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Disc or jedi mind tricks?
This document provides an overview of the DISC behavioral assessment tool. It begins with an agenda for a workshop on DISC that will cover introductions, a DISC overview, behavioral styles, DISC profiles, and applications to sales. It then discusses what participants can learn, including about themselves and others. The document defines what DISC is and is not, specifically that it is about observable behaviors and not about intelligence, values, skills or education. It provides histories of behavioral observation and the development of DISC. It then gives descriptions of each of the four main behavioral styles - D (Dominant), I (Influencing), S (Steady), and C (Conscientious) - including their tendencies, motivations
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Disc or jedi mind tricks?
- 1. DISC or JediMind Tricks? How to Build Instant Rapport and Get Your Message Across in Record Time
- 2. Today’s program … •Introductions • DISC overview • Behavioral styles • Your DISC profile • DISC and sales • Finish by 12:00 noon
- 3. What I wantfrom this workshop … Share your objectives…
- 4. What can Ipossibly learn today? • Learn something about yourself, even if you think you already know everything! • Learn something about behavioral styles • Learn how to improve or change your relationship with your team, your family & friends
- 5. So, what isDISC? Firstly, this is what it is not …
- 6. DISC is NOTabout: • a person’s INTELLIGENCE • a person’s VALUES • a person’s SKILLS and EXPERIENCE • a person’s EDUCATION and TRAINING
- 7. But DISC is… • an OBSERVABLE LANGUAGE • a UNIVERSAL LANGUAGE • a NEUTRAL LANGUAGE • a SILENT LANGUAGE
- 8. DISC is aboutthe HOW... - it describes HOW people behave and HOW we can respond to them to get our needs and their needs met!
- 9. DISC can showyou how to... Understand your own style, and how your behaviour is perceived by others. Identify someone else’s style so you can treat them the way they like to be treated. Adjust your behaviour so people are more at ease with you, and you with them. Enhance your Leadership ability & get more from your team
- 10. Why understand DISC? Avoidsparking conflict in the workplace Improve relationships – even if you don’t want to You’ll know why someone can’t stand you. You’ll know why you can’t stand someone You’ll build teams that actually work
- 11. History of theDISC language … • 400BC Hippocrates observed and classified four different human behaviors • 1921 C.G. Jung described 4 “types”; thinking, feeling, sensation and intuition. Further divided into “introversion” and “extroversion”. • 1928 “The Emotions of Normal People” published by Dr. William Moulton Marston – this is the theory we use today, and provides the basis for today’s workshop.
- 12. DISC is nota test! • You cannot pass or fail • There are no right or wrong answers • There is no style that is better than another
- 14. A review ofeach of the DISC styles …
- 15. The “D” Style Selfconfident, forceful and competitive Likes things to be busy and moving Has to move fast and furious Loves being in control Wants results now!
- 16. What does dominantmean? Controlling Questioning the status quo Taking authority Managing trouble Solving problems Impatient
- 17. D — DOMINANCE Emphasize:shaping the environment by overcoming opposition and challenge Tendencies: getting immediate results, taking action, accepting challenges Motivated by: challenge, power and authority, direct answers Fears: loss of control in their environment; being taken advantage of You will notice: self-confidence, decisiveness, and risk-taking Limitations: lack of concern for others, impatience
- 18. More About You:DIf you have a high-D style, your strengths as a co-worker or team member may be that you make decisions when others cannot confront tough issues or situations accept change as a personal challenge keep the team focused and on task Others may see limitations because you may come across as unapproachable can be insensitive to others may show impatience with others try to move the team before it is ready You can be more effective by developing more patience toning down your directness and asking more questions working on your body language to seem more approachable and offering more encouragement in conversation
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- 20. You know you’rea “High D” when… • You are walking around the lake and decide you’d like to walk across it for a change… • You feel the urge to direct traffic at 5 pm… • You start reminiscing about the good old days when it was legal to duel with guns to settle an argument … • You arrive at work at 8am and by 8.03am no one is speaking to you!
- 21. Discuss How do youcope with people when they behave in a “D” Style?
- 22. Talkative, enthusiastic, energetic& optimistic Likes things to be stimulating, personal, cluttered and friendly Do it when you feel like it ! Likes variety Loves to be the centre of attention The “I” Style
- 23. Charming Optimism & enthusiasm Confident Creative& problem solving Convincing Motivates others towards goals Enthusiastic, Inspiring, Team Player What does Influential Mean?
- 24. I — INFLUENCE Emphasize:shaping the environment by persuading and influencing others Tendencies involvement with people, making a favorable impression Motivated by: social recognition, group activities, relationships Fears: social rejection, disapproval, loss of influence You will notice: enthusiasm, charm, sociability Limitations: impulsiveness, disorganization, and lack of follow through
- 25. More About You:I If you have a high-i style, your strengths as a co-worker or team member may be that you are available to others inspire others spread your enthusiasm and positive attitude to others give positive feedback to your colleagues Others may see limitations because you can be disorganized may be superficial in your approach lack follow-through You can be more effective by listening more carefully becoming more organized providing more detail
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- 27. You know you’rea “High I” when • You’re leaving a message and you need to call four times to leave the entire message … • You offer to help an elderly lady cross the street when she is sitting on her front porch with no intention of moving … • You dial a wrong number and engage the person in conversation for half an hour, anyway! • You consider that strangers are just friends you haven’t met yet!
- 28. Discuss How do youcope with people when they behave in an “I” Style?
- 29. Friendly, co-operative, andpatient Likes things to be relaxed, warm and informal Needs time to think before acting Feels safe when people get along and things stay the same Just needs the occasional pat on the back The “S” Style
- 30. S — STEADINESS Emphasize:achieving stability, accomplishing tasks by cooperating with others Tendencies: calm, patient, loyal, good listener Motivated by: infrequent change, stability, sincere appreciation, cooperation Fears: loss of stability, the unknown, change, unpredictability You will notice: patience, a team player, stability, methodical approach, calm Limitations: overly willing to give, putting their needs last
- 31. More About You:S If you have a high-S style, your strengths as a co-worker or team member may be that you • are a good team player • are sensitive to others’ needs • approach meeting agendas methodically • listen well • are likable Others may see limitations because you • can be indecisive • may be indirect • resist change You can be more effective by • becoming more assertive and direct • coping better with change • not carrying the burden of everyone else’s problems
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- 33. You know you’rea “High S” when• You listen for 30 minutes to a sales pitch for snow removal equipment – and you live in Queensland … • Are checked for signs of life when a co-worker observes a spider building a web between you and your chair … • Are so diplomatic when you fire a person they thank you and take you out for lunch!
- 34. Discuss How do youcope with people when they behave in a “S” Style?
- 35. Insists that thingsbe accurate and a high standard. Likes things to be structured, organised, functional and formal Does thing according to the system and not concerned with slower time Has to be well prepared Needs to get it right The “C” Style
- 36. C — CONSCIENTIOUSNESS Emphasize:working within circumstances to ensure quality and accuracy Tendencies: attention to standards and details, analytical thinking Motivated by: clearly defined performance expectations, quality and accuracy being valued Fears: criticism of their work, slipshod methods You will notice: behavior that is cautious, precise, diplomatic, restrained Limitations: overly critical of self and others, indecision because of desire to collect and analyze data
- 37. More About You:C If you have a high-C style, your strengths as a co-worker or team member may be that you • are thorough • follow standards • emphasize accuracy • use diplomacy Others may see limitations because you • can be overly concerned with perfection • act aloof • tend to hamper others’ creativity by sticking to the rules You can be more effective by • accepting differences • being more open • focusing on communication
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- 39. You know you’rea “High C” when… • You write a 5-page report, when all you were asked for was the number of tickets you need for the picnic … • You make a habit out of checking the claims of laundry detergents … • You run out of petrol on purpose to find out exactly how far your car goes on a litre of petrol … • You receive a one-way ticket from your team, for a 2- week vacation in a country at civil war!
- 40. Discuss How do youcope with people when they behave in a “C” Style?
- 41. In a team… • D’s are the initiators and the drivers and aren’t intimidated by problems • I’s are the motivators and provide energy and enthusiasm • S’s align the team and work tirelessly to complete the project • C’s ensure quality control and happily attend to the ‘fiddly’ details
- 42. People Reading Clues… When we see the world from the experience of others, we communicate with them more effectively.
- 43. Clues to lookfor … D i S C Personal decor Large, new, practical Flashy, trendy & fun Family mementos Functional, simple Body language Leans forward, big gestures Hand gestures, smiling Softly spoken, reassuring, gentle tones Controlled, reserved, assessing Organisation Practical, not neat Piles rather than files Systematic, traditional Highly organised Energisers Aggressive physical competition Social activity and interaction Retreating, quiet or family activity Solitude, thinking activity Speech Patterns Direct, abrupt, interrupting Talkative, easily distracted Warmth, attentive listening Logical, clarifying, emotionless
- 44. In life … Gettinginto a busy elevator… • The D walks up, gets on the elevator, and pushes the button that closes the door. • The I lets others in, says “Always room for one more,” and “Come in, you’re going to be late; we’ll wait for you!” • The S will wait in line, moving from one line to another, unable to make a decision. • The C will get on the elevator. If it’s crowded, the C will count the number of people and, if the number is over the limit, will make someone get off.
- 45. In life … Shoppingfor groceries… • The D is the impulse shopper. No list. • The i tells you where everything is in the store, whether you ask or not. • The S is prepared, has a list, and gets it done efficiently. • The C wouldn’t think of going shopping without coupons and a calculator.
- 46. Group Activity… • Divideinto 4 groups; 1 for each behavioural style • You are the Social Club Committee for your work place • Design your next social club function for 200, complete with location, catering, costing, entertainment etc. • Appoint a spokesperson who will describe all the details of the function to the rest of the group
- 47. Modalities of Communication •Understanding your own communication style (VAK) will help you understand how your communication is impacting others • Learning how to be “high DISC” means that you can communicate more effectively with all “styles” • DISC is about your behavioural style … •Now let’s explore your VAK (your preferred communication modality)
- 48. “High DISC” peoplecommunicate in 3 different ways: Visual Auditory Kinesthetic 40% 20% 40%
- 49. Visual people … •Remember what they see rather than what they hear • Use words like “I see what you mean” • Like to doodle whilst on the phone or in a meeting • Are keen, fast readers • Are appearance oriented • Are rarely distracted by noise
- 50. Auditory people … •Are talkative and love discussion • Are easily distracted by noise • Talk to themselves • Use words like “I hear what you’re saying” • Are frequently eloquent speakers • Learn through listening
- 51. Kynesthetic people … •Stand close when talking to someone • Gain attention by touching • Gesticulate a lot • May have messy hand-writing • Can’t sit still for long periods of time • Use words like “I know how you feel”
- 52. How is DISCrelevant to sales? • People buy from people they like … therefore, if they don’t like you, they won’t buy from you • The size of the sale is determined by the size of the relationship you’ve built with your customer • Influence is the key to successful selling of a product or an idea
- 53. Selling to thedifferent styles … To be consistently successful in sales, an informed or intuitive sales person will ADAPT his/her behavioural style to match the style of the customer.
- 54. Buying Styles /Selling Approaches Buying Style: Telling what is wanted in a strong, direct manner. Deciding quickly when results are perceived, based upon key data and projected benefits. High D Selling Approach: Direct, results-oriented: telling in a strong, direct manner. Expecting the buyer to quickly decide based upon key data and perceived benefits and results.
- 55. Buying Styles /Selling Approaches Buying Style: Telling about ideas and accomplishments in an expressive, accepting manner. Deciding to purchase suddenly, after perceiving that the two of you are on the same frequency. High I Selling Approach: Expressive, Relationship: Telling in an expressive, accepting manner. Expecting the buyer to be quickly influenced by the relationship.
- 56. Buying Styles /Selling Approaches Buying Style: Listening with some expression of acceptance. Deciding after having heard enough facts to indicate that you clearly understand their needs and are prepared to meet them. High S Selling Approach: Supportive, Cooperative: Asking in a calm, accepting manner. Expecting the buyer to progress steadily toward a decision as the relationship develops.
- 57. Buying Styles /Selling Approaches Buying Style: Listening in a controlled manner, asking key questions if needed. Deciding ultimately after all the facts are analyzed and the desired results are no longer in doubt. High C Selling Approach: Analytical, Deliberative: Asking in a controlled, logical manner. Expecting the buyer to decide after all the facts are available and results have been projected.
- 58. Decision-Making by DISCProfile: What product or service does for them. Who is using your product or service and what they say about it. How product or service will help stabilize conditions for them. Why product or service is a logical investment for them. D I S C
- 59. So how dowe make use of this information?
- 60. Workplace Relationships Look atthe people you work with, partners, significant clients/customers and suppliers
- 61. What is theirstyle? Use the visual clues to guess the style of each person Do some people rub you up the wrong way while with others it’s smooth sailing?
- 62. Remember what isessential may be invisible … Take time to explore beneath the surface …
- 63. Dominating bully whodoesn’t care about anyone. Only cares about getting the job finished no matter who gets hurt. Commonly thought of as a mongrel. The Dark “D”
- 64. Talks incessantly andhas a great aversion to work. Selfish as a plank of wood. Favourite subject is themselves. Loyal if it suits them, and when it doesn’t … they’ll forget the agreement! The Dark “I”
- 65. Slow dull andboring. Has no drive to get things done. Absolutely dishonest in that they’ll always agree ‘face-to-face’ and then find reasons not to later. Very frustrating to be around. The Dark “S”
- 66. Pedantic and judgementalto the extreme. Given their own way, all they do is block, block, block. Poor social skills and a ‘holier than thou’ attitude. Not liked (hard to like) The Dark “C”
- 67. To Finish Up… •Top 7 things you’ve got from today • Questions???