The RFP Success® Company


Subscribe to the rfp success show:

EP021: Understanding DISC Behavioral Styles for Better Communication – with Drea Douglass of The Brooks Group


Behavior style drives communication preference. Some prefer directness and brevity while others like a friendly, casual approach. Some are extremely detail-oriented while others focus on the big picture. The ability to recognize DISC profiles and adapt to the preferences of your colleagues and clients has benefits in the realm of sales, hiring and team development—all integral parts of the RFP process!

Drea Douglass is the Director of Talent Management Consulting with The Brooks Group, a corporate sales and sales leadership training company that helps clients build high-performing sales teams. In her role, Drea is responsible for assessment interpretation as well as hiring and development consultation. She has eight years of experience in sales training and assessment, working with organizations in a variety of industries to help them hire the best people for open positions, develop existing employees and prepare for the future.

Today, Drea joins us to explain the benefits of understanding behavioral styles and the value of taking a neutral approach to communication in the sales setting. She walks us through the four DISC behavioral styles, discussing where conflicts arise among the personality types, how the assessment can help teams value each other and how to apply your understanding of DISC to the writing of an RFP. Drea also offers insight on leveraging the DISC assessment in the hiring process to understand the behaviors, motivation and personal skills of each candidate. Listen in for Drea’s advice around identifying the communication preference of the person across the table and learn to adapt your style to ‘meet them where they are.’



Key Takeaways

  • Drea’s role in the assessments arena at The Brooks Group

  • The benefits of understanding behavioral styles

  • The two fundamental communication truths

    • People tend to see different as wrong

    • Take communication styles personally

  • The importance of approaching in neutral in a sales setting

  • The four DISC behavioral styles

    • Dominance

    • Influencing

    • Steadiness

    • Compliance

  • Where conflicts arise among the DISC personality types

  • The concept of interactive flexibility in the sales environment

  • Why building trust is more important than likability

  • How to apply the DISC profile to the writing of an RFP

  • How to tier your RFP answers to appeal to a wide audience

  • How assessments can help in the hiring process

    • Measure behaviors, motivation and personal skills

    • Understand who person is long-term

  • How the DISC assessment can help teams value each other

  • How improved communication can impact revenue