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 · RO / EN

Assessment

360° feedback on the main competencies, DISC profile for selected people, self-assessment questionnaire, and engagement through the PROMOTE platform.

Kick-off

With all team members, plus a live or video message from management.

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.

Learning sprint 2: Deliver complete sales (1 day)

Bringing the method together end to end on the team's real opportunities.

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

Audience

Sales teams

Duration

3 days across two learning sprints + follow-up

Format

Blended · includes individual DISC assessment and 360° feedback · RO / EN

Measurement

Kirkpatrick L1–L4

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-centered development journey for the whole sales organization: define the picture of success, measure the real gap with an assessment center, 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 exploring how capability building can strengthen performance across your organization, we can help you identify where the greatest opportunities for impact lie and what capabilities matter most in your specific context.

Our first conversation is exploratory. We look at your business priorities, current challenges and organizational maturity to identify where capability development could create the most meaningful and measurable value.