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
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Course :

Session 1: Discovering Your Own Style
Using the DISC model, each participant learns to understand their natural communication style: Red (task-oriented and extroverted), Yellow (relationship-oriented and extroverted), Green (relationship-oriented and introverted), Blue (task-oriented and introverted). For each profile, participants work in small groups to identify associated sales strengths, situations requiring caution, and negative biases—that is, client profiles 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 Communication Styles
Before you can adapt, you need to know how to read the situation. Participants learn to recognize the observable behaviors that allow them to quickly identify a conversation partner’s communication style within the first few minutes (tone, pace, phrasing, nonverbal cues).

They then practice six listening techniques to refine their assessment during the conversation: the 8-second rule (whose use varies depending on the profile), the echo word (particularly effective with a Yellow, to be used with exact words with a Blue), confirmatory rephrasing (essential with a Blue, unnecessary or even burdensome with a Red), and questions rooted in personal experience (particularly powerful with a Green).

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.

The key practical exercise : a scenario involving notifying two clients with contrasting profiles of a delay. Participants prepare 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.