Updated: Jan 6, 2020
1: Dominance – High "D" Style
• Listen to their suggestions, their course of action and the results they are considering.
• Find areas where you already agree.
• Work backwards toward gaining agreement on the results you both want-and are willing to either mutually or independently allow the other to achieve: "Sarah, this format will give you the freedom to develop your branch your way and still allow Vern and Ellen to structure theirs another way... without sacrificing time or morale."
2: Influence – High "I" Style
• Listen to their personal feelings and experiences.
• Their style requires open and responsive interaction with others, preferably in a manner of congenial and unhurried conversation (like that between long-time friends): "Just between you and me, Chris, I feel very uneasy about Jill and Howard handling this account by themselves."
3: Steadiness – High "S" Style
• Be ready to do more talking than listening; they do not feel comfortable when the limelight is focused on them.
• Clarify any key agenda items with them.
• Stay organized and move forward steadily (but slowly) as you check to make sure they understand and accept what is being said: "Did you want me to stick around the office at a particular time each day in case you need to telephone me for emergency questions on this account, or do you want me to call you?"
4: Conscientious – High "C" Style
• Be well organized and clear in your communications.
• They search for logical conclusions.
• Ask your questions in a more DISC, non-judgmental manner to elicit the points, objectives, or assurances C's want: "Lenny, I'm not trying to pressure you, but are you not interested in the auditor's position, or in any position?"