Communication & Behaviour

Understanding Clients Through DISC

A practical introduction to DISC behavioural styles — recognise communication preferences and adapt your engagement to improve rapport and client interactions.

6 ModulesIntensive WorkshopPublic or in-house delivery

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— Programme Modules

Six modules, built to be used immediately.

01
Introduction to DISC
- Understanding the DISC framework
- Dominance, Influence, Steadiness and Conscientiousness
- Behavioural preferences versus fixed personality labels
- Understanding one’s own communication tendencies
02
Recognising Client Communication Styles
- Identifying behavioural cues
- Communication pace and preferences
- How different profiles receive and process information
- Avoiding assumptions and stereotyping
03
Adapting Your Communication
- Communicating with high-D clients
- Engaging high-I clients
- Building confidence with high-S clients
- Providing detail for high-C clients
04
DISC in Needs Discovery
- Adjusting questioning approaches
- Recognising different decision-making preferences
- Presenting information according to client communication needs
- Improving listening and responsiveness
05
DISC in Client Acquisition
- Applying DISC during prospecting
- Building rapport across different behavioural styles
- Adapting presentations and recommendations
- Managing communication during objections
06
Applying DISC Beyond the First Meeting
- Relationship management
- Follow-up communication
- Managing differing personalities
- Developing greater behavioural flexibility

— What You Will Be Able To Do

Explain the four DISC behavioural styles
Recognise common communication preferences associated with each style
Identify their own behavioural and communication tendencies
Adapt communication approaches for different client profiles
Apply DISC principles during client acquisition and relationship management
Improve behavioural flexibility in professional interactions

Who should attend

Financial advisers, insurance agency leaders, bank and wealth advisory teams, and corporate or SME leaders whose results depend on trust.

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