You’re Not Selling Them, You’re Selling You
Have you ever walked away from a sales call thinking, “Nailed it!”—only to hear nothing back? You hit all the talking points, believed in what you offered, and felt confident the deal would close. But it didn’t. The prospect ghosted you, leaving you to wonder what went wrong.
What if they connected with the product but didn’t connect with you?
So, what’s the issue?
Your DISC personality style shapes how you communicate—and that includes how you sell.
- 🦅 Eagles lead with confidence and control.
- 🦜 Parrots tell stories and dial up the enthusiasm.
- 🕊️ Doves build relationships and prioritize trust.
- 🦉 Owls slow down and let the data speak.
Each style can help someone become a highly successful salesperson, until you’re pitching someone who operates on a different wavelength. If you’re selling to someone with a different personality style than yours, one of you will walk away drained. Spoiler alert: It should be you.
Selling the Way You Buy Is a Missed Opportunity
Imagine an energetic Parrot pitching to a cautious Owl. The Parrot is full of hype, smiling, joking, and painting an exciting vision of the future. Meanwhile, the Owl quietly wonders: Where’s the proof? What are the actual numbers? Or picture it in reverse: the Owl methodically reviews a well-researched proposal. Every number is supported by data. But the Parrot prospect tunes out—no spark, no connection, no sale.
How to Sell to Each DISC Style
Let’s make the DISC styles easy to remember and refer to them as Eagles (D), Parrots (I), Doves (S), and Owls (C):
🦅 Selling to Eagles: Lead with Results
Eagles seek action, confidence, and power. Respect their time. Demonstrate how your solution helps them advance, and do it quickly.
What to do:
- Get to the point
- Focus on results
- Show them how it gives them control, status, or a competitive edge
🦜 Selling to Parrots: Make It Engaging and Inspiring
Parrots thrive on energy and optimism. They seek excitement, not just information.
What to do:
- Tell stories
- Be expressive and positive
- Let them dream big with you
🕊️ Selling to Doves: Build a Relationship First
Doves value trust, sincerity, and connection. They’ll choose the person who feels right, not just the product that looks right.
What to do:
- Listen genuinely
- Show empathy and care
- Emphasize how your solution helps others too
🦉 Selling to Owls: Respect the Details
Owls are careful and deliberate. They don’t prefer the hard sell. They seek logic, structure, and sound reasoning.
What to do:
- Bring data
- Be prepared for questions
- Don’t say “trust me,” show the proof
Why This Works
When you align your approach with their DISC personality style, you’re no longer pushing a sale. You’re building trust. That’s the difference between a forgettable pitch and a genuine connection. You don’t need slicker language or a fancier closing script. You need to be the adaptable and perceptive chameleon who tunes into what they need and how they want to be sold.
Final Thought: Adaptability Beats Persuasion
Great salespeople don’t just know their stuff; they adapt quickly. If you want to close more deals, learn to recognize personality styles, adapt your approach, and meet people where they are. When you make people feel seen, they’re much more likely to say yes.
About the Author
Merrick Rosenberg is the author of Personality Intelligence: Master the Art of Being You, The Chameleon, and many other books for adults, students, and kids. He is the creator of the Eagle, Parrot, Dove, and Owl personality approach. As an award-winning speaker and President of Take Flight Learning, Merrick teaches people how to understand themselves and others through the lens of personality, because when you know your style, you unlock your path.
