Early on when we rolled out DiSC® to the Sales Department, your ‘Sales Closing Tips’ were extremely helpful in our DiSC sales program. First, we educated them on what the DiSC concepts are. Then, we taught them how to read and recognize the profile of the customer on the phone. The important piece was for the AE’s to adapt their style and sales approach to the potential customer on the phone. This last piece is critical, because at the end of the day adapting the sales and closing, based on the profile, is what greatly impacts sales and results.