The document discusses how to read people like books by observing their behavior across two key dimensions: openness and directness. It outlines the strengths and struggles of the four main behavioral styles - dominance, influence, steadiness, and conscientiousness - and provides tips on how to interact effectively with each style. The document advocates adapting one's own style to better relate to others and concludes by listing potential applications of behavioral style assessments in areas like sales training, leadership development, and team building.

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How to Read a Person
Like a Book
Tony Alessandra
Founder & CEO, Assessments 24x7 LLC

2. Reading Customers
Verbal
Vocal
Visual
2

3. The Two Dimensions of Observable Behavior

4. GUARDED
OPEN
INDIRECT DIRECT

5. Conscientious/
Thinker/Analytical
Influence/
Socializer/Expressive
Steadiness/
Relater/Amiable
Dominance/
Director/Driver

6. Strengths
 Takes charge, competitive, gets things done
 Likes challenges and even confrontation
 Juggling several things at the same time
 ENSURING bottom-line results
Struggles
 Patience
 Being diplomatic - lacks tact
 Listening
 Quick to delegate, slow to instruct
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7. Strengths
 Think fast on their feet
 Optimistic, inspirational, creative
 Verbally persuasive
 PROMOTING ideas, opportunities or people
Struggles
 Formal reports
 Details
 Impulsive
 Re-doing anything once it’s been done
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8. Strengths
 Friendly & sensitive – creates group harmony
 Loyal – Team player
 Best listener
 COORDINATING and COOPERATING with others
• Struggles
 Competition
 Making big decisions because they dislike change
 Delegation – would rather do the work themselves
 Lack a sense of urgency
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9. Strengths
 Quick to think but slow to speak
 Accuracy
 Problem solving skills
 ORGANIZING & PLANNING; sometimes even spontaneity
• Struggles
 Working in unpredictable or disorganized environments
 Involvement with others – works slowly and precisely alone
 Confrontation – will avoid the situation or individual
 Making timely decisions - can be overly reliant on data
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10. I WISH I KNEW ABOUT STYLES…

11. Task
Relationship
Slower Faster

12. 1. Allow others to do things without
excessive interference
2. Participate in the group without
expecting always to be in command
3. Praise/give credit for jobs well done
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13. • Keep your relationship businesslike
• Be prepared, fast-paced, do your homework
• Give options with cost/benefit summary
• Respond quickly to their problems
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14. How Does Each Style…
Fire Someone?

15. 1. Write things down; work from a list,
prioritize in order of importance
2. Get the less appealing tasks of the day
over with early in the day
3. Pay attention to your time management
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16. • Let them set the pace of the meeting
• Show more animation and enthusiasm
• Be slow to criticize; quick to praise
• Summarize all in writing, avoid complications
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17. How Does Each Style…
Handle the Monthly Checking
Statement?

18. 1. Stretch; taking on more/different duties
2. Speed up your actions by getting into
some projects more quickly
3. Desensitize yourself so you aren't
negatively affected by others' feelings
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19. • Build trust/credibility before building business
• Show how changes will benefit them/ others
• Provide guidance and personal assurances
• Practice predictable, personal service
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20. How Does Each Style…
Interact with an Elevator?

21. 1. Modify your criticism (whether spoken
or unspoken) of others' work
2. Check only the critical things (as
opposed to everything)
3. Engage in more water cooler interaction
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22. • Avoid too much social talk
• Provide logical options with documentation
• Give them time to think
• Follow a timetable for measuring results
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23. How Does Each Style…
Learn Something New?

24. DISC Virtual Training…
1. Sales Training –adapt selling style to fit customer’s buying style.
2. Leadership Development –how managers adapt their leadership style to optimize the employees’ work
style.
3. Team Building – create teams based on compatible skills and traits by finding out who will mesh and
who will clash.
4. Customer Service Training –how to exceed customer’s expectations.
5. Communication Management –how to bring clarity and newfound understanding among otherwise
contrasting DISC styles.
www.DrTonyVirtualTraining.com
http://www.DrTonyVirtualTraining.com
24

25. AJA@Alessandra.com
http://www.Assessments24x7.com
/Assessments247
/assessments24x7
/TonyAlessandra
Subject: INBOUND 2015
For a copy of today’s presentation

27. AJA@Alessandra.com
http://www.Assessments24x7.com
/Assessments247
/assessments24x7
/TonyAlessandra
Subject: INBOUND 2015
For a copy of today’s presentation

28. INBOUND15