How To Sell To A DiSC® Profile “D” Style.


DiSC Profile Dominant Style“Dominant,” or “D” DiSC Profile Style individuals, are usually results-oriented.  They thrive on the challenge of solving problems and making quick buying decisions.  These individuals are fast-paced and like to be in charge.  They can become impatient with people or situations that hinder them from accomplishing their goals.  This is one of the reasons why they’re more task-oriented than people-oriented.

You can recognize these individuals as being fast-paced and direct when speaking – they’re more interested in telling you information than in asking your opinion.  They tend to think in terms of the bottom line.  These individuals may have more formal, “can’t read” facial expressions than other styles.

Selling to the “D” Style:

When selling to the “D” style, don’t bog them down with excessive socializing or details – get to the point quickly.  Directly focus on how your product or service can help them achieve their goals.  Emphasize the results you can help them obtain, while always letting them feel they’re in charge.  In other words, don’t waste their time.  Make your sales presentation direct and meaningful toward helping them achieve their objectives.

Do’s & Don’ts

Most salespeople tend to sell to others the way they would like someone to sell to them.  That’s not going to work!   In sales it’s important to remember this rule:  “Do unto others as they would have you do unto them.”


  • Focus on “what”
  • Provide options
  • Be efficient
  • Focus on results


  • Assume without getting an opinion
  • Over socialize
  • Emphasize unnecessary details
  • Waste time

For help in understanding your sales style and to improve your selling See: Everything DiSC Sales Profile.

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