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Intro To Disc Behavioral Styles
- 1. Introduction to D I S C Behavioral Styles Franchise Sales Team Workshop Kathy Muller, instructor
Editor's Notes
- Opener: Self-Assessment or Complete the sentence List 3 strength traits (consider what you’re good at) List 3 traits you’d like to improve. Materials PowerPoint presentation 3-ring binder workbook w/DiSC model, Intensity Index, 15 Profile Patterns, Quick Reference Two (2) sample profiles for team analysis Individual DiSC profiles for analysis (participants) Pens, highlighters, blank paper Two calculators (optional)
- Note: Trust and confidence! When we adapt to create a comfortable environment for the candidate, we increase our odds of gaining the sale.
- Rule #1 : Use and discuss DISC language only with those who know the language. Rule #2: Exhibit your knowledge of the language by knowing your behavioral style, silently recognizing other people’s styles and then adapting your behaviors for improved communication. Rule #3: Teach others the language in a setting where appropriate time is available for understanding.
- Rule #1 : Use and discuss DISC language only with those who know the language. Rule #2: Exhibit your knowledge of the language by knowing your behavioral style, silently recognizing other people’s styles and then adapting your behaviors for improved communication. Rule #3: Teach others the language in a setting where appropriate time is available for understanding.
- Critical difference! MBTI = Myers Briggs Type Indicator, measures personality types. Personality is hard-coded at birth; can be adjusted but not changed. We control our behaviors ; we can adapt to the workplace or situation.
- Note: reliability of DISC is very, very good.
- NOTE: We all have elements of the four styles, with a primary or “home base” and (usually) a secondary, which we revert to in high stress/strong emotional situations. D=Dominance (Challenge), how you responds to problems and challenges I=Influence (Contacts), how you influence others to your point point of view S=Steadiness (Consistency), how you respond to the pace of the environment C=Compliance (Constraints), how you respond to rules and procedures set by others. Works across cultures and history!
- D’s are Direct and Reserved Emotion = Anger Work Choices = Controlling Examples (from webinar): Lucy (from Peanuts) Donald Trump, Martha Stewart, Dr. Phil McGraw, a doberman To Participants : can you name someone we know who fits this description? List on flipchart, whiteboard or notes
- D’s and I’s are Fast-Paced
- I’s are Direct and Open Emotion: Optimism Work Choices = Communicating Examples (from webinar): Snoopy Jay Leno, Ellen DeGeneres, Drew Barrymore, yellow Lab To Participants : can you name someone we know who fits this description? List on flipchart, whiteboard or notes
- I’s and S’s are People-Focused
- S’s are Indirect and Open Work Choices = Implementing Emotion: Non-emotional (very emotional but won’t show it) Laura Bush, Shaquille O’Neal, Mother Theresa, a Collie Examples (from webinar): Charlie Brown To Participants : can you name someone we know who fits this description? List on flipchart, whiteboard, or notes
- C’s and S’s are Cautious and Thoughtful
- C’s are Indirect and Reserved Work Choices = Planning Emotion: Fear Examples (from webinar): Linus Bill Gates, Julia Roberts, Dr. Spock, a Poodle To Participants : can you name someone we know who fits this description? List on flipchart, whiteboard or notes
- C’s and D’s are Logic- or Task-Focused
- Examples Page 5 High numbers (double-digit) = strengths Low numbers (single digit) = weaknesses or “areas for improvement” Activity : Read over the Intensity Index and the 4 primary patterns. Self-assess (refer to Opener activity): what do you think is your primary style? What is your secondary? Write it down for later.
- The behavior of most of the population is a combination of two (or more) styles. Step 1 of learning the DISC language is to learn the Pure Styles and be able to recognize a person’s core behavior and adapt accordingly.
- Group Activity: Typical Questions asked by D styles: What does it cost? Can I change it? Are you sure you know what you’re talking about? Who else is in your system/owns (brand)? Can I get it now? After break: distribute individual assessments; review, possibly discuss Then Go into buying (and selling) styles