Sell By Design: A Guide to Personality Based Selling

Sell By Design: A Guide to Personality Based Selling

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Sell By Design: A Guide to Personality Based Selling

Sell by Design is a practical guide that shows you how to read a prospect’s DISC style — Dominant, Inspiring, Supportive, or Cautious — and sell to them the way they actually want to buy. Business coach and sales strategist Dave Kauffman pairs the DISC model with Zig Ziglar’s proven 7-step sales P.R.O.C.E.S.S. so you stop pitching and start connecting. It will help you:

  • Identify a prospect’s DISC style in the first few minutes of a conversation
  • Apply Ziglar’s 7-Step Sales P.R.O.C.E.S.S. — Prospect, Relate, Open a Dialogue, Confirm Needs, Explain Needs, Sell the Value, Simply Ask for the Sale
  • Adjust your pitch, pace, and close for each of the four DISC styles
  • Recognize your own natural selling style and its blind spots
  • Turn one-time buyers into lifetime clients with style-specific follow-up

Stop pitching. Start designing your sale.

This is a Digital PDF Workbook that will be made available to download immediately after purchase.

$27.00

I wasn’t always good at sales. I was good at talking — there’s a difference.

That’s how business coach and sales strategist Dave Kauffman opens Sell by Design — and it’s the lesson at the center of the book. Most salespeople sell the way they’d want to be sold to, which works on people wired like them and creates friction with everyone else. DISC fixes that by showing you how your prospect actually wants to buy, and Zig Ziglar’s proven 7-step sales process gives you the structure to get there.

Sell by Design pairs the DISC model — Dominant, Inspiring, Supportive, and Cautious — with Ziglar’s 7-Step Sales P.R.O.C.E.S.S. (Prospect, Relate, Open a Dialogue, Confirm Needs, Explain Needs, Sell the Value, Simply Ask for the Sale) so you can read a prospect’s style fast and adjust how you sell to match it — not who you are, just how you communicate.

What’s Inside

  • What DISC is and why it matters in sales — the four quadrants and what drives each style
  • In-depth chapters on all four personality types (D, I, S, and C) — core characteristics, what drives them, and how they behave under pressure
  • How to read a prospect’s style fast, using cues like office decor, greeting style, first questions, and decision speed
  • Zig Ziglar’s 7-Step Sales P.R.O.C.E.S.S., explained step by step
  • Chapter-by-chapter playbooks for selling to each DISC style — what to do, what to avoid, and how to apply Ziglar’s steps to each one
  • How to adapt YOUR natural selling style, including the blind spots of high-D, high-I, high-S, and high-C sellers
  • Three real-world coaching scenarios showing DISC mismatches diagnosed and closed
  • How to serve and retain each style after the sale, and ask for referrals in the way each style actually gives them

Who It’s For

Salespeople, business owners, and entrepreneurs who want to stop pitching the same way to everyone and start selling in the language each prospect actually buys in.

About the Author

Dave Kauffman is a business coach, sales strategist, and speaker, and the founder of Empowering Small Biz. A certified DISC practitioner and longtime student of Zig Ziglar’s work, he helps entrepreneurs and small business owners build sales systems that are ethical, effective, and built around the people they serve.

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