Nobody wakes up chanting your company name (Mom excluded). Prospects move through predictable stages, and your job is to guide them without being intrusive.

Ever wish your team came with user manuals? The DISC behavioral framework is the next best alternative. Instead of animal mascots, we’ll keep it straight: D, I, S, C—four common patterns of observable behavior. Learn to spot them, flex your style, and you’ll spend less time refereeing misunderstandings and more time shipping results.

Spoiler: flying blind costs more fabric. However, not every plan requires a 97-slide deck.