The Hidden Code to Sales
How Knowing Your DISC Style Makes You Better
Elaine Godley
Last Update a month ago
The Hidden Code to Sales: How Knowing Your DISC Style Makes You Better
This is where the DISC model of behaviour profiling changes everything. At the DISCPlus Academy, the mission is simple: to give you the truth about behaviour and health so you can build honest, strong, and highly productive relationships. When you understand how human behaviour works, you can be your authentic self. Being true to yourself leads to less stress, better health, and much more success in your career.
Why Salespeople Need DISC
By using the DISC model, salespeople learn to read their customers quickly. They learn how to change their communication style to match the buyer. This builds instant trust. When a customer trusts you, they listen to you. And when you communicate naturally without faking it, you protect your own energy and health.
Here is how the four different DISC styles naturally sell any product or service.
1. The "D" Style (Dominance)How they act: Fast, direct, and focused on results.
How they sell: A "D" style salesperson does not waste time with small talk. If they are selling a new computer system to a business, they get straight to the point. They will say, "This system will save your company ten hours a week and boost your profits by 15%. Let's get it installed."
Their secret power: They are confident and focus on the bottom line. They sell the results and the win.
2. The "I" Style (Influence)How they act: Enthusiastic, friendly, and talkative.
How they sell: An "I" style salesperson loves building relationships. If they are selling the exact same computer system, they will focus on the people. They will say, "Your team is going to love how easy this is to use! It takes away all the boring tasks so everyone can focus on the fun, creative projects."
Their secret power: They are energetic and great at storytelling. They sell the experience and the feeling.
3. The "S" Style (Steadiness)How they act: Calm, patient, and helpful.
How they sell: An "S" style salesperson wants everyone to feel secure and supported. When selling that computer system, they will focus on safety and teamwork. They will say, "We will be with you every step of the way. Our team will train your staff, and I will personally make sure the changeover is completely stress-free for you."
Their secret power: They are great listeners and highly reliable. They sell trust and support.
4. The "C" Style (Conscientiousness)How they act: Careful, logical, and focused on the details.
How they sell: A "C" style salesperson relies on facts, not emotions. When selling the computer system, they bring proof. They will say, "Here is a chart showing our system's 99.9% uptime. It features military-grade encryption and integrates perfectly with your current setup."
Their secret power: They are accurate and deeply knowledgeable. They sell quality and proof.
The Ultimate Sales Tool
When a direct "D" salesperson learns to slow down and show facts to a careful "C" customer, magic happens. When an enthusiastic "I" salesperson remembers to offer calm support to a steady "S" customer, trust is built. Using DISC behaviour profiling gives you the tools to speak your customer's language, close more sales, and stay healthy while doing it.
Sales training with Ian Genius can help
Selling is not just about talking people into buying things. Real selling is about connecting with people and solving their problems. But how can you connect with someone if you do not understand how they think or what they care about?
This is where the DISC model of behaviour profiling changes everything. At the DISCPlus Academy, the mission is simple: to give you the truth about behaviour and health so you can build honest, strong, and highly productive relationships. When you understand how human behaviour works, you can be your authentic self. Being true to yourself leads to less stress, better health, and much more success in your career.
Why Salespeople Need DISC
Every customer is different, but their behaviours fall into predictable patterns. If a salesperson treats every customer exactly the same way, they will lose a lot of sales. Worse, trying to force a connection in the wrong way causes frustration and burnout .
By using the DISC model, salespeople learn to read their customers quickly. They learn how to change their communication style to match the buyer. This builds instant trust. When a customer trusts you, they listen to you. And when you communicate naturally without faking it, you protect your own energy and health.
Here is how the four different DISC styles naturally sell any product or service.
1. The "D" Style (Dominance)How they act: Fast, direct, and focused on results.
How they sell: A "D" style salesperson does not waste time with small talk. If they are selling a new computer system to a business, they get straight to the point. They will say, "This system will save your company ten hours a week and boost your profits by 15%. Let's get it installed."
Their secret power: They are confident and focus on the bottom line. They sell the results and the win.
2. The "I" Style (Influence)How they act: Enthusiastic, friendly, and talkative.
How they sell: An "I" style salesperson loves building relationships. If they are selling the exact same computer system, they will focus on the people. They will say, "Your team is going to love how easy this is to use! It takes away all the boring tasks so everyone can focus on the fun, creative projects."
Their secret power: They are energetic and great at storytelling. They sell the experience and the feeling.
3. The "S" Style (Steadiness)How they act: Calm, patient, and helpful.
How they sell: An "S" style salesperson wants everyone to feel secure and supported. When selling that computer system, they will focus on safety and teamwork. They will say, "We will be with you every step of the way. Our team will train your staff, and I will personally make sure the changeover is completely stress-free for you."
Their secret power: They are great listeners and highly reliable. They sell trust and support.
4. The "C" Style (Conscientiousness)How they act: Careful, logical, and focused on the details.
How they sell: A "C" style salesperson relies on facts, not emotions. When selling the computer system, they bring proof. They will say, "Here is a chart showing our system's 99.9% uptime. It features military-grade encryption and integrates perfectly with your current setup."
Their secret power: They are accurate and deeply knowledgeable. They sell quality and proof.
The Ultimate Sales Tool
You do not need to change who you are to be great at sales. In fact, the healthiest and most successful salespeople are the ones who understand their own natural DISC style first. Once you know your own strengths, you can easily spot the style of your customer.
When a direct "D" salesperson learns to slow down and show facts to a careful "C" customer, magic happens. When an enthusiastic "I" salesperson remembers to offer calm support to a steady "S" customer, trust is built. Using DISC behaviour profiling gives you the tools to speak your customer's language, close more sales, and stay healthy while doing it.
Sales training with Ian Genius can help
Join the DISCPlus Academy to received unlimited profiles for your team
Book a call with me to explore how DISCPlus can support your teams
About the Author
Elaine Godley, MBA, O.A. Dip (Psychology), is an Executive Health Mentor, qualified nutritionist, and the founder of the DISCPlus Academy. With a strong corporate background, including time as a Chief Operating Officer at EY, Elaine understands the heavy demands of high-level business life.
For over 30 years, she has used the DISC behavioural model to help leaders and teams build better health, resilience, and productivity. After successfully recovering from major illness using natural methods, Elaine created The Godley Health Method. This unique system combines behaviour profiling with science-backed nutrition and mentoring to help people heal and avoid burnout.
Elaine is a multi-published author, a keynote speaker, and the host of the Perfect Health podcast. She speaks directly and honestly, offering practical, no-nonsense tools for anyone ready to take action and improve their own health story.
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