Ever walked away from a sales call feeling you said all the right things—yet the prospect ghosted you? Jack “Bullseye” Kaufman tells the story of sending a trout-fly “care package” to a hard-to-reach Realtor. The personal touch hit the agent’s passion button, and Jack skipped straight to a meeting that normally took months to land. The moral: know the person, not just the pipeline.
Every prospect filters information through a preferred lens. If you communicate in a style that clashes with that lens, your message gets tuned out—wasting time and eroding trust. DISC gives you a four-part roadmap to speak each buyer’s language so you can move deals faster than competitors still “spraying and praying.”
| Profile | Core Drive | Quick Read | Do This | Avoid This |
|---|---|---|---|---|
| D — Dominance | Win fast | Impatient, bullet-point thinker | Lead with the bottom line; keep it brief | Long stories, excess detail |
| I — Influence | Be liked | Expressive, story-driven | Use upbeat tone, small talk, emojis | Being overly formal, skipping rapport |
| S — Steadiness | Feel safe | Team-oriented, methodical | Show stability, remove pressure, invite input | Rushing decisions, springing surprises |
| C — Compliance | Be right | Detail-hungry analyst | Provide data, processes, proof | Hand-waving facts, pushing a fast close |
Jack’s shorthand: “D’s want to win, I’s want to be liked, S’s need to feel safe, and C’s have to be right.”
D opener: “Cut 20% off acquisition cost in 10 min—ready to move?”
I opener: “Your energy on that webinar was 🔥. Let’s brainstorm a bold idea together!”
S opener: “I’d love a short call to see how we can support your team—whenever it fits your schedule.”
C opener: “I mapped three metrics that raise ROI 12%. Can we review the data Tuesday?”
Notice the difference? D/C profiles are task-oriented and want the result; I/S profiles are people-oriented and want the relationship. Jack reminds us that I’s and S’s buy on emotion, while D’s and C’s lean hard on logic.
When you wrap facts in a story your buyer can see themselves in, the brain says, “They get me.” For I’s and S’s, that emotional resonance can be the tipping point; for D’s and C’s, ending the story with measurable impact (“saved $500 a month”) seals the deal.
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