Reader resource

Customer Behaviour Profiling

Understanding how your customer prefers to buy is as important as understanding what they need. This DISC-based tool helps you profile a prospect’s behavioural style, so you can adapt your approach, questions and pace to suit them.

The tool walks you through a short assessment of a customer’s observable behaviour and returns an indicative DISC profile — Dominance, Influence, Steadiness or Conscientiousness — with guidance on how best to engage that style. Use it alongside the stakeholder archetype cards to build a complete read of each person in the decision.

Buyer behaviour guide

Download the customer assessment (Excel) About DISC profiling →

Looking to profile yourself instead? Use the self-assessment.