TOBIAS VALK
Head of Advisory, Member of the Executive Committee
DISC Type: Di (Driver)
Use a results-focused, fast-paced, and risk-tolerant approach.
Do:
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Use an energetic, assertive tone |
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Highlight competitive advantages of your product |
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Don't be overly friendly; push back when you need to |
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Don't give in-depth descriptions without explaining bottom line impact |
ISABELLE ALLEN
Global Head of Consumer & Retail
DISC Type: D (Captain)
Communicate with a direct, clear, and high intensity approach towards achieving goals.
Do:
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Highlight competitive advantages of your product |
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Respect the call's length and end on-schedule |
Don't:
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Don't sugarcoat or use vague, overly-optimistic language to describe the value of your product |
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Focus too much on what others are doing |
IRA BERMAN
Director at KPMG Strategy
DISC Type: S (Supporter)
Be accomodating, focusing on loyalty and longevity.
Do:
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Take additional time to highlight the stability and security of the product |
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Put their concerns and risks at the forefront over building rapport |
Don't:
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Don't push for a conclusion too quickly without taking time to build trust |
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Don't use a demanding or pushy tone; stay calm and supportive |
SINÉAD HUNTER
Strategic Sales, EMA Region
DISC Type: DI (Initiator)
Be casual and fast-paced in your communication while emphasizing future oppportunities.
Do:
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Focus more on high-level summaries rather than deep-diving on specific questions |
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Speak with high energy and answer questions directly |
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Don't focus on risk or downside; prioritize the potential upside |
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Don't tell a personal story unless it's relevant to the conversation |
RADAK HALÍČ
Chairman & CEO of KPMG Central and Eastern Europe, Managing Partner of KPMG in the Czech Republic
DISC Type: D (Captain)
Be enthusiastic, bold, and decisive
Do:
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Focus on the advantages they will gain |
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Speak with high energy and answer questions directly |
Don't:
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Delay questions until the end of the conversation |
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Don't sound hesitant or passive |
HAN VAN DELDEN
Partner at KPMG
DISC Type: Si (Counselor)
Communicate with a relational tone and demonstrate a high level of care for the other people involved.
Do:
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Provide smooth, proven ways to get buy-in from others on the team |
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Use a warm, friendly tone |
Don't:
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Don't make unnecessary changes to well-established, trusted processes |
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Don't assume they will be upfront about concerns; plan to lead this conversation yourself |
COEN PRIEM
Partner at KPMG Netherlands
DISC Type: Cd (Skeptic)
Communicate with a logical, factual approach and focus on efficiency.
Do:
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Use specific, blunt language, as she learns best through direct communication |
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Bring up potential issues upfront, rather than dancing around them |
Don't:
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Don't gloss over logistical issues or potential objections |
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Don't prioritize small talk; focus on information specific to the topic or product |
PAUL KNOPP
Chair and CEO at KPMG US
DISC Type: CD (Questioner)
Communicate with a direct, logical, and detail-oriented approach.
Do:
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Use a serious, business-like tone as opposed to a casual tone |
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Be upfront and blunt about potential issues |
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Don't use too much casual language; instead focus on professionalism |
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Don't bounce around between many conversation pieces; stay focused |
Crystal gives me insights and helps me connect with my clients at a far deeper level than any google search ever could.
Crystal is like a cheat sheet in the sales process. You can use the right communication style for every prospect, even in the first call.
The first 5 minutes of any meeting is absolutely crucial. That’s where Crystal helps my team the most.
