DISC describes four broad styles. Most people are a blend, with one or two dominant:
- D — Dominance: direct, results-focused, decisive. Wants the bottom line and the outcome. Be concise and lead with results.
- I — Influence: outgoing, enthusiastic, relationship-oriented. Responds to energy, stories and recognition.
- S — Steadiness: patient, dependable, cooperative. Values trust, stability and a considered pace. Don’t rush them.
- C — Conscientiousness: precise, analytical, quality-focused. Wants detail, evidence and accuracy. Give them the data.
Two tools are available. The self-assessment helps you understand your own default style; the customer assessment helps you profile a prospect so you can flex your approach to match theirs.
Download the self-assessment (Excel) Profile your customer →