Extended DISC + Values
Decode the Buyer™
Understanding who your clients are and what drives their decisions
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
Reduce resistance and increase conversions
Recognise behavioural patterns to uncover deeper motivations
ABOUT THE PROGRAM
This powerful one-day program brings together two complementary tools — Values Navigator and Extended DISC — to help sales professionals build trust, influence authentically, and achieve consistent results.
While Extended DISC helps you understand how people behave and communicate, Values Navigator reveals why they make the choices they do. Together, they provide the ultimate edge in connecting with clients, understanding their motivations, and tailoring your approach to create meaningful, lasting relationships.
THE OUTCOME
You’ll learn how to recognise behavioural patterns through Extended DISC, then apply the Values Navigator Tool to uncover the deeper motivations behind decisions, preferences and buying energy.
Extended DISC
Values
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
The Power of Values in Buying Behaviour
- How values shape what people care about, trust, and how they choose
- Differentiating between surface wants and deeper value drivers
Discovering Your Own Value Profile
- Use the Values Navigator to map your core values, shadows, and priorities
- Understand how your values influence how you sell, communicate
Connect and Influence Authentically
- Combine behavioural insight and values awareness to tailor every interaction
- Adapt your style to reduce friction and increase trust
- Learn how to ethically influence by aligning with both behavioural and values preferences
Reading Clients’ Value Drivers
- Observational cues, language and signals that hint at clients’ values
- Techniques for “speed reading” values
Adapting Your Approach for Value Resonance
- Tailoring messages and offers that align with what matters most to your client
- Avoiding value conflict and friction in conversations
- Ethical influence through value connection, not manipulation
Translating Values into Sales Strategy
- Segmenting clients (or prospects) by value clusters
- Matching value-aligned sales paths, proposals and follow-up
- Overcoming objections and hesitation by reframing through value lenses
Bringing It to Life
- Moves beyond surface personality or behaviour — gets to why people care
- Provides a shared, meaningful language for conversations
- Helps sales teams create deeper connection, differentiate ethically, and sustain long-term relationships
- Bridges inner motivation and external process