Extended DISC
Decode the Buyerâ„¢
Sales Intelligence
Reading Others to Convert Business
Learn how to read personality styles
Adapt Your approach for impact and results
Know how to communicate in a style that resonates with your clients
Know what drives your clients
Pivot your approach for better outcomes
ABOUT THE PROGRAM
This course equips Sales Directors and their teams with advanced skills in behavioural profiling using the Extended DISC® model.
THE OUTCOME
Learn how to identify a customer’s dominant style quickly, adapt communication in real-time, and tailor your sales approach to build trust, reduce resistance, and close more business.
Extended DISC Topics
How Our Personality is Created
- How our ‘core self’ is produced
- What influences our reactions and view of the world
Extended DISC Profiling System
- Understand the four main behavioural styles: D, I, S, C
- Know your own DISC profile and natural communication patterns
- The neuroscience of trust and behaviour in sales conversations
Speed Read Others for Better Results
- Verbal and non-verbal cues: tone, pace, body language, questioning styles
- Observational strategies for identifying others’ styles quickly
- Recognising stress behaviours and buyer hesitation
Adapt Your Approach for Influence & Trust
- How to pivot your communication for better outcomes
- Know what motivates others (and demotivates them)
- Matching their style for improved engagement
- Overcoming common style-based communication breakdowns
- Tailor conversations to create alignment and reduce friction with each behavioural type
Converting Sales by Styles
- How each DISC type makes buying decisions
- What to say and not say to close D, I, S, and C buyers
- Case studies: real examples of converting tough customers by flexing style
- Have a clear script and technique that match style-based buying psychology