Why sales professionals, account managers, real estate agents and client-facing teams across Australia are turning to behavioural science.
John Wright, Senior Partner at The DISC Agency explains, in today’s competitive landscape, product knowledge and sales technique aren’t enough. The most successful salespeople—across industries from real estate to B2B account management—share one defining trait: a deep understanding of human behaviour.
That’s exactly what the DISC Sales Assessment provides.
Used globally by high-performing sales teams, this assessment delivers a personalised blueprint of how a salesperson approaches challenges, influences customers, handles pace, navigates procedures and adapts in real-world selling situations. For anyone in a client-facing role, it’s one of the most practical and transformative tools available.
At The DISC Agency, we use the official TTI Success Insights® DISC Sales Profile, and the attached sample report illustrates just how powerful this tool can be.
The DISC Agency Sample Report –Download here.
What Makes the DISC Sales Assessment So Effective?
It reveals your natural selling strengths
The assessment identifies your instinctive sales behaviours—how you prepare, present, handle objections, close deals and build relationships.
For example, the sample report highlights traits such as being a self-starter, highly competitive, enthusiastic, and eager to close early and often. These insights help sales professionals understand the natural style they bring to the table and how that impacts their results.
It pinpoints blind spots that could cost you sales
No matter how talented a salesperson is, blind spots exist.
The DISC Sales profile clearly outlines potential areas for improvement such as:
- Talking too fast for analytical buyers
- Failing to listen for the real objection
- Rushing or becoming impatient
- Over-focusing on new business at the expense of existing accounts
- Letting emotion override logic in presentations
The DISC Agency Sample Report –Download here.
For sales professionals, real estate agents or account managers who rely heavily on relationships, these insights are invaluable.
It teaches you to adapt to different buying styles
One of the most practical sections of the report is the Selling Tips module, which outlines exactly how to sell effectively to each of the four DISC buyer types:
- Dominance buyers: want fast, direct, bottom-line communication
- Influence buyers: respond to energy, enthusiasm and social proof
- Steadiness buyers: appreciate patience, warmth and trust-building
- Compliance buyers: value accuracy, detail and logic
When a salesperson learns to adapt—not change who they are but modify how they communicate—conversion rates climb and relationships strengthen.
It shows your Adapted vs Natural sales style
Sales requires flexibility.
The DISC Sales Assessment highlights where you naturally sit on the behavioural spectrum—and how much you shift under pressure or within your current role.
Too much adaptation can lead to stress and burnout. Too little can limit your effectiveness with clients.
This insight is especially valuable for:
- Real estate agents juggling many personality types
- Account managers dealing with long-term relationships
- B2B sales representatives handling complex objections
- Customer success or client service professionals
Knowing where you adapt (and where you should) is a breakthrough moment for many professionals.
The DISC Agency Sample Report –Download here.
It provides personalised action plans
The assessment concludes with an actionable roadmap:
- Skills to strengthen
- Habits to refine
- Behaviours to adjust
- Strategies for improving pipeline, presentations, closing and follow-up
This turns behavioural insight into measurable performance improvement.
Who Benefits Most from the DISC Sales Assessment?
Real Estate Agents
Listing presentations, negotiation, open homes, vendor management and closing require exceptional communication. DISC helps agents understand:
- Why some clients connect instantly
- Why others hesitate
- How to tailor communication to win trust
- How to adapt during heated or emotional transactions
Sales Professionals & Reps
Whether door-to-door, inside sales, outbound, telesales or retail, DISC boosts:
- Objection-handling
- Customer engagement
- Confidence
- Consistency
- Rapport-building
Account Managers
With long-term portfolios, account managers must balance service, retention and growth. DISC helps them:
- Communicate more strategically
- Navigate complex personalities
- Build loyalty
- Develop high-value relationships
Customer-Facing Professionals
Anyone dealing with humans—whether claims, onboarding, support, hospitality or membership services—benefits from learning how behaviour influences trust and satisfaction.
Why Businesses Across Australia Rely on The DISC Agency
We specialise in delivering DISC to sales teams, leadership groups, government organisations and large corporate sales departments. Our expertise ensures learning is not just theoretical—it’s immediately applicable.
Salespeople constantly tell us things like:
“This explained every deal I’ve ever lost—AND every deal I’ve ever won.”
“I finally understand why some conversations drain me and others energise me.”
“I’ve changed the way I approach every customer. It’s a game changer.”
When people understand the why behind behaviour, sales becomes easier, more natural and more successful.
Take Your Team Further: Full-Day Account Management & Sales Workshops
At The DISC Agency, we offer Full-day Account Management and Sales Workshops that feature the DISC Sales Assessment along with advanced modules such as:
- Customer and buyer-type psychology
- Objection handling frameworks
- Negotiation and influence strategies
- Territory and pipeline planning
- Advanced communication skills
- Building long-term client partnerships
- Real-world role plays tailored to your industry
We deliver workshops on-site anywhere in Australia.
If your team wants to sharpen their communication, boost conversions and build stronger client relationships, our DISC-powered sales programs will give them the tools to excel.
The DISC Agency Sample Report –Download here.
Learn more about our Sales Focused Workshops here.
Call 1300 690 469 or email support@thediscagency.com.au
