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Today I wanted to briefly discuss DISC, but with a different spin on it. You know DISC already. We go into it in depth during our Chicago and Northbrook area all-intensive 3 Day Boot Camp.

You know the four letters and the definitions. As a refresher, though, I'm attaching a document with a bit more on DISC.

You can download it here.

But for today, I want to touch on something that's really key. Here's the question I get all the time.

“What's the right DISC profile to succeed in sales? Like where should I be?”

And wherever your plotted out in the chart, wherever your natural style is (let's say you're a D or an I, S or C), it doesn't really matter.

It's not where you start, it's where you're willing to go to.

Here's what I mean by this….

Let's say you're a high S on this chart. You're basically in here as S being your natural style. Let’s say, though, you're dealing with people who are D's or I's or C's. Here's what I want you to think about adapting. It's not so much where you're at now in your natural style, it's where you're willing to go. If you know that, at a real fundamental level, it will help you to mirror and match others with physiology and tonality. If you’re saying to yourself “well, that’s just bonding and rapport”, this is more advanced. So how can you adapt, mirror, and match these other styles?

If you’re an S, you need to be more C at times. You need to be more D or more I. And it's not just the people you’re talking to. It's the situation you’re in. Let's say you’re a high D. And now you show up at a networking event. Well the high D style might not really fit for that. You might need to be a bit more I in that situation. But let's say you’re a high D and now you need to nurture a part of the questioning process. Well then, the S could some up. Or let's say you're a high C, and your natural style is not to be more outgoing and people oriented. Well you know what? There are times where you just have to kick that up. It's almost like wherever you're at, you have an arrow that points you in the direction. So, you need to be more D at times. You need to be more I, need to be more C.

When you're considering your adaptation using DISC at a real practical level, I just want you to get your head around this concept. Then it all comes down to how you do it.

It's tonality, it's physiology, it's presence. It's the way you communicate in the written message or just overall in a face to face versus on the phone. It all comes together. Just for today though, get your head around this concept.

Where are you willing to adapt to?
It's not where you start, it's where you're willing to go.


Here are some of my recent articles:

How Do you Expect To Manage Salespeople, If You Aren't A Student First?

Creating Value in Every Interaction

Coaching The Contrarian Salesperson in Chicago - Adult to Adult

This One Mindset Can Help You Transform Your Selling Dynamic

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