC – personality assessment

DISC is a behavioural assessment model used in a range of situations in which people’s differences are of significance – for example, during recruitment, personal development, group development, leadership development, sales development and communication. It is based on research concerned with normal feelings.

William Moulton Marston, who developed the model, has identified four primary types, known as D, I, S and C. These letters describe the following:

  • D is about managing challenges and difficult situations.
  • I is about how you “sell” ideas to those around you.
  • S refers to how you adapt to the pace of your surroundings.
  • Finally, C is about how you manage routines, rules and laws.

A DISC assessment outlines an individual’s natural behaviour (basic behaviour) and how he/she adapts to a specific environment or surroundings (adapted behaviour). Basic behaviour is partly genetically acquired but is also dependent on early learning. It is also relatively stable over time. Adapted behaviour is determined by the situation, and indicates the changes an individual considers necessary in order to adjust to a given scenario. Adapted behaviour is learned, and may change from one situation to another.

Our course on using the DISC model for your sales activities helps you to gain a thorough understanding of your own DISC profile before considering the profiles of your customers, and then assessing how you can apply this knowledge to sales processes and adapt dialogues accordingly.

Sales programmes incorporating DISC can be tailored to your specific needs. In the enclosed brochure you’ll find an overview of what can be included as well as the overall course plan.

Link to brochure – Sales success through coaching