Action Specialties
Participant Name: ___________________________
Date: ___________________________
Action Specialties has grown 50% over the past 4 years by excelling at customer service. Now we need to master new customer acquisition to reach our 2025 growth target of 13.5%.
Transform our sales approach from service-focused to growth-focused by using DiSC insights to:
(Tear out these pages for easy access during training and future use)
| D-Style Customers | i-Style Customers |
|---|---|
| You'll Notice: | You'll Notice: |
| • Direct, gets to the point | • Enthusiastic, animated |
| • Impatient with details | • Tells stories, uses gestures |
| • Focuses on results | • Talks about people/relationships |
| • Uses confident body language | • Optimistic, upbeat tone |
| Adapt By: | Adapt By: |
| • Lead with bottom-line benefits | • Build rapport first |
| • Be brief and efficient | • Share success stories |
| • Show quick wins/ROI | • Be enthusiastic |
| • Let them drive decisions | • Focus on people impact |
| S-Style Customers | C-Style Customers |
|---|---|
| You'll Notice: | You'll Notice: |
| • Soft-spoken, gentle manner | • Asks technical questions |
| • Asks about others' experiences | • Wants detailed information |
| • Cautious about committing | • Reserved, analytical |
| • Values stability/relationships | • Focuses on facts/data |
| Adapt By: | Adapt By: |
| • Provide reassurance | • Give detailed information |
| • Emphasize support/service | • Prove your expertise |
| • Allow time for decisions | • Use facts, not hype |
| • Show long-term value | • Be prepared for questions |
D-Style Prospecting Strengths:
Watch Out For:
Power Moves:
i-Style Prospecting Strengths:
Watch Out For:
Power Moves:
S-Style Prospecting Strengths:
Watch Out For:
Power Moves:
C-Style Prospecting Strengths:
Watch Out For:
Power Moves:
Share with your partner: What's one reason you prefer working with existing customers over chasing new ones?
Your response: ___________________________________________________________
INSTRUCTIONS: Work through each step, referring to your DiSC Sales Profile as indicated.
Step 1: Introduction (DiSC Profile Page 2) Read through your Introduction page and mark:
What grabbed your attention most?
Step 2: Your DiSC Overview (DiSC Profile Page 3)
My dot falls in the _______ region of the DiSC map
Two key things that describe me:
Step 3: Your Priorities & Strengths (DiSC Profile Pages 5-6)
My top 3 priorities are:
My strongest selling strength (star the best one in your report, then write it here):
My DiSC region: _______________
Why my starred strength makes me successful in sales:
INSTRUCTIONS:
My biggest challenge is:
Why this challenge makes prospecting harder for me:
INSTRUCTIONS: Create two lists based on your DiSC insights. Think about actual customer tasks, not just general activities.
| ENERGIZING ACTIVITIES | DRAINING ACTIVITIES |
|---|---|
| Customer tasks that feel natural | Customer tasks you avoid or delay |
| (Check your Sales Strengths, page 6) | (Check your Challenges, page 7) |
| 1. _________________________________ | 1. _________________________________ |
| 2. _________________________________ | 2. _________________________________ |
| 3. _________________________________ | 3. _________________________________ |
| 4. _________________________________ | 4. _________________________________ |
| 5. _________________________________ | 5. _________________________________ |
Which challenge most explains your prospecting resistance?
Key insights from our discussion:
Complete this sentence: "I now realize that my reluctance to prospect isn't because I'm lazy or bad at sales - it's because my DiSC style naturally _____________________________"
INSTRUCTIONS: Read "Your Dot Tells a Story" on page 4 of your DiSC Profile.
How my priorities help me in sales:
How my priorities might hurt me in sales:
INSTRUCTIONS: Based on your DiSC style, check all approaches that feel natural, then circle your top 3.
D-Style Approaches:
□ Lead with ROI and quick wins
□ Emphasize bottom-line results
□ Focus on efficiency gains
□ Set tight decision timelines
□ Use confident, direct language
i-Style Approaches:
□ Network your way in through referrals
□ Build enthusiasm and excitement
□ Use storytelling and relationships
□ Focus on people and team impact
□ Create emotional connection
S-Style Approaches:
□ Build trust through consistent follow-up
□ Emphasize reliability and support
□ Focus on long-term partnerships
□ Use warm introductions
□ Provide stability and reassurance
C-Style Approaches:
□ Become the technical expert they can't ignore
□ Provide detailed analysis and proof
□ Focus on quality and accuracy
□ Use data and documentation
□ Prepare thoroughly for every interaction
Partner's DiSC Style: _____________
INSTRUCTIONS: Take 3 minutes each to pitch Action's services using your natural style, then get feedback.
What my partner noticed about my natural style:
One thing I'll adjust when talking to different customer styles:
INSTRUCTIONS:
| My Best Customer | All Customer Expectations | My Most Difficult Customer |
|---|---|---|
| Name: _____________ | Name: _____________ | |
| Rank these from | Rank these from | |
| this customer's view: | this customer's view: | |
| _____ | Quick response time | _____ |
| _____ | Competitive pricing | _____ |
| _____ | Product quality | _____ |
| _____ | Technical expertise | _____ |
| _____ | Personal relationship | _____ |
| _____ | Detailed information | _____ |
| _____ | Flexibility/customization | _____ |
| _____ | Reliable delivery | _____ |
| _____ | Problem-solving support | _____ |
| _____ | Professional service | _____ |
| _____ | ________________________ | _____ |
| _____ | ________________________ | _____ |
What I discovered: Different customers prioritize different things!
The biggest difference between my best and most difficult customer:
INSTRUCTIONS: Take notes during the video about how to recognize customer styles.
Key points about reading customer styles:
INSTRUCTIONS: Read pages 8-12 in your DiSC Profile about recognizing customer styles. Write real customer names who fit each style.
D-Style Customers: _______________________________________________
i-Style Customers: _______________________________________________
S-Style Customers: _______________________________________________
C-Style Customers: _______________________________________________
Which style is easiest for me to work with? _______ Why? ___________
Which style is hardest for me to work with? _______ Why? ___________
INSTRUCTIONS: Work with others who focus on the same industry as you.
My primary industry focus: □ Oil & Gas □ Utilities □ Construction □ Other: __________
INSTRUCTIONS: With your industry team, map typical buyers in your industry.
| Job Title/Role | Likely DiSC Style | Best Approach | Language That Works |
|---|---|---|---|
Common objections in my industry:
Style-based responses I can use:
INSTRUCTIONS: Listen to other industry teams share their insights.
What I learned from other industries that I can apply:
One technique from another industry I want to try:
INSTRUCTIONS: Think honestly about how you've reacted to recent organizational changes.
How has your DiSC style shown up in your reaction to recent changes at Action?
INSTRUCTIONS: Check all that apply to how you typically react to change.
□ Fight it openly and try to regain control (D-style)
□ Express frustration emotionally and seek support (i-style)
□ Worry silently about stability and resist quietly (S-style)
□ Analyze what's wrong and withdraw (C-style)
□ Other: _________________________________________________
For my DiSC style, change works better when:
One specific adjustment I can make to reduce internal friction:
INSTRUCTIONS: Complete this statement and be ready to share with the group.
One mindset shift I commit to that will help me focus on new customer acquisition:
INSTRUCTIONS: Your group will be assigned one scenario to practice.
Scenario A: Cold-calling a construction company safety director about PPE upgrades
Scenario B: Following up on a web inquiry from a utility company procurement manager
Scenario C: Networking at an oil & gas trade show to generate leads
Scenario D: Converting a promotional products inquiry into a full uniform program
Scenario I practiced: ________________
Customer style I adapted to: ________________
INSTRUCTIONS: Fill this out after your role-play.
What I did well:
Feedback from my observer:
What I'll do differently next time:
INSTRUCTIONS: Transform your service language into acquisition language.
Old Service Language I Used to Say:
New Acquisition Language I'll Use:
Example for my DiSC style:
INSTRUCTIONS: Pick the format that works best for your style.
OPTION A: Structured Action Plan (Good for C and S styles)
In the next 2 weeks, I will:
Prospecting Action: Try ________________________________________ When: _______________________________________________________ How I'll measure success: ____________________________________
Change Adaptation: I will ____________________________________ Specifically: _______________________________________________ Support I need: _____________________________________________
Customer Style Focus: I will practice adapting to _____________ style customers How: _______________________________________________________
OPTION B: Open Commitment (Good for D and i styles)
My biggest insight from today:
Three bold actions I'll take:
How I'll know I'm succeeding:
INSTRUCTIONS: Partner with someone and exchange contact information.
Accountability Partner: ____________________
Phone/Email: ____________________
Our Check-in Plan:
□ Phone call in 2 weeks
□ Coffee meeting in 2 weeks
□ Email check-in weekly
□ Other: ________________________________
Date for first check-in: ____________________
What we'll specifically discuss:
□ Prospecting activities tried
□ New customer conversations
□ Organizational change challenges
□ DiSC adaptation successes
□ Areas where we need help
INSTRUCTIONS: Check off actions as you complete them.
Week 1:
□ Try one new prospecting approach based on my DiSC style
□ Practice customer style recognition with 3 existing customers
□ Use my DiSC insights in one difficult conversation
Week 2:
□ Contact 2 new prospects using style-adapted approach
□ Check in with accountability partner
□ Apply one change management insight
Week 3:
□ Role-play with a colleague using different customer styles
□ Review and adjust prospecting approach based on results
□ Identify one internal process improvement
Week 4:
□ Schedule follow-up meetings with any new prospects
□ Reflect on what's working and what needs adjustment
□ Plan Month 2 activities
□ Master recognition of all 4 customer styles
□ Develop style-specific email templates
□ Track new customer acquisition metrics
□ Conduct peer coaching session with different DiSC style
□ Adapt internal handoff processes using DiSC insights
□ Review new customer acquisition numbers
□ Assess contribution to 13.5% growth target
□ Identify additional training needs
□ Share success stories with team
□ Plan next quarter's growth strategies
(Cut out and keep at your desk)
My DiSC Style: ___________
My Prospecting Superpowers:
My Blind Spots to Watch:
When I'm Struggling with Prospecting, I Need To:
"We're happy with our current supplier"
To D-style customers: "I understand loyalty to results. Let me show you 3 specific ways we've helped similar companies improve their ROI by 15-20%..."
To i-style customers: "That's great to hear! Other satisfied customers have told us the same thing before discovering how we helped them..."
To S-style customers: "That's wonderful that you have a good partnership. Many of our best clients work with us alongside their primary suppliers for..."
To C-style customers: "That speaks well of your evaluation process. When did you last benchmark their performance against current market standards?"
"Your prices are too high"
To D-style customers: "Let's look at total cost of ownership and ROI over 12 months rather than just unit price..."
To i-style customers: "I understand budget matters. Let me share how other companies have actually saved money by..."
To S-style customers: "Price is one factor. Let's also consider long-term value, reliability, and the support you'll receive..."
To C-style customers: "Here's a detailed cost analysis comparing all factors, not just price..."
| Month: _______ | Target | Actual | Notes |
|---|---|---|---|
| New contacts made | |||
| Meetings scheduled | |||
| Proposals sent | |||
| New customers closed | |||
| Revenue from new customers |
Week of: ___________
| Day | Prospecting Activity | Customer Style Focus | Results/Next Steps |
|---|---|---|---|
| Monday | |||
| Tuesday | |||
| Wednesday | |||
| Thursday | |||
| Friday | |||
When prospecting feels impossible, remember:
Quick confidence booster: Look back at your "Energizing Activities" list on page __ and do one of those things right now.
Use this space for additional insights, commitments, or follow-up items:
(Use these in your accountability check-ins)
For the person being coached:
For the coach:
What I need from my manager to be successful:
□ Protected prospecting time
□ Help with target account identification
□ Support in organizational change areas
□ Resources or tools for my DiSC style
□ Other: _______________________________________________
□ Advanced DiSC Sales workshop
□ Industry-specific sales training
□ One-on-one coaching sessions
□ Team-based implementation support
□ Manager training on supporting different DiSC styles
Keep this workbook at your desk and refer to it regularly. Your DiSC Sales Profile and these insights are your roadmap to becoming a new customer acquisition expert while staying true to your natural strengths.