DYB Podcast EP75 How to Close More Sales and Build Stronger Teams with DISC

EP75 How to Close More Sales and Build Stronger Teams with DISC with Steve and April Burnett

SUMMARY:

In this episode of the DYB Podcast called “How to Close More Sales and Build Stronger Teams with DISC”, Steve Burnett chats with April Burnett and together they walk through what DISC is and how these personality types mix with each other AND, most importantly, how you can use this knowledge to close more sales and build strong teams!

Steve and April share real-world examples of how DISC works and its benefits-—from applying it to sales jobs to dealing with your team to improving family relationships. In particular, they share how they apply DISC to their work and marriage to build a better company and stronger family.

WHAT YOU’LL LEARN:

– DISC
– How each of the 4 personalities related to one another
– How to communicate with other personalities different from your own
– How to play a game to increase your skill of recognizing others’ personality
– Stories to illuminate just how this all works

LISTEN HERE:

QUOTES:

03:48 “First is Dominance. The High D.  I’ll open with a story. I remember before I learned this, I was working on job site and there was a guy there that I felt was so rude to everybody. He was inconsiderate and interruptive and just rude and domineering. So, dominance through and through. After I studied DISC, I learned, oh my goodness, he’s just a high D. He doesn’t mean to be insensitive. He doesn’t mean to be rude.”

06:36 “High I’s. They want everybody to be happy and everybody be okay. They avoid conflict. There’s a book, I think it’s Strengths Finder 2.0, that calls it WOO. Winning Others Over. And that’s huge for high I’s, I believe, across the board.”

07:56 “S is the steady, loyal, even-tempered, accommodating, patient, humble, tactful person. They’re the golden retriever if we’re talking about the animal for each personality. They’re very loyal.”

09:41 “C’s are the conscientious, analytical, reserved, precise, private, and systematic.”

19:25 “But for sales, you had this system of Peg, Pace, and Mirror. You taught me this. So Pegging is being able to say okay, now you know the personality profiles, all four of them–can you peg that potential customer, at the estimate, can you peg their personality? Peg their personality and then pace. Can you then keep up to their pace? And then, of course, mirroring that back to them, speaking their language in a sense.”

32:30 “This is all about increasing your ability to communicate with your team, which then builds your team. The better communicator you are, the more money you make.”

43:19 “Whether you work with your spouse, if you don’t, just personally, I encourage you to consider it. If you feel like, you know April said hey, I would never work him. Well, recently she’s learned a few tools, a few strategies, and we’re going to go over those. If you do work with your spouse, like many of our clients do, and they build successful businesses.”

HIGHLIGHTS:

03:48 D for dominance

05:27 I for influential

07:57 S for steady

09:39 C for conscientious

18:33 Application to sales

23:07 Interacting with other personality types

32:30 DISC in the team and other people

38:05 DISC in the family and marriage

LINKS & RESOURCES MENTIONED IN THIS EPISODE:

DISC Personality Quiz by DYB Coach You’ll need to Make a Copy to take the quiz so everyone can use the same link here. 🙂

ADDITIONAL FREE RESOURCES:

About the Author

As many of you know, my journey has been one of grit, grace, and transformation. At 19, I was a high school dropout, single father, and struggling paint contractor in Michigan. I later moved to Florida, where I faced both personal and professional hardships. With nothing left to lose, I turned to prayer—and was blessed with a relentless hunger to learn. I devoured books, attended seminars, and discovered better ways to streamline and grow my business—even through the Great Recession (and yes, I did hit the wife lottery along the way!). In 2014, I published How To Double Your Business and later sold the painting business, launching a new chapter: coaching others to grow their businesses. For the past 10 years, I’ve dedicated myself to helping business owners scale through the DYB System, while also drawing from frameworks like EOS, Scaling Up, and The Four Disciplines of Execution. Yet something was still missing—something more adaptive, integrated, and complete. Then I found Pinnacle. After months of research and interviews with other Guides, I joined Pinnacle. Their tools and strategies have exceeded every expectation. Now, as a Pinnacle Business Guide, I help leadership teams implement a custom-tailored operating system that draws from the best in the industry—but flexes with your unique business. It’s a dynamic, proven approach to achieve clarity, momentum, and lasting growth. I’m no longer taking on any more 1:1 coaching clients… Instead, I now specialize in working with visionary business owners who are ready to get their leadership teams aligned—around a clear vision, a focused strategy, and an actionable execution plan. With the tools and process I now have as a Pinnacle Business Guide, I help turn alignment into momentum, and momentum into results. If your business is growing—but your leadership team isn’t fully rowing in the same direction—let’s talk.