Should we practice "DISC apartheid" with our customers?
BLUF: The CEO/Sales director of the 15 person company where I work has suggested that we only deal with customers based on matching DISC profiles. Is this a good idea?
As part of our sales process, we assign DISC profiles to prospective customers (actually Thinker, Doer, Actor, Friend - but I believe there's a one-to-one correspondence with DISC). At a company strategy session, our CEO has suggested that we should aim to only deal with customers of a similar DISC profile to ourselves. This means our CEO would always deal with high Is (he is the best example of a high I within our company) and other DISC types would be dealt with by other people within the company. This does suggest that some customers would not be dealt with by our two person sales team.
So, I'm interested to hear views: is this kind of "DISC-pairing" something we should always aim for?, something we should ignore totally? (but still remain aware of prospective customer's DISC profiles and act accordingly) or something in between?
For what it's worth, I'm sceptical about this idea (if you haven't guessed already). I think it's better to use other criteria to establish who talks to specific customers and to practice good communication (i.e. being aware of my own style and seeking to minimize differences in style).
Thanks for your suggestions!