Learning objectives:

• Identifying your own communication style and the biases that accompany it in a business relationship
• Quickly identify the preferred communication style of the person you are speaking with based on observable behaviors
• Adapt your approach, pace, and wording to each individual to ensure a smooth process

Course :

Session 1: Discovering Your Own Style
Using the DISC model, each participant learns to understand their natural communication style: Red, Yellow, Green, Blue. For each profile, participants work in small groups to identify the associated sales strengths, situations requiring caution, and negative biases—that is, the types of clients with whom friction is naturally more likely to occur.

The goal isn't to box yourself into a label, but to identify your blind spots: those areas where your own style might hinder a relationship or cause you to miss out on a sale without realizing why.

Session 2: Learning to Interpret Different Styles
Before you can adapt, you need to know how to read people. Participants learn to recognize the observable behaviors that allow them to quickly identify a conversation partner’s style within the first few minutes.

They then practice six listening techniques to refine their assessment during a conversation: the 8-second rule, echo words, confirmatory paraphrasing, and experience-based questions.

Practical Application : Using a scenario in which a sales representative informs a client of a delay, participants identify the DISC color of each person involved by observing their reaction and communication style.

Section 3: Adapting Your Approach
Once the style has been identified, participants learn how to adjust their communication while remaining natural. For each profile, they discover a set of practical tips: be direct and deliver results with a Red, leave room for discussion and connect to the vision with a Yellow, start with the relationship and slow down the pace with a Green, present data and use precise language with a Blue.

Putting It into Practice : A case study involving notifying two clients with contrasting profiles of a delay. Participants prepare for both calls by carefully planning exactly what they will say first, what they will avoid saying, and how they will structure their message so that each person leaves the conversation with a positive or neutral impression.