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DISC - Newsletter #054 Listening to People

1: Dominance – High "D" Style

• Listen to what they want to accomplish, how they are motivated and what they would like to change.

• Convey openness and acceptance of them.

• Listen to their suggestions.

• Appreciate and acknowledge them when possible.

• Maintain eye contact and don't interrupt their conversation.

• Summarize their achievements and accomplishment.

2: Influence – High "I" Style

• Show you are interested in them, let them talk and be enthusiastic.

• Listen to their dreams and goals.

• Listen to their personal feelings and experiences.

• Give them your attention, time, and presence.

• Be sure to maintain eye contact.

• Provide positive feedback; compliment them, when appropriate.

• Match their energy, tone, and pace.

3: Steadiness – High "S" Style

• S's need patience and reassurance.

• Be sensitive to their feelings and emotions.

• Listen to how something affects them and their relationships with others.

• Listen for the risk or changes they may want to avoid.

• Listen for fears or concerns.

• Listen for opportunities to provide positive feedback and appreciation.

4: Conscientious – High "C" Style

• Listen for ways to compliment them for their thoroughness and correctness.

• Listen to their concerns, reasoning, and suggestions.

• Listen for specific facts, data, and specifications that are important to them.

• Listen for ways they want to solve the problem and be open to their ideas.

• Listen for specific time frames or deadlines that are important to them.

• Be aware that they may not show outward emotions.

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