Strategic Human Capital Insights

Selling and the DiSC® Profile – The Easy Observables

It’s All About the Information!

The question is often asked, “So how can I determine my client’s DiSC® profile?  We all know we would like to have clients fill out the profile, but since that’s often not going to happen, here are some things to consider.  The behaviors are right in front of you.

In sales, it is the salesperson’s job to be observant and process every single clue the client gives.  If you can master the most obvious and easily observed behaviors, it doesn’t matter if you are selling face-to-face or over the phone.  It’s all about the information. 

So what happens when you are in a face-to-face client meeting or having a telephone conversation?  One thing is for sure – there will be an exchange of information.  The way information is both delivered and processed by individuals is unique to them.  Each one of us has information patterns.  Observing and understanding the information patterns will help you to better understand the client and ultimately their buying patterns and signals.  With this information, you can begin to understand the client’s individual DiSC® profile

We have broken these signals and buying patterns into the following segments: 

  • D – Dominant
  • I – Influencer
  • S – Steadiness
  • C – Conscientious

Within each of these segments, we look at the following:

  • Type of Questions to Use
  • Listening Levels to Observe
  • Quality of Information Given
  • Quantity of Information Given


D - Dominant

Type of Questions to Use - Use focused open questions.

Listening Levels - Because of their short span of attention, their listening is inconsistent – based on what’s important to them. 

Quality of Information Given - Good but short and undefined.

Quanity of Information Given - Little quantity. Ask questions. Don’t assume.

I – Influencer

Type of Questions to Use - Use many open questions to drill down to tangible information.

Listening Levels - Influencers are generally less precise listeners, unless they focus and then their listening can be very sharp.

Quality of Information Given - Low quality, but it sounds really good.

Quantity of Information Given - You will get a lot of information, but always listen for substance and tangibility.

S – Steadiness 

Type of Questions to Use - Be prepared to use many layers of open questions.

Listening Levels - S’s are excellent listeners.

Quality of Information Given - The quality may be low because it is typically coded.

Quantity of Information Given - You will generally be given a lot of information.

C – Conscientious

Type of questions to Use - Use open questions.

Listening Levels - C’s are among the best listeners. 

Quality of Information Given - The quality of information given will be very good

Quantity of Information Given - Don’t expect a tidal wave of information.

We invite you to download the full DiSC® Profile - Behaviors to Observe Checklist to help you better determine your client's individual DiSC® profile. 

Download the Checklist >>



Topics: Soft Skills

Posted by Joanne Flynn

Joanne Flynn

Joanne T. Flynn heads up the human capital advisory group, Phoenix Strategic Performance, Inc. Previously, she was a Managing Director with Phoenix Group International and was Vice President / Director of Global Learning and Development at Goldman, Sachs for nine years. Joanne works with organizations as they face global growth and competitive challenges. She works with her clients to be both externally focused and internally responsive. With her unique background, she aligns competitive strategic efforts with related internal organizational leadership challenges. With the benefit of her career-long focus, Joanne contributes the unique insight of aligning strategy to internal organizational structure and process. She focuses on human capital relative to strategic initiatives, accelerated business growth, value creation, and business development. Joanne holds a Master of Arts degree in Business Management from the University of Oklahoma. In addition, she holds a double degree major in History and German from St. Elizabeth University, as well as certificates from a variety of leading universities and professional training and development organizations. Joanne has recently published her latest book, Accelerating Business Success, The Human Asset Management Strategy.

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