---
title: The Doctor of DISC, Dr. Tony Alessandra
description: Dr. Tony Alessandra is one of the world's leading authorities on the DISC assessment and discusses how you can make more sales by reading your prospects.
image: https://thesaleswhisperer.com/hubfs/Imported_Blog_Media/steven_sisler_sales_podcast_602_blog.png
---

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 Jun 13, 2025

# The Doctor of DISC, Dr. Tony Alessandra

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)

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## Read your prospects to sell how they want to buy

<iframe style="border-radius:12px" src="https://open.spotify.com/embed/episode/4J4wY3Fo2Eh2YYsQrCDfYl?utm_source=generator" width="100%" height="152" frameborder="0" allowfullscreen allow="autoplay; clipboard-write; encrypted-media; fullscreen; picture-in-picture" loading="lazy"></iframe>

 

***[\[ LISTEN NOW ON APPLE PODCASTS \]](https://itunes.apple.com/us/podcast/the-sales-whisperer-wes-schaeffer-hosts-the-sales-podcast/id655310847?mt=2)***

## [DISC Personality Tips](https://thesaleswhisperer.com/daily) you'll learn in [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)...

- DISC and many other assessments
- Four basic patterns of behavior 
    - Dominant
    - Interacting / Influencing
    - Steady / Amiable / Relator
    - Conscientiousness / Cautious / More of a thinker or analytical type
- Personal development, team building, leadership development, sales effectiveness, selection of [job hires/new-hire candidates](https://thesaleswhisperer.com/blog/john-pyke-personality-test-sales-recruiting), etc.
- DISC Fitness System at Assessments 24x7 
    - Benchmark:  
          - The job
          - The ideal candidate
          - What you're shooting for in a new hire
    - Match candidates against the benchmark

[![steven\_sisler\_sales\_podcast\_602\_blog](https://thesaleswhisperer.com/hs-fs/hubfs/Imported_Blog_Media/steven_sisler_sales_podcast_602_blog.png?width=950&height=534&name=steven_sisler_sales_podcast_602_blog.png)](https://thesaleswhisperer.com/blog/steven-sisler-behavioral-psychology-human-relations)

 

- There is a simplicity and practicality in DISC
- Other tools like MBTI are great for internal assessments, but they can be confusing and often needs an expert to interpret them
- DISC gives you two basic scores 
    - Personal
    - Adapted: how I behave when I'm with others and have to change my pattern to reduce conflict
- In Carl Yung 1927 wrote "Psychological Types"
- "The Emotions of Normal People"
- "Professor Marston and the Wonder Women"
- Look at characters in the public domain to understand how to identify and anchor the concept of DISC profiles in sales 
    - "The Odd Couple" was a classic with only two characters who clashed between "I" and "C"
    - "Seinfeld" 
          - Jerry - "S"
          - Elaine - "D" and some "I"
    - Famous people can fall out of favor, so he doesn't use them any longer in his books and training
    - So use historical characters who are dead with no baggage
- In sales, get the customer talking more than you with open-ended questions 
    - Make two either-or decisions as they talk 
          1. Are they more open or guarded?
          2. Are they more direct or indirect?
    - Direct but guarded = D
    - Direct but open = I
    - Indirect and open = S
    - Indirect and guarded = C
    - If they're open then start with more chit-chat
    - If they're guarded then get to the point
    - If they're direct, then move faster
    - If they're indirect, then move slower

[![Read people like a book, Bill Stierle on The Sales Podcast](https://thesaleswhisperer.com/hs-fs/hubfs/Imported_Blog_Media/file.jpg?width=1200&name=file.jpg)](https://thesaleswhisperer.com/blog/bill-stierle-communications)

 

- He sold door-to-door during the summers in New Jersey while in college 
    - He had a 3-ring binder and flipped through it
    - He wouldn't pick up the hint when people wanted to slow down or speed up
- How to handle a High D 
    - It's a bit difficult
    - They want to run the show
    - If you butt heads, it could be the end
- How to handle High S's and C's (indirect and slower-paced) 
    - Information-driven (C more so)
    - The S likes to get others involved, while the C may make the decision on their own
    - Go in prepared
    - Understand their needs
    - Give them options
    - Give them data and documentation
    - The "Cs" want to sleep on it
    - Clarify with them, "Do you have all the information you need to make a decision?"
    - Have an [agenda](https://thesaleswhisperer.com/joy-stress) and cover it with them upfront
    - Don't wing it
    - Admit when you don't know
- Task-oriented: D & C 
    - C's are slower and like data more
    - D's are risk-takers
    - C's want all the options
    - D's want a couple of options
- Relation-oriented: I & S
- S vs C 
    - Both procrastinate
    - S's procrastinate getting started
    - C's procrastinate finishing
- The three V's 
    - Verbal
    - Vocal
    - Visual
- Take his Sales IQ assessment—48 questions

### Listen To Previous Episodes of[The Sales Podcast](https://www.thesaleswhisperer.com/podcast)

## Links Mentioned In [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)

- Master [**online assessments**](https://www.assessments24x7.com/default.asp) here
- Visit **Dr. Tony Alessandra's** home on the web
- Follow **[Dr. Tony Alessandra](https://twitter.com/TonyAlessandra)** on X
- Connect with **[Dr. Tony Alessandra](https://www.facebook.com/Assessments247)** on Facebook

[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)

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[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)

## [The Sales Whisperer® Way' Chapter 10](https://thesaleswhisperer.com/blog/the-sales-whisperer-way-chapter-10)

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[![](https://thesaleswhisperer.com/hs-fs/hubfs/Brazilian%20Jiu-Jitsu%20blue%20belt%20purple%20belt.jpeg?height=200&name=Brazilian%20Jiu-Jitsu%20blue%20belt%20purple%20belt.jpeg)](https://thesaleswhisperer.com/blog/the-sales-whisperer-way-book-brazilian-jiu-jitsu)

[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)

## [The Sales Whisperer® Way' Brazilian Jiu-Jitsu Chapter](https://thesaleswhisperer.com/blog/the-sales-whisperer-way-book-brazilian-jiu-jitsu)

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[Read more](https://thesaleswhisperer.com/blog/the-sales-whisperer-way-book-brazilian-jiu-jitsu)

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