DISC DISC in Sales & Customer Relations 3

Question 1

A high-S customer's biggest concern during a sales conversation is likely:

Accepted Answer

Whether the decision will disrupt current stability and whether support will be available

Answer

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?

Accepted Answer

The assumptive close paired with urgency and outcome focus

Answer

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?

Accepted Answer

Pace (fast vs. slow) and priority (task vs. people)

Answer

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?

Accepted Answer

High C

Answer

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?

Accepted Answer

Adjusting tone, pace, and focus to match the customer's observable style cues

Answer

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.

(DISC) DISC Certified Trainer Practice Test

(DISC) DISC Certified Trainer Practice Test

DISC DISC in Sales & Customer Relations 3