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Some of benefits of learning this universal language are gaining commitment and cooperation, building more effective sales teams, resolving and preventing conflicts, gaining endorsement, increasing sales, better time management and having better family interaction. W.W. Tornow & M. London says, “Self assessment can motivate change. Fear of self-knowledge can prevent it. However, feedback results that are verifiable, predictable, and controllable are difficult to deny. It is important that recipient be ready for feedback—that is, be able and willing to accept it and to do something with it that will result in change.”
Now that you understand what we’re talking about, let’s look at four styles we have been referring to: DISC, D = Dominate, I = Influencer, S = Steadiness, C = Compliance. In simpler terms, it addresses how we handle problem solving, how we influence people, pace in which we do things and our willingness or possibly unwillingness to follow rules and procedures. A person whose strongest style is a “D” is ambitious, forceful, decisive, direct, independent and challenging. A strong “I” style is expressive, enthusiastic, friendly, demonstrative, talkative and stimulating. A strong “S” tends to be methodical, systematic, reliable, steady, relaxed and modest. The strong “C” is analytical, contemplative, conservative, exacting, careful and deliberative. We all exhibit some of each of these four styles. Most of us have one or two of these styles that are more prominent then others.
When a person is identified as a Dominate, one who likes to solve problems, you can direct sale in a way to help customer solve their problem of making a decision or a purchase. Ask questions to provide insights and answers as to what they want to accomplish with this purchase. The high D is a greater risk taker. Show them something new and different. When communicating with them be clear, concise and direct.
When someone is an Influencer, a people person, you’ll want to allow time to build rapport with him or her. Don’t be afraid to chitchat. Talk about things other then business to break ice. Too much detail and technical information will overwhelm this person. Give details when they ask for it. Show them unique, unusual and designer options. Be creative. Help them to visualize and image how their friends will react when they see it.
A Steadiness person is not one to make quick-on-the-spot decisions. That is unless they have done considerable research and shopping already and know exactly what they want. They hate to be pressured and will not be pressured. They love stability and harmony. They tend to be very loyal. They appreciate strong relationships and relatively low risk situations. Assure them of your guarantees and that it’s risk free. Inform them of your return policies. When you have provided them with knowledge they want; they will want to go home and think it over. They will come back. Know that 40% of population falls into this category.
The Compliance person is one who likes rules and regulations and likes lots of information. They like details and more technical types of presentations. Show them supportive materials that provide back up and validation to what you’re saying. Pull out professional industry association brochures to show them supporting statistics. Give them a brochure or a business card with your name and phone number for them to refer to later.
These are just a few of ideas that can be used when you understand four basic behavior styles. It is worth an investment of time and resources to learn this easy universal language. When you use it, it will increase your bottom line! A simple questionnaire, and subsequent report will provide necessary insights to your behavior styles. With a little training and practice you can learn to observe these styles in others with 85% or more accuracy! The beauty is that it is simple, easy and observable. And best of all, it is fun, will increase your personal effectiveness and your “sales.” “Seeing is believing” is true here.
Copyright 2005 Eln Albert
An expert in Interpersonal Communications, Eln Albert works with those that want to be at their best when influencing others. Eln is a Professional Speaker and Writer.
For more information on how to be the best influencer as a parent or a boss go to http://www.ElnAlbert.com. Check out other articles by Ms. Albert and subscribe to get her free "The Magic of Influence" e-newsletter. She also offers free team building exercises.