Sales & Customer Experience
Consultative Selling with DISC
The same rigorous method, plus a behavioural read of the person in front of you, so the approach adapts in real time to how that buyer actually buys.
The business challenge
Why organizations ask for this.
Two buyers with identical needs can require opposite conversations. Sellers who run one script win consistently with the half of the market that matches their own style and lose the other half without ever understanding why.
Approach & methodology
How the programme actually runs.
3 days across two learning sprints + follow-up · Blended · includes individual DISC assessment and 360° feedback
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Assessment
360° feedback on the main competencies, DISC profile for selected people, self-assessment questionnaire, and engagement through the PROMOTE platform.
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Kick-off
With all team members, plus a live or video message from management.
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Learning sprint 1: Consultative selling with DISC (2 days)
The consultative method customised with the DISC approach: recognising profiles, identifying profiles in virtual interaction and under stress, adapting the offer and the pricing conversation.
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Learning sprint 2: Deliver complete sales (1 day)
Bringing the method together end to end on the team's real opportunities.
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Reinforcement
Individual online assignments on PROMOTE, mentoring and coaching on demand, a learning community, and a two-hour follow-up session.
Competencies built
What participants can do afterwards.
Adapting communication and influence using DISC profiles
Read the style in front of you and change your approach in real time.
SPIN questioning
Situation, problem, implication and need-payoff, in the order that builds the case.
Building trust and uncovering needs
Earn enough trust that the real requirement surfaces before the proposal does.
Persuasion, closing and objection handling
Handle price and resistance as part of the conversation, not as the end of it.
Expected business outcomes
What the organization should see.
10–15% increase in conversion rates
Higher customer lifetime value through personalised interactions
Stronger client retention via trust-based, adaptive relationships
Schedule & format
Practical details.
FAQ
Frequently asked questions
Sales teams.
3 days across two learning sprints + follow-up. The rhythm is deliberate: modules are spaced so participants apply the behaviour at work between sessions.
Blended · includes individual DISC assessment and 360° feedback. We adapt the mix to your geography and shift patterns.
Yes, and it always is. We start with two to three individual conversations with selected participants, then rebuild the cases, the language and the practice situations from your business.
Kirkpatrick levels one to four: reaction, knowledge, self-assessed behaviour, and the participant's manager assessing the same competencies. We agree the target behaviours with the sponsor before design starts.
Digital missions and buddy work on PROMOTE, with the participant's own manager involved. This is the difference between 15–20% and 60–80% transfer into practice.
Yes. We also deliver in French across our Western European and African operations.
Related programmes
Others in Sales & Customer Experience.
Consultative Selling
A High Performance Learning Journey that moves a sales team from transactional to consultative, diagnose before you prescribe, and build the customer's business case with them.
Sales Academy
A participant-centred development journey for a whole sales organization: define the picture of success, measure the real gap with an assessment centre, then build only what is missing.
Persuasion Mastery
Influence without authority, grounded in evidence and structure rather than charisma.
Start a conversation
Book a strategic discussion about Consultative Selling with DISC.
If you are evaluating how to build capability that actually changes the way your organization works, we can help you define the right starting point, cohort design and delivery sequence.
The first conversation is diagnostic. We discuss your context, priorities, maturity, and where capability building can create measurable leverage.