(This is the first of a 4 part series to learn the secret to building relationships)

DISC- A Key to Understanding Others

             D= Dominant

             I = Influencing

             S = Steady

             C = Conscientious

 Ask yourself:  Is he/she more Outgoing and Direct? Are they faster paced, talkative, with a louder voice? (I or D)  Or are they more reserved and Indirect with a slower pace, asking questions with a softer voice? (S or C)

Also:   Is he/she Accepting and Relational? What does his/her posture look like? Is it open and relaxed, asking how? (S and I)Or are they more assessing and Thinking with close posture, close face, asks why, skeptical and analyitic? ( S and C)

 Most people have a little bit of each trait, but one or two are the highest. It can also change as you mature and grow. When I started my business in 1986, I had taken the extensive test to find that I was highest in I and S. Later, as I became a Sales Director it changed to D and I.

D’s are Dominant

They make quick decisions and are looking for growth, opportunity, and money. They love options and efficiency. They are leaders and usually already are in a leadership position. They want to know how you move up in the company and make money. Under pressure they can be domineering and impatient, fear losing control and being taken advantage of. They dislike being controlled by others and not getting results (not being successful).

They are usually task oriented.  They want the bottom line. They can be competitive and direct in with a close posture , sometimes unexpressive. Their priorities are goals and results.  Here is where you will see people who are driven and decisive: a great problem solver! They usually have a high ego and their strengths are being a self-starter, also a risk taker.

Goals = results and control

Fears = losing control of her environment and being taken advantage of. 

Under pressure = domineering and impatient

Dislikes = Being controlled by others.  Dislikes lack of results

Decision style = moves fast. Quick

Weaknesses = oversteps authority, argumentative attitude.  Dislike routine.  Attempts too much at once

Value to team  = bottom line organizer.  Values time.  Challenges status quo.  Innovative

Benefits the will be interested in: Do it quick, do it big.  Mgmt ops.  Income potential.  Independence

How to communicate with them:  Short interview presentation.  Let them do the talking

Questions to ask them:  What past mgmt experiences have you had?  What are your qualifications for management?

Typically, this is the answer that you will get when you ask-

Tell me a little about yourself: “My accomplishment, achievements, I am over . . .” (direct and to the point, showing a positive self esteem) 

I’s are Influential

They make emotional and gut-feeling decisions. They are looking for friendships and recognition. They respond well to personal stories and testimonials. They love people. They are energy-giving, excited, talkative people. Under pressure they are disorganized and emotional. They fear details and working alone.

I’s are outgoing and direct, open postured, animated, warm face, expressive, casual. Thei priorities are on people, being talkative and relationship oriented.

Goals = people involvement and recognition, inspiring and enthusiastic, trusting, optimistic, persuasive, impulsive, emotional

Fears = rejection, loss of approval, complex details, working alone

Under pressure = emotional and disorganized

Decision style = gut feeling, emotional. Quick if done well.

Weaknesses = more concerned with popularity than tangible results, doesn’t like details, over uses facial expressions and details, tends to listen on when convenient.

Value to team  = creative problem solver, good sense of humor, motivates others, negotiates conflict

Benefits they will be interested in:  Recognition, Impact on people, prizes

How to communicate with them:  Long interview presentation, relationship building, let them talk

Questions to ask them:  Can you see yourself . . What impact on people could you make?

            The answer that you will get when asked the same question,

Tell me a little about yourself:   She will tell you her life story, “where should I start”.  (He/she will be very animated and talkative)

S’s are Steady

They make deliberate decisions. They are looking for security and stability. They love personal attention and stability. They are very much about others (family, husband, church, etc.) Under pressure they are indecisive and need assurance. They dislike hostility, conflict and unpredictability. They fear change and losing security.

They are stable, steady, good listener, good team player, predictable, friendly. And also relationship oriented.

Goals = security and stability

Fears = sudden change or loss of stability

Dislikes = hostility, conflict, unpredictability

Under pressure = conforming and indecisive

As a prospect = yes to assurance of stability and personal attention

Decision style = not quick, not emotional, not analytical – but it is deliberate.  May need 2 part interview.

Weaknesses = resist change, long time to change, hold grudges, sensitive to criticism, difficult to establish priorities

Value to team  = reliable and dependable, loyal team, compliant, good at reconciling conflicts

Loves = history of success, priorities, stable, flexibility

Benefits they will be interested in:  Guarantees, time with family, training/support

How to communicate with them:  2 part interview process – accept ?s, you share facts, build credibility

Questions to ask them:  Would you be able to work/use a proven system that has worked for thousands of others? Are you consistent?

Ask them the same question :Tell me a little about yourself:   they typically reply “ I have been married 20 years, home 5 generations, .etc talking about themselves and their family .  . .( He/she will show you how steady and stable they are.)

C’s are conscientious

They make analytical decisions. They are looking for accuracy and order. They respond to evidence of quality and accuracy and logic. Under pressure they withdraw and become stubborn. They dislike disorganization and unclear explanations. They fear criticism and lack of standards.

These people exhibit a close posture, unexpressive, cool face. Their feelings go unexpressed, with more of a  formal, “why” instead of how, priority on quality and analysis.  They are usually precise, systematic, analytical, a fact finder with high standards- very task oriented.

      Goals = Accuracy and order

Fears = criticism of performance, lack of standards

Under pressure = withdraws and becomes stubborn

As a prospect = yes to evidence of quality and accuracy, logical approach

Decision style = analytical  ( will be a 2 or more part interview)

Weaknesses = needs clear cut boundaries for actions and relationships (can’t just say . . “lets just go do it”).  Bound by procedures and methods, bogged down in details, doesn’t verbalize feelings, gives in rather than argue

Value to team  = anchor of reality, conscientious, even-tempered, thorough.  Defines, gathers, criticizes and tests info.

Loves = processes and procedures.

Benefits the will be interested in: Financial statements, facts in print

How to communicate with them: 2 part interview, accept questions, share facts and build credibility

Questions to ask them:  If you had a step by step plan and answers to your questions, could you.. ?

                        When asking them the same question:

Tell me a little about yourself:  a typical answer would be  “What do you want to know?”  Why?  (This will show you that they are reserved, indirect, less feelings oriented)

So which ones are you? Do you know? Would you like to know?

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