— 01 / Extended DISC® Assessment
Not a
Personality
label.
A behavioural
strategy tool.
The real advantage isn’t knowing your own style — it’s learning to identify the other person’s behavioural style and adapting your communication, pace, and approach accordingly.
- Certified Extended DISC® Practitioner
- ICF Member
- 30 Years Experience
Milind Kulkarni
Sales Coach & Extended DISC® Consultant
Milind Kulkarni
Certified Extended DISC® Consultant · Sales Coach · Speaker
- 30 Years Experience
- 250+ Clients
- Certified Extended DISC®
- ICF Certified
500+
DISC Reports
50+
Workshops
15+
Years Practice
— The Four Behavioural Styles
Every person buys, communicates,
and decides differently.
Extended DISC® reveals how your people think, communicate, and work — so you can adapt your approach and build better outcomes.
C
Conscientiousness
Analytical · Precise · Systematic · Quality-focused
This buyer wants: Data, accuracy, proof, logic, and detailed process
— Leverage attention to detail without overthinking
C
Dominance
Direct · Results-driven · Decisive · Competitive
This buyer wants: Speed, confidence, results, ROI, and control
— Channel drive without damaging relationships
S
Steadiness
Patient · Supportive · Reliable · Team-oriented
This buyer wants: Trust, stability, patience, and low risk
— Build on loyalty and manage resistance to change
I
Influence
Enthusiastic · Collaborative · Communicative · Optimistic
This buyer wants: Relationships, excitement, recognition, and vision
— Focus energy and improve follow-through
Individual · Team · Leadership profiles available
— The Sales Reality
Most
salespeople fail
for this reason.
Not because they lack product knowledge — but because they sell using their own style instead of adapting to the customer's style.
I
C
Influence seller → Conscientiousness buyer
Overwhelms the buyer with enthusiasm and energy — but delivers too little evidence and data.
D
S
Dominance seller → Steadiness buyer
Pushes too hard, too fast — and loses the trust that the buyer needs before committing.
C
D
Conscientiousness seller → Dominance buyer
Drowns the buyer in unnecessary details when all they want is the bottom line and ROI.
"Treat others the way they want to be treated"
The core of successful sales communication
— Why Extended DISC®
Goes deeper than
standard DISC.
Standard DISC gives you a label. Extended DISC® gives you a behavioural strategy — revealing not just who someone is, but how they adapt under pressure, what motivates them, and where the friction points lie.
- Natural vs adapted behaviour
- Stress indicators
- Communication adjustments
- Motivators & demotivators
- Emotional pressure patterns
Extremely useful in
- Business Coaching
- Leadership
- Recruitment
- Team Conflict Resolution
- Negotiation
- Client Relationship Management
- Entrepreneur Development
— Our Business Coaching Method
Five ways we use
Extended DISC®.
As a sales coach, Extended DISC® isn't just an assessment — it's the foundation of a complete performance system.
01
Salesperson Coaching
Identify why the salesperson struggles
- Fear of rejection
- Difficulty closing
- Weak prospecting
- Over-talking
- Poor listening
- Avoiding conflict
- Lack of follow-up discipline
02
Customer Behaviour Mapping
Teach teams to recognise behavioural clues within 2–5 minutes
- Speech speed
- Email style
- Office setup
- Decision speed
- Questions asked
- Objection patterns
03
Sales Process Alignment
Different styles buy differently
- D buys outcomes
- I buys emotion
- S buys certainty
- C buys evidence
04
Stress & Burnout Detection
Reveal behavioural adjustments caused by pressure or role mismatch
- Fatigue
- Emotional exhaustion
- Reduced resilience
- Lower closing confidence
05
Building Balanced Teams
Behavioural diversity creates stronger performance
- All Ds — aggression & internal competition
- All Ss — avoid proactive activity
- Balanced teams outperform skewed ones
— Benefits
Four ways
EDISC
moves the needle.
Businesses that use EDISC see measurable changes in communication, retention, and performance — usually within the first 30 days.
🤝
Improve team communication
Overwhelms the buyer with enthusiasm and energy — but delivers too little evidence and data.
🎯
Hire the right people
Match job roles with behavioral profiles. Stop hiring for skills and losing for personality.
📈
Boost sales performance
Salespeople who adapt their style to each buyer close 30–40% more consistently.
👑
Develop better leaders
Leaders who know their EDISC style lead with awareness — not default behavior under pressure.
— Who Benefits
Built for SMB leaders
at every level.
Extended DISC® works exceptionally well in practical SMB environments — from sales teams to family businesses to technical founders building sales confidence.
🏢
Business Owners
Understand your team dynamic and lead with clarity
📊
Sales Teams
Adapt communication style to close more deals, faster
🎧
Customer Service Staff
Read customer behaviour and respond with precision
🤝
Account Managers
Build deeper client relationships through behavioural awareness
🎓
Leadership Teams
Reduce conflict, improve decisions, align culture
👨👩👧👦
Family Businesses
Navigate family dynamics with professional behavioural tools
💻
Technical Founders
Build sales confidence without changing who you are
Especially Valuable
When combined with
- Sales process training
- Emotional intelligence
- Coaching
- CRM discipline
- Real-world role plays
- Prospecting frameworks
- Objection handling systems
— Simple 4-Step Process
How an EDISC
engagement
differently.
1
Book Assessment
20-min online questionnaire completed at your own pace
2
Receive Report
25-40 page personalized EDISC profile delivered within 24 hours
3
Debrief Session
60-min 1:1 session with certified coach to unpack your results
— Reports
Individual or
team-level?
Both deliver profound clarity. The right choice depends on where your biggest opportunity lies right now.
01.
Individual Report
For founders, executives, and individuals. A 25-40 page report covering your natural style, adapted style, strengths, blind spots, and development areas.
- Personal behavioral profile
- Communication preferences
- Decision-making patterns
- 1:1 debrief session included
02.
Team Report
For leadership teams and departments. Maps collective behavioral dynamics and reveals how the team actually operates under pressure.
- Team behavioral map
- Communication gaps & friction points
- Decision-making dynamics
- Half-day team workshop included
An important point
DISC should never be used to "box" people
Good facilitators use it as a conversation framework and behavioural awareness tool — not as a rigid judgement system. Even critics of DISC acknowledge its value for communication awareness and team conversations when used correctly.
— Testimonials
What clients say
about Extended DISC®.
"
The EDISC workshop was the single most impactful thing we did for our team this year. We finally understood WHY we kept clashing — and it had nothing to do with competence. It was all about behavioral style.
Rahul K.
CEO, Tech SME
Pune
"
The EDISC workshop was the single most impactful thing we did for our team this year. We finally understood WHY we kept clashing — and it had nothing to do with competence. It was all about behavioral style.
Priya M.
HR Manager
Manufacturing Co.
"
The EDISC workshop was the single most impactful thing we did for our team this year. We finally understood WHY we kept clashing — and it had nothing to do with competence. It was all about behavioral style.
