DISC - Newsletter #018 Valuing Each Style

1: Dominance – High "D" Style

• Provide enough facts for them to feel comfortable but don't overwhelm with information. • Be prepared, organized, fast-paced and to the point.

• Ask them what they want to accomplish and how they are motivated.

• Provide options and let them make the decision, when possible.

• Let them know you don't intend to waste their time.

• Convey openness and acceptance of them.

• Give them your time and attention.

2: Influence – High "I" Style

• I's are concerned about what others think about them.

• Listen to them and don't interrupt.

• I's value people over tasks.

• Be open to new topics that may interest them.

• Respond openly and congenially.

• Make suggestions that allow them to look good.

• Give them your attention, time, and presence.

• Create a relaxed friendly environment.

3: Steadiness – High "S" Style

• Recognize their need to make slower decisions as they weigh the details to avoid risk.

• Tap into their motivation to seek security and please other people.

• Explain how you and your organization will be there to support them in case of any problems.

• Develop trust, friendship, and credibility at a relatively slow pace.

• Avoid rushing them and offer personal, concrete assurances, when appropriate.

• Communicate in a consistent manner on a regular basis.

4: Conscientious – High "C" Style

• Don't interact with too much enthusiasm.

• They are driven by logic, not emotion.

• Give them time to think; avoid pushing them.

• Document how and why something applies.

• C's will quickly sense how well you listen and understand them. • C's weigh all alternatives before making decisions.

• Don't try to impress them.

• Match their low emotional tone.

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