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Intro To Disc Behavioral Styles


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Intro To Disc Behavioral Styles

  1. 1. Introduction to D I S C Behavioral Styles Franchise Sales Team Workshop Kathy Muller, instructor
  2. 2. What Drives the Buying Decision? <ul><li>“ People don’t buy because they’re made to understand, they buy because they feel understood ” </li></ul><ul><li>- Dr. Tony Alessandra </li></ul><ul><li> “ The Platinum Rule” </li></ul>
  3. 3. More About DiSC <ul><li>DiSC IS </li></ul><ul><ul><li>A universal language of Behaviors and Emotions. </li></ul></ul><ul><ul><li>An observable language. </li></ul></ul><ul><ul><li>A neutral language. </li></ul></ul><ul><ul><li>A silent language. </li></ul></ul>
  4. 4. More About DiSC <ul><li>DiSC is NOT </li></ul><ul><ul><li>A measurement of Intelligence </li></ul></ul><ul><ul><li>An indicator of Values </li></ul></ul><ul><ul><li>A measurement of Skills and Experience </li></ul></ul><ul><ul><li>A gauge of Education and Training </li></ul></ul>
  5. 5. DiSC vs. MBTI <ul><li>DiSC = Dominance, Influence, Steadiness, Conscientiousness </li></ul><ul><li>Measures behaviors in various situations </li></ul><ul><ul><li>(D) Problems, challenges </li></ul></ul><ul><ul><li>(I) Contacts, influence </li></ul></ul><ul><ul><li>(S) Consistency, dependability </li></ul></ul><ul><ul><li>(C) Procedures, constraints </li></ul></ul>
  6. 6. DiSC Reliability <ul><li>Spearman-Brown “split-halves” reliability coefficient </li></ul><ul><ul><li>Dominance (r=92%) </li></ul></ul><ul><ul><li>Influence (r=89%) </li></ul></ul><ul><ul><li>Steadiness (r=91%) </li></ul></ul><ul><ul><li>Compliance (r=90%) </li></ul></ul><ul><ul><li>- Source: Validity and Reliability, the Roodt Report </li></ul></ul>
  7. 7. DiSC Model <ul><li>  </li></ul><ul><li>  </li></ul><ul><li>  </li></ul><ul><li>  </li></ul><ul><li>  </li></ul>D i C S
  8. 8. DiSC 4 Primary Dimensions * <ul><li>Dominance – strong-willed, strong-minded people who like accepting challenges, taking action, and getting immediate results. </li></ul><ul><li>Influence </li></ul><ul><li>Steadiness </li></ul><ul><li>Conscientiousness </li></ul>
  9. 9. DiSC Model <ul><li>  </li></ul><ul><li>  </li></ul><ul><li>  </li></ul><ul><li>  </li></ul><ul><li>  </li></ul>Active * Quick Decisions * Direct * Risk Takers D i C S
  10. 10. DiSC 4 Primary Dimensions * <ul><li>Dominance </li></ul><ul><li>Influence – “people” people who like participating on teams, sharing ideas, and energizing and entertaining others. </li></ul><ul><li>Steadiness </li></ul><ul><li>Conscientiousness </li></ul>
  11. 11. DiSC Model <ul><li>  </li></ul><ul><li>  </li></ul><ul><li>  </li></ul><ul><li>  </li></ul><ul><li>  </li></ul>Accepting People-Focused Receptive Agreeable Active * Quick Decisions * Direct * Risk Takers D i C S
  12. 12. DiSC 4 Primary Dimensions * <ul><li>Dominance </li></ul><ul><li>Influence </li></ul><ul><li>Steadiness – also “people” people who like helping, working behind the scenes, performing in consistent and predictable ways, and being good listeners and team players. </li></ul><ul><li>Conscientiousness </li></ul>
  13. 13. DiSC Model <ul><li>  </li></ul><ul><li>  </li></ul><ul><li>  </li></ul><ul><li>  </li></ul><ul><li>  </li></ul>Thoughtful * Cautious Decisions/Risk * Indirect Accepting People-Focused Receptive Agreeable Active * Quick Decisions * Direct * Risk Takers D i C S
  14. 14. DiSC 4 Primary Dimensions * <ul><li>Dominance </li></ul><ul><li>Influence </li></ul><ul><li>Steadiness </li></ul><ul><li>Conscientiousness – these people are sticklers for quality and like planning ahead, employing systematic approaches, and checking and re-checking for accuracy. </li></ul>
  15. 15. DiSC Model <ul><li>  </li></ul><ul><li>  </li></ul><ul><li>  </li></ul><ul><li>  </li></ul><ul><li>  </li></ul>Accepting People-Focused Receptive Agreeable Questioning Logic-Focused Skeptical Challenging Active * Quick Decisions * Direct * Risk Takers Thoughtful * Cautious Decisions/Risk * Indirect D i C S
  16. 16. DiSC Patterns * <ul><li>15 work behavior patterns </li></ul><ul><li>Primary and secondary styles </li></ul><ul><li>Strengths and weaknesses indicated by Intensity Index (pg. 5) </li></ul>
  17. 17. DiSC – Work Style Tendencies <ul><li>78% = 2 tendencies </li></ul><ul><li>15% = 1 tendency </li></ul><ul><li>5% = 3 tendencies </li></ul><ul><li>2% = 0 or all 4 tendencies </li></ul><ul><li>- Source: Life Associates Database </li></ul>
  18. 18. Buying Style Characteristics * <ul><li>Like this presentation and want to know more? Contact me, Kathy Muller, [email_address] or 281.256.4324 – looking forward to hearing from you! </li></ul>