DISC DISC in Sales & Customer Relations 3 — Questions and Answers
Question 1: A high-S customer's biggest concern during a sales conversation is likely:
- Whether the product is the newest on the market
- Whether the decision will disrupt current stability and whether support will be available (Correct answer)
- Whether they are getting the lowest possible price
- Whether they are the first to use this product
Correct answer: Whether the decision will disrupt current stability and whether support will be available
High-S individuals fear disruption and abandonment; they need assurance that the transition will be smooth and ongoing support will be provided.
Question 2: Which closing technique is most aligned with a high-D customer's decision-making style?
- The assumptive close paired with urgency and outcome focus (Correct answer)
- The relationship close focused on personal connection
- The data-review close with extensive documentation
- The consensus close requiring team buy-in first
Correct answer: The assumptive close paired with urgency and outcome focus
High-D customers respond best to assertive, action-oriented closes that link urgency to outcomes and results.
Question 3: A sales trainer using DISC should teach reps to identify style by observing which two primary dimensions?
- Age and income level
- Pace (fast vs. slow) and priority (task vs. people) (Correct answer)
- Physical appearance and vocabulary
- Industry and job function
Correct answer: Pace (fast vs. slow) and priority (task vs. people)
DISC style identification is built on observing communication pace and whether someone is more task-focused or people-focused in their interactions.
Question 4: When a sales prospect repeatedly asks for more data, more references, and more time before deciding, they are likely exhibiting which DISC style?
- High D
- High I
- High S
- High C (Correct answer)
Correct answer: High C
High-C individuals need extensive validation through data, references, and time for analysis before committing to decisions.
Question 5: In a DISC-based customer service training, what does 'flexing to the customer' require from the service representative?
- Agreeing with everything the customer says
- Adjusting tone, pace, and focus to match the customer's observable style cues (Correct answer)
- Matching the customer's accent and vocabulary
- Letting the customer lead the entire conversation without structure
Correct answer: Adjusting tone, pace, and focus to match the customer's observable style cues
Flexing requires the rep to consciously adjust their tone, speed, and focus areas to align with the communication preferences of the customer's DISC style.
Question 6: A DISC-trained account manager notices a long-term client's buying behavior has shifted from quick decisions to requesting detailed proposals and analysis. This may signal:
- The client wants a higher discount
- A change in the client's role or environment that is activating a more C-adapted style (Correct answer)
- The client is about to end the relationship
- The client has hired a new assistant who reads emails
Correct answer: A change in the client's role or environment that is activating a more C-adapted style
A behavioral shift may indicate the client's environment has changed — perhaps new accountabilities are triggering a more careful, analytical adapted style.
DISC DISC in Sales & Customer Relations 3
A high-S customer's biggest concern during a sales conversation is likely: