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Includes resonating word lists for each style, emphasizing directness and results for D, emotion and references for I, stability and sincerity for S, and logic and data for C.",{"@graph":63,"@context":111},[64,80,102],{"@type":65,"itemListElement":66},"BreadcrumbList",[67,71,74,77],{"item":68,"name":69,"@type":70,"position":9},"https://docshare.wps.com","Home","ListItem",{"item":72,"name":10,"@type":70,"position":73},"https://docshare.wps.com/template/",2,{"item":75,"name":51,"@type":70,"position":76},"https://docshare.wps.com/template/general/",3,{"item":78,"name":59,"@type":70,"position":79},"https://docshare.wps.com/template/disc-cheat-sheet-strategies-for-selling-to-disc/571557/",4,{"url":78,"name":59,"@type":81,"image":82,"author":87,"headline":59,"publisher":90,"fileFormat":93,"inLanguage":57,"description":61,"dateModified":94,"datePublished":95,"encodingFormat":93,"isAccessibleForFree":96,"interactionStatistic":97},"DigitalDocument",{"url":83,"@type":84,"width":85,"height":86},"https://docshare.wps.com/thumbnails/disc-cheat-sheet-strategies-for-selling-to-disc/571557.png","ImageObject",442,249,{"name":88,"@type":89},"Ophelia","Person",{"url":68,"name":91,"@type":92},"DocShare","Organization","application/pdf","2026-10-21","2026-10-13",true,{"@type":98,"interactionType":99,"userInteractionCount":101},"InteractionCounter",{"@type":100},"ViewAction",7,{"@type":103,"mainEntity":104},"FAQPage",[105],{"name":106,"@type":107,"acceptedAnswer":108},"What approaches work best for a “C” DISC style?","Question",{"text":109,"@type":110},"Do not get personal and emphasize track record, reliability, and warranties. 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now/Impatient\u003Cbr>9 Decision Maker/Appears insensitive\u003Cbr>9 Resists personal criticism\u003Cbr>Avoid\u003Cbr>9 Telling him/her what to do\u003Cbr>9 Attacking their character\u003Cbr>9 Win-lose challenges/ultimatum\u003Cbr>Wants:\u003Cbr>9 Power and authority\u003Cbr>9 Freedom from restraints\u003Cbr>9 Results/Personal challenges\u003Cbr>Listen for:\u003Cbr>► Launch right into conversation – may not even say hello\u003Cbr>► Talks in short concise sentences – not long winded\u003Cbr>► Appears very confident and abrupt\u003Cbr>► Likes to control the conversation – typically the decision maker or at least thinks they are |\n| \u003Cbr>STRATEGIES FOR SELLING TO A ”D” |\n| ♦ No small talk\u003Cbr>♦ Be direct\u003Cbr>♦ Focus on results\u003Cbr>♦ Assuage fear of being taken advantage of\u003Cbr>♦ Display confidence\u003Cbr>♦ Close with alternate choice\u003Cbr>♦ They must respect you |\n\n\n| RESONATING WITH YOUR CLIENT What words resonate with “D” |  |\n| --- | --- |\n|  |  |\n| \u003Cbr>Results\u003Cbr>Objectives\u003Cbr>Target\u003Cbr>Goals\u003Cbr>Achieve\u003Cbr>Facts | \u003Cbr>Bottom line\u003Cbr>Authoritative\u003Cbr>Decisive\u003Cbr>Win\u003Cbr>Respect\u003Cbr>Powerful |\n\n| \u003Cbr>I |\n| --- |\n| Recognized by these characteristics\u003Cbr>9 Life of the party/Enthusiastic\u003Cbr>9 Do it now\u003Cbr>9 Disorganized/hates details\u003Cbr>9 Loves challenges/Good verbal skills\u003Cbr>Avoid\u003Cbr>9 Negativity/Conflict\u003Cbr>9 Personal rejection/Fixed Environment\u003Cbr>Wants:\u003Cbr>9 Social recognition/Prestige and fun\u003Cbr>9 Challenge and authority\u003Cbr>Listen for:\u003Cbr>► Very talkative – What’s up, how are you?\u003Cbr>► Uses“I” a lot   I feel that if we…\u003Cbr>► Very bubbly, easy to talk to\u003Cbr>► Impressed when you say another office or doctor is using the program |\n| \u003Cbr>STRATEGIES FOR SELLING TO AN ”I” |\n| ♦ Make friends first\u003Cbr>♦ They buy based on feelings\u003Cbr>♦ Use influential references\u003Cbr>♦ Minimize details make it easy to buy\u003Cbr>♦ Warranties are not important\u003Cbr>♦ Stress innovative technology\u003Cbr>♦ Close with appeal to ego\u003Cbr>♦ They must like you |\n\n\n| RESONATING WITH YOUR CLIENT What words resonate with “I” |  |\n| --- | --- |\n|  |  |\n| \u003Cbr>Innovative\u003Cbr>Hi profile\u003Cbr>Simple\u003Cbr>Hassle free\u003Cbr>Inspiring\u003Cbr>Influential | \u003Cbr>Positive\u003Cbr>Enthusiastic\u003Cbr>Optimistic\u003Cbr>Stimulating\u003Cbr>Exciting\u003Cbr>Recognition |\n\nDISC CHEAT SHEET   \n\n| \u003Cbr>S |\n| --- |\n| Recognized by these characteristics\u003Cbr>9 Team player/Security minded\u003Cbr>9 Resist sudden change/Family oriented\u003Cbr>9 Does things later\u003Cbr>Avoid\u003Cbr>9 Sudden changes\u003Cbr>9 Competition rather than cooperation\u003Cbr>9 Conflict/Aggressiveness/Multiple tasks\u003Cbr>Wants:\u003Cbr>9 Security for family/Sincerity and appreciation\u003Cbr>9 Truth and loyalty/Stable environment\u003Cbr>Listen for:\u003Cbr>► Slow talker\u003Cbr>► Wants to understand the process\u003Cbr>► Very sensitive\u003Cbr>► May ask to consult other people in the office before deciding |\n| \u003Cbr>STRATEGIES FOR SELLING TO AN ”S” |\n| ♦ Visit about family\u003Cbr>♦ Tell them what, tell them, summarize\u003Cbr>♦ Be sincere and do not knock competition\u003Cbr>♦ Stress security and personalize service\u003Cbr>♦ Warranties are important\u003Cbr>♦ Customers become friends\u003Cbr>♦ Close with assumptive/summary\u003Cbr>♦ They must trust you |\n\n\n| RESONATING WITH YOUR CLIENT What words resonate with “S” |  |\n| --- | --- |\n|  |  |\n| \u003Cbr>We\u003Cbr>Team\u003Cbr>Together\u003Cbr>Roadmap\u003Cbr>Consistent\u003Cbr>Secure | \u003Cbr>Safe\u003Cbr>Loyal\u003Cbr>Relationship\u003Cbr>Dependable\u003Cbr>Thorough\u003Cbr>Kind |\n\n| \u003Cbr>C |\n| --- |\n| Recognized by these characteristics\u003Cbr>9 Do it later/Reserved/Critical thinker\u003Cbr>9 Conscientious/Accurate\u003Cbr>9 Very organized\u003Cbr>Avoid\u003Cbr>9 Criticizing their work\u003Cbr>9 Asking highly personal questions\u003Cbr>9 Incomplete data\u003Cbr>Wants:\u003Cbr>9 Work autonomy/Rules to follow\u003Cbr>9 Professional development\u003Cbr>9 Freedom from personalization\u003Cbr>Listen for:\u003Cbr>► Very formal…. good afternoon, this is…..\u003Cbr>► Doesn’t like to talk about personal stuff at work\u003Cbr>► They proceed with caution, may want time to think unless you can prove the benefits\u003Cbr>► Likes data and facts, not worried about what everyone else is doing\u003Cbr>► May ask a lot of questions |\n| \u003Cbr>STRATEGIES FO","cbCaij6TvmRD5suK","https://ap.wps.com/l/cbCaij6TvmRD5suK","pdf",117835,"English","# DISC cheat sheet\n## Strategies for selling to D\n## Resonating words for D\n## Strategies for selling to I\n## Resonating words for I\n## Strategies for selling to S\n## Resonating words for S\n## Strategies for selling to C\n## Resonating words for C","[{\"question\":\"What approaches work best for a “C” DISC style?\",\"answer\":\"Do not get personal and emphasize track record, reliability, and warranties. Provide facts and organized, patient data presentations, back claims with written information, and close with a balance-sheet style view to frame it as a logical decision.\"}]","DISC Cheat Sheet - Strategies for Selling to D/I/S/C | PDF",1791922331]