Increasing Communication Success with DISC

Increasing Communication Success with DISC
Welcome to Increasing Communication Success with DISC DISCcert Bonnie Burn Slide 1 Welcome to Increasing Communication Success with DISC. Our technical knowledge at work is of course critical, but its true value is when the technical knowledge is applied. The same is true for accomplishing communication success. We each know our own preferences for communicating with others. However, if our plan is to accomplish optimum results, then we will need to understand, as well as to continue …. to stretch to accommodate other’s communication preferences. [CLICK] Copyright © 2005 DISCcert Inc. All rights reserved.

Today’s Path 2 Purpose – Provide communication insights & strategies
Process – Learn from DISC report, one another, & learning activities Payoff – Increase communication effectiveness with colleagues & customers Slide 2 Here is the path chosen today to reach this destination. [CLICK] It includes the Purpose of providing you with proven, practical communication insights and strategies. [CLICK] The Process we will use is a combination of learning from your DISC Reports, from one another as well as from learning activities. [CLICK] And the Payoff at the end of our journey will be the ability to increase our communication effectiveness with our colleagues and customers. While completing the DISC Assessment, how many of you felt frustrated with your options when making your selections? Please raise your hand and look around the room? (If it was frustrating for you as well, raise your hand too.) You’ll see that you are a part of the majority. What is important is to understand that just because something is frustrating to accomplish, does not mean there is something wrong with the assessment and the process. Remember when you first started riding your bicycle? The learning process was probably a bit frustrating! But, even though we felt frustrated, that did not mean there was something wrong with the bicycle. If we had blamed the bicycle, we would have concluded that the vehicle itself was unsuitable; if we apply that same logic to being frustrated when taking the assessment, it might be easy to dismiss the assessment as invalid. Such a decision would be called, “face validity.” That is basically judging the creditability of the assessment on our comfort level of answering the questions, rather than understanding that this 4 choice approach is designed get accurate data regarding our preferences.[CLICK] 2

Road Map 1. DISC Background 2. Natural Style 3. Adaptive Style
Slide 3 Our selected Path is based on accomplishing the following milestones: [CLICK] First we will discover what is meant by DISC and how it evolved. [CLICK] Next we’ll identify the characteristics that create the Natural Style. [CLICK] We’ll move onto defining the Adaptive Style and its importance. [CLICK] Our final steps will lead us to useful applications of DISC. As a result, you will then possess successful DISC strategies that you can use a.s.a.p. [CLICK] 4. Applying DISC

What is DISC? Gets on, quickly pushes button for “Close Door” = Dominant Keeps door open & says, “We’ll wait for you!” = Influence Lets others in first, then moves toward corner = Steady Slide 4 (Trainer: Elevator Scenario. See additional activity option below.) Before we charge ahead with our plan, let’s start with a question that appears to require in-depth research to answer… “What is DISC?” Good news, one useful way to answer this question is by simply recalling what you observed when you watched others get on an elevator in a non-crisis scenario. Please keep in mind, we are not judging how these 4 individuals got on the elevator, but rather just collecting observations to increase our knowledge as to what the four typical DISC behaviors look like. [CLICK] For example, have you ever seen someone who gets on the elevator quickly and immediately upon entering, pushes the button “Close Door?” That type of behavior is typically described as someone who prefers to be Dominant, and has a priority of getting their goal accomplished NOW. [CLICK] You may recall another individual who upon entering the elevator, thinks they saw someone down the hallway racing to get on the elevator. So this individual may use their body to keep the doors open & enthusiastically proclaims to the co-worker or stranger, “We’ll wait for you!” Their preference is to Influence a situation so everyone can be successful. They often receive a very appreciative “Thank you,” from the new boarder, which makes them smile all the more. [CLICK] At other times you may see someone who lets everyone else get on the elevator first and then steps through the doors in a very Steady, calm demeanor. Once in the elevator, they often move thoughtfully towards one of the corners, hoping to achieve their own personal space, as well as providing it for others. [CLICK] And you have probably witnessed others who seem to be studying the elevator itself, being very thorough and Conscientious in their decision to select this particular elevator. Upon crossing the elevator threshold, you might very well see them reading the posted statement regarding the maximum weight that can be safely transported in this elevator. This individual may turn to ascertain if the sum total of all the occupants exceeds the weight criteria. If it does, then they step out of the elevator and take the stairs. Which of the four sets of behavior preferences sounds most like you when you are entering an elevator? Keep in mind again, no judgment is to be made, you are just recalling your own self- observation. (Trainer: quick exercise) Please turn to someone seated near you and describe how you usually approach entering an elevator. As you exchange examples, you may find your approaches are similar or you may find their way of getting on an elevator is quite different than yours. Either option is fine. The important point is that by simply observing other’s behaviors we can gain valuable insight that can help us in becoming even better communicators. (Trainer: optional activity: “YOU WON the $250,000,000 Lottery Contest!”) Ask them to discuss with another co-worker what would be their first actions after winning. Have them stand while doing this fast-paced activity, and jot down people’s names & what their responses were. Rotate them a number of times. Bring them all back together & ask if there were any differences in responses. And, that as more is revealed they will receive insight as to why such differences exist. [CLICK] Checks posted maximum weight, then steps off & takes stairs = Conscientious

DISC Model FAST PEOPLE TASK DELIBERATE Behavior = Pace + Priority
Dominant Fast Task Influence Fast People Steady Deliberate People Conscientious Deliberate Task FAST PEOPLE TASK Slide 5 The 4 styles are what we know today as Dominant, Influence, Steady and Conscientious. He discovered that each style possessed a pace; fast or deliberate, as well as a priority of a focus; task or people. Dr. Marston was one of the first in his field to step out of academia and consult with business world on how to use his research findings in a practical manner. He also believed that the knowledge of emotions of normal people also belonged to the general population. In fact, he was the pioneer in authoring self-help books. [CLICK] DELIBERATE

Motivator Match-Up P. 4 Influence Fast & People Inspiring People
Steady Dominant Conscientious Tony Robbins Nelson Mandela Judge Judy Albert Einstein Dominant Fast & Task Solving Problems Slide6(Page 4 of Report) Here we have 4 high-profile individuals, all with very different motivators. Tony Robbins, Nelson Mandela, Judge Judy, and Albert Einstein. When each of them is working at the pace they like as well as on the priority of their choice, motivation easily appears. That is true for all of us… we become energized, and our “want to” factor increases as well feeling in sync with our objectives. [CLICK] As I am reviewing the four main behavioral motivators associated with each of the four styles, assess which individual is the best match for each style. Then we’ll compare selections at the end. A strong Dominant style, is Fast Pace and Priority is Task, the Goal. They are energized by Solving Problems quickly. Whereas a strong Influence style, is Fast Pace but Priority is People and are motivated by engaging and inspiring People. A strong Steady style, has a more Deliberate Pace & has People as the Priority and prefers to be of service and support others with helpful Plans. And the strong Conscientious has a Deliberate Pace & their Priority is a Task is done accurately and they are typically motivated by analyzing data, creating complex, accurate Procedures. Let’s start with Tony Robbins… His Pace? (Fast) His Priority? (People) So, his style would be? [PAUSE] [CLICK] (Influence) Next Princess Nelson Mandela… His Pace? (Deliberate) Her Priority? (People) That would make her style? [PAUSE] [CLICK] (Steady) Then Judge Judy… Her Pace? (Fast) Her Priority? (Task) And her style would be? [PAUSE] [CLICK] (Dominant) And Albert Einstein… His Pace? (Deliberate) His Priority? (Task) That would mean his style would be? [PAUSE] [CLICK] (Conscientious) When you are working at the pace you want as well as on the priority of your choice, then you will find you are naturally more energized and motivated on accomplishing your objectives. And, that is exactly where we are going next …to help you learn about your own pace and priority and natural style. [CLICK] Influence Fast & People Inspiring People Steady Deliberate & People Offers Helpful Plans Conscientious Deliberate & Task Complex Procedures

Natural eGraph II Key Points: P. 6 Style NOT skill
UNDERLINE Key Points: Style NOT skill Represents BOTH your 24-7, work and home Based on Nature (DNA) and Nurture (society & family influences) Slide 7 (Page 6 of Report) Please turn to page 6, your “DISCcert Natural eGraph II “ in your DISC Report. I am going to initially cover a few key points on this page and then we’ll dive deeper into what each style means in more detail and then you will be looking at your own Natural Graph II with some additional word descriptions. [CLICK] Please underline “Style Assessment.” DISC measures behavior, preference, style… not skill or performance. In addition, Natural Graph II also represents both your work and home. This is important to remember. It does not just represent home, but work and home. And, underline next to “Graph II based on” – underline the “Nature (your DNA) & Nurture (your society and family influencers.)”. [CLICK]

Natural eGraph II Key Points P. 6
Energy Line: indicates degree of preference for each style Natural Style: based on points above the Energy Line - Labeled as your “Pattern” We all have some D, I, S, and C in our style Slide 8 (page 6 of the Report) The Energy Line is used to explain what our communication preferences are when communicating. It is not good or bad to have points above or below the Energy Line. [CLICK] However, it is our strongest behavior preferences, that are above the Energy Line, that actually determines what is known as our DISC Natural Pattern. Please keep in mind, no style is better than another style. [CLICK] We all have varying degrees of the D,I,S,C characteristics in our behavior patterns. Optional: You might be wondering how your Graph II was determined. Actually, researchers discovered that people have more clarity around what they DON’T like. For example, if you asked me what my least favorite food is, I would say Liver. It doesn’t matter where or when you ask me, that will always be my answer… I don’t like liver. So it was your DISC Assessment responses to the “Least” questions that determined your Natural Graph II. We will talk about the Adaptive Graph I a little later in the program. Let’s move onto exploring each of the styles in more detail and then you will return to your Graph II with additional word descriptions. (Trainer: optional insert slides “How graph # is determined”) [CLICK]

Dominant: above the Energy Line
P. 6 Orientation: Problem Solve Preference: Expediency Slide 9 (Page 6 of Report) Someone’s Dominant Style may be above the energy line. [CLICK] Since the D communication orientation is on Problem Solving, they typically prefer to [CLICK] handle situations with great expediency. They are often referred to as result driven, bottom line, and can be quite competitive… like to win! Challenges and conquering them give them energy. [CLICK] High D’s typically need to beware that others may perceive their assertiveness as quite demanding. And if such behavior persists, that can generate some “withdraws” in their Emotional Bank Account. How many of you have heard of that concept? It’s like your Bank Account… You make deposits, and to pay your bills you make withdrawals. But if someone makes withdrawals consistently, that can contribute to what is referred to as “Emotional Bankruptcy.” (Trainer: have participants remain on page 6 for slides 10-21) [CLICK] Overuse: Demanding

Dominant: below the Energy Line
P. 6 Orientation: Problem Solve Preference: Contemplative Slide 10 (Page 6 of Report) Another person may have a Dominant Style that is below the energy line. [CLICK] Their preference when it comes to problem solving [CLICK] is to be more on the prudent, contemplative, reflective. Gathering information first, processing it, and then deciding which is the approach they are most comfortable with. Of course, sometimes one can study a situation at great length & still a “whale” might show up! And most assuredly, even though their comfort zone may be collecting data before offering an option, [CLICK] They can certainly make a conscious effort to learn to develop the skill to be quick and expedient to problem solve, if needed.[CLICK] Can Develop Skill: To Be Expedient

Dominant: near the Energy Line
P. 6 Orientation: Problem Solve Preference: Calculated Risks Slide 11 (Page 6 of Report) Looking for the perfect wave! [CLICK] If someone has a D style that is near the energy line and they are problem solving, [CLICK] they are more apt to be calculated in their risk taking. Their preference would be to approach decision making with a rational strategy. [CLICK] The fact that their style is near the energy line means it is easier for them to speed-up or slow down when needed. In “DISC” terms, that means it requires a more moderate effort to stretch, flex or adapt when communicating with others that have a different problem solving preference. [CLICK] Moderate Effort to Stretch/Flex/Adapt

Influence: above the Energy Line
P. 6 Orientation: People Connection Preference: Demonstrative Slide 12 (Page 6 of Report) Someone’s Influence Style may be above the energy line. [CLICK] Since the I Style is focused on how one goes about influencing others, the high I prefers actively interacting with people and is energized by frequent connections with others. [CLICK] They are known for expressing themselves quite openly and enjoy demonstratively inspiring others. Vocations they are often drawn to are related to customer service, sales and marketing. [CLICK] However, their enthusiasm is not always appreciated and they need to be aware that that it may be a bit on the overpowering side for others. If this is done too frequently then Emotional Withdrawals can occur. [CLICK] Overuse: Overpowering Enthusiasm

Influence: below the Energy Line
P. 6 Orientation - People Connection Preference - Understated Slide 13 (Page 6 of Report) Another person may have an I Style that is below the energy line. [CLICK] Their preference when it comes to connecting with others is a more reserved, understated, behind the scenes approach. [CLICK] Being center stage would not be their first or even second choice for interacting with others. If they were to attend a network event, they would typically look for someone they already knew and continue that conversation for the balance of the event. [CLICK] However, they can certainly make a conscious effort to learn to develop the skill to speak in front of groups, lead meetings and be persuasive if necessary. [CLICK] Can Develop Skill - To Persuade

Influence: near the Energy Line
P. 6 Orientation: People Connection Preference: Friendly/Reserved Slide 14 (Page 6 of Report) If someone has an I style that is [CLICK] near the energy line they are usually friendly, poised, reserved and even modest. [CLICK] They are usually comfortable being with others and do want their opinion known, but do not want to overshadow others. The fact that their style is near the energy line means it is easier for them to speak-up if needed or to wait to express their ideas. They can actively engage others, but that is not a role of choice to be maintained. [CLICK] In “DISC” terms, that means it requires a more moderate effort to stretch, flex or adapt when communicating with others that have a different preference for interacting. [CLICK] Moderate Effort to Stretch/Flex/Adapt

Steady: above the Energy Line
P. 6 Orientation: Planning Preference: Systematic Slide 15(Page 6 of Report) Someone’s Steady Style may be above the energy line. [CLICK]The “S” Style is focused on how one goes about planning, having systems and methods. [CLICK] The high S prefers a stable, consistent environment with a predictable and systematic pace. Prefers to be a team player rather than a team leader. The “S” is the most accommodating style. [CLICK] However, their preference for stability can be observed as wanting to maintain status quo. And, yes, you’re right… they certainly can commit to putting effort towards exploring new options.[CLICK] Overuse: Keep Status Quo

Steady: below the Energy Line
P. 6 Orientation: Planning Preference: Spontaneous Slide 16 (Page 6 of Report) Another person may have an S Style that is below the energy line. [CLICK] Their preference when it comes to being organized leans towards someone who loves to be spontaneous and brainstorm. [CLICK] May have a plan and then quickly changes to a whole new approach. Loves to help get projects started. [CLICK] And yes, they can develop the skills and abilities to be organized and follow timelines, if they commit to it. [CLICK] Can Develop Skill: To Be Organized

Steady: near the Energy Line
P. 6 Orientation: Planning Preference: Composed Slide 17 (Page 6 of Report) If someone has a S style that is near the energy, above or below, [CLICK] they are more apt to be relaxed, composed and calm. [CLICK] They are comfortable checking on the progress of their projects and providing support to others. [CLICK] The fact that their style is near the energy line means it is easier for them to help organize a project and are more apt to also be open to new ideas. [CLICK] Moderate Effort to Stretch/Flex/Adapt

Conscientious: above the Energy Line
P. 6 Orientation: Procedures Preference: To Analyze Slide 18 (Page 6 of the Report) Someone’s Conscientious Style may be above the energy line. [CLICK] The high C Style is focused on making sure procedures are followed and are accurate. Quality, high standards, correctness are extremely important to them. [CLICK] They expect to get time to assess and analyze situations or issues. The higher the point is for the C Style, the more logic and facts they expect. Vocations they are often drawn to are related to engineering, science and music (music has a high mathematical component for many musicians.) [CLICK] However, their drive to have exacting figures may lead them to getting stuck in details. And, they can most assuredly commit effort & develop skill towards determining what must have extensive documentation vs priorities that don’t require that level of detailed intensity. [CLICK] Overuse: Stuck in the Details

Conscientious: below the Energy Line
P. 6 Orientation: Procedures Preference: Conceptual Slide19 (Page 6 of the Report) Another person may have a Conscientious Style that is below the energy line. [CLICK] Their preference when it comes to working with details and procedures [CLICK] is a much more conceptual, big picture viewpoint. And if the rules do not seem to fit the situation, they are willing to change the rules. They have quite the “Can Do” attitude. (Does not mean they know how to do something, but, they figure they’ll get it done one way or another.) Based on their orientation, accurate paperwork is usually not of the highest priority. [CLICK] Of course, once they commit effort & develop the ability to be more detailed, they too can produce correct paperwork. [CLICK] Can Develop Skill: To Be Detailed

Conscientious: near the Energy Line
P. 6 Orientation: Procedures Preference: Pragmatic/Focused Slide 20 (Page 6 of the Report) If someone has a C style that is near the energy line [CLICK] and they are working with procedures, [CLICK] they are more apt to be pragmatic and focused. They often work independently and prefer time to take care of details. Their preference would to approach decision making with a rational strategy. The fact that their style is near the energy line means it is easier for them to become more analytical if need be or stretch to be more experimental. [CLICK] In “DISC” terms, that means it requires a more moderate effort flexing or adapting when working with procedures. [CLICK] Moderate Effort to Stretch/Flex/Adapt

Natural Word Sketch Key Points P. 7
Positive “Style” descriptors for your Natural Style Shaded words indicate your preference for: Problem Solving Connecting with People Developing a Plan Working with Procedures Slide 21 (Page 7 of the Report) Remember: DISC is a Style Assessment only. [CLICK] And Graph II represents you 24/7, at work or home, based on Nature and Nurture. Based on your assessment responses, your DISC report has identified characteristics that line-up with your Natural Graph II DISC Pattern. [CLICK] The shaded words indicate your preference for solving problems, influencing people, developing plans and handling procedures. Note that all your points, whether above or below the Energy Line have positive descriptors. The actual location of each style represents the degree to which you more or less prefer in using when communicating with others. (Trainer: quick exercise) Would you all now stand & go share your page 7 with another person… I know you’re wanting to see one another’s results. Remember, no one style is better than other. What you’re sharing is your preferences for Problem Solving, how you Connect with People, the way you approach Planning, and how you respond to working with procedures. [CLICK]

Overview of 4 DISC Styles
Athletes Coaches Slide 22 Here is a quick overview of the four styles. Focus: D - Dominant – Conquering Challenges. For example, Athletes thrive on Challenges. We all want to win, but these folks are energized by always winning. Focus: I - Influence - Look to make Connections. For example, Coaches focus on Contact with others, motivating them. We all may want to be around people, but these folks are energized as being a significant role when influencing others. Focus: S - Steady – Prefer Consistency. For example, Professors provide Constant support for others. We may all like things to be well organized, but these folks are energized by making sure things are methodical & predictable consistently. Focus: C - Conscientious – Cautious and Detailed. For example, Scientist believe it's best to be Cautious in all they do. We may all be able to do details, but ensuring accuracy is extremely energizing to these folks. [CLICK] Scientists Teachers

Sales Group - Overview of 4 DISC Styles
Slide 23 Insert Group Graph from your DISC Admin Site. -Select “Create Group Reports.” -Select “All – DISC - Team Report” -Overview is on Page 5. Share in team training or a mixed group. -Serves as practical reference sheet. -Encourages people to use the DISC Training as a laboratory as they identify various styles throughout the session. -Adds levity, playfulness as well as a simple method for helping us anchor which behaviors go with which styles. Team Training -Print as a handout and pass out at this time. -Serves as a great job aid. Team members will use it as they plan their interactions with others. [CLICK]

Motivators they tend to prefer…
ominant Authority equal to responsibility Opportunities to express ideas and opinions nfluence Recognition for skills and insights Power to control own career path teady Sincerity from groups and peers Sufficient time to adjust to change onscientious Tasks completed right first time Projects highly specialized Slide 24 (Page 12 of the Report) It’s also very helpful to know what motivates each style, here’s some key points. Dominant: Authority equal to responsibility; opportunities to express ideas and opinions. Influence: Recognition for skills and insights; power to control own career path. Steady: Sincerity from groups and peers; sufficient time to adjust to change. Conscientious: Tasks completed right the first time; projects highly specialized. (Trainer: It is quite powerful, if you have at least 1 person from each style share 2 strengths, so folks can hear the differences amongst the styles. If you have someone in the room who is a D…ask them to share one of their motivators…Don’t be surprised if D hasn’t done page 8…Ask them to turn to page 12…and just read their top item. By having someone in the group provide their answer…Assessment gains creditability…because peers are providing the answers…not just you.) [CLICK]

Communication Tips P. 14 ominant nfluence teady onscientious
Offer solutions Anticipate questions nfluence Acknowledge ideas Have joint meetings teady Provide a plan Offer assurances onscientious Provide rationale Include documentation Slide 25 (Page 14 of the Report) Each style has their own unique preferences when it comes to how they would like you communicate with them. Dominant: Offer solutions; anticipate questions. Influence: Acknowledge ideas; have joint meetings. Steady: Provide a plan; offer assurances. Conscientious: Provide rationale; include documentation. (Trainer: It is quite powerful, if you have at least 1 person from each style share 2 strengths, so folks can hear the differences amongst the styles. If you have someone in the room who is a D…ask them to share one of their strengths…Don’t be surprised if D hasn’t done page 8…Ask them to turn to page 14…and just read their top item. By having someone in the group provide their answer…Assessment gains creditability…because peers are providing the answers…not just you.) [CLICK]

Pair and Share P. 8 With a partner… Share Discuss Learn Strengths
Motivators Communication Tips Discuss Similarities? Differences? Learn About communicating with your partner? Slide 26 (Page 8 of the Report) General Grouping Option: If possible, based on Natural graphs, create pairs with opposite styles. e.g. D's with S's & I 's with C's. If no time to match prior to training, ask D & I's to stand. Depending upon your style breakdown, ask 1 or 2 S or C's to pair up with one of the D's or I's. Tip: Might want to post list of pairs on wall instead of just reading them out loud. Team Building Option: Objective … Improve communications. -Determine sets of pairs prior to the session. -Ask them to share Strengths, Motivators, Communication Tips. -In addition, ask them to ask their partner, “Do I include your communication tips when I interact with you?” -This exchange is confidential, although you are moving around in your “Professional Ease-Dropper” role. *Spinach Story: Ever had a spinach salad for lunch & you go back to work & attend a lot of meetings and go home & then look in the mirror and what do you see…? And you ask yourself… Why didn’t ….. (somebody tell me??) You would have been embarrassed when they told you,..but, now you’re humiliated. Wouldn’t you like to know if you had spinach on your teeth right now? *Introductions Story: Ever met someone & you didn’t quite get their name? But, you tell yourself,… That’s okay, I’m sure I’ll never see them again. And…yes… you see them again. This time you still don’t get their name, but you’re sure that was just a fluke & you’ll never see them again. And.. you do…but, this time you are expected to introduce them to someone else. And they look at you and ask… If you didn’t know my name…why didn’t you ask before? Similar situations happen at work. Someone does something that bugs you, but you tell yourself they won’t do it again. And… things then move along, to the point they have now done it 5 times, but, you’re concerned if you say something to them…they are now going to ask you… Why didn’t you tell me in the first place? So… morale of the story here is.. we don’t have crystal balls… & sometimes we might step on someone’s toes at work & it might take awhile before they tell you…don’t make them wrong for finally telling YOU! [CLICK]

Adaptive Graph I Key points P. 15 1 Day at Work Can change day to day
Influenced by 3 R’s: Role Relating Responsibilities Based on your “Most” Slide 27 (Page 15 of the Report) We already referenced Graph II. Now let’s read Graph I. Key Points: [CLICK] One day at work. Can change day to day. Influenced by 3 R’s: Role, Relating, Responsibilities Based on your “Most” [CLICK]

What if Adaptive is similar to Natural?
If Natural & Adpated Graphs are similar? The day the person took the assessment they were able to use … their same natural style preferences. Important: Be open to stretching when needed. Slide 28 (Page 15 of the Report) If your Graph I Adaptive & Graph II Natural are similar than it means that you used your same natural behavioral traits or style preferences the day at work that you completed the assessment. Your job most likely that day felt in-line with how you would like to be communicating. However, the goal is to not stay in that mode day in and day out, otherwise you are not stretching to accommodate another’s way of communicating. Important: Be open to stretching when needed. [CLICK]

What if Adapted is different than Natural?
Adapted? Reflects how you needed to communicate (on the day they took assessment.) Agree? day at work is not always the same as the next day. Influencers? Role Responsibilities Relating to someone May require stretching outside of your natural comfort zone. Slide 29 (Page 15 of the Report) If your Graph I Adaptive & Graph II Natural are different than it means that the day you took the assessment you needed to adapt/flex/stretch to get the job done. You were willing to use behaviors that are not as comfortable or natural for you. Adapted? Reflects how you needed to communicate on the day you took the assessment. Agree? 1 day at work is not always the same as the next day. Influencers? Role, Responsibilities, Relating to someone May require stretching outside of your natural comfort zone. [CLICK]

Is it better to have different or similar Graphs?
Both options are fine. Similar Natural & Adapted ... Stretching not needed day you took the assessment at work. P. 15 Different Natural & Adapted ... Stretching needed the day you took the assessment at work. If different, helpful to check out … “Does this stretch occur occasionally or does it represent a longer period of time?” Longer period of time requires more effort. Slide 30 (Page 15 of the Report) Similar Natural & Adapted: Stretching not needed the day you tool the assessment at work. Different Natural & Adapted: Stretching needed the day you took the assessment at work. Important question - Does this stretch occur occasionally or does it represent a much longer period of time? If it represents a long period of time, it is helpful to remember that it is requiring more effort to accomplish tasks, which can cause stress. You may want to explore how you could accomplish the same assignment(s), but with an approach that does not entail such prolonged adaptation. If you cannot recall what you were specifically doing that day, think of what job responsibilities might have required you to stretch in such a manner. This can provide you increased understanding as to what you may experience in future situations that necessitate flexing. [CLICK]

Adaptive Word Sketch Key Points P. 16
Positive “Style” descriptors for your Adaptive Style: One day at work Possibly influenced by 3 R’s Shaded words indicate your preference for: Problem Solving Connecting with People Developing a Plan Working with Procedures Slide 31 (Page 16 of the Report) The shaded words are describing how you prefer to either problem solve, interact with people, plan, and work with procedures the day you took the assessment. [CLICK] Based on your assessment “Most” responses, your DISC report has identified characteristics that line-up with your Adaptive Graph I DISC Pattern. [CLICK] The behavioral traits you demonstrated are influenced by what role(s), responsibilities and to whom you were relating to the day you took your assessment. [CLICK] The shaded words indicate what communication behaviors you utilized the day you took the assessment to problem solve, influence people, develop plans and handle procedures. (Trainer: quick exercise: have each person go share their insights with one other person. Have them ask each other, “What insights do you see as you review your own Graph I compared to Graph II?”) [CLICK]

Overview of Four Basic DISC Styles
P. 17 KEY POINTS All DISC styles are of equal importance Points above Energy Line are not “better than” points below No one style nor combination of styles is better than another Slide 32 (Page 17 of the Report) (Trainer: this is a page for participants’ future reference.) Here is additional clarification for each of the four basic DISC styles. Descriptors for high points for each of the styles. Preference oriented, not Performance. Each style is identified by its unique orientations as well as its contrasting preferences. [CLICK] Key points to remember: [CLICK] All DISC styles are of equal importance. [CLICK] Points above the Energy Line are “not better” than points below. [CLICK] No one style nor combination of styles is better than another. [CLICK]

DISC Style: Non-Verbal Examples
Handshake - Firm and not held long Gestures Used to speed things up Eye Contact - If they are listening to you Handshake - Says "Happy to see YOU!“ Gestures Animated Eye Contact - Looks to engage you Slide 33 (Page 18 of the Report) (Trainer: Animate as you review (e.g., demonstrate fast handshake of a “D”; exaggerate handshake for an “I,” etc.) Involve the participants in your explanations.) These are some non-verbal examples for each style. For example, a “D’s” handshake might be firm and not held long. They will often use gestures to speed things up. The “I’s” are the ‘Happy Group’; their handshake says “I’m so happy to SEE you!” Or they may give you a hug instead. [CLICK]

DISC Style: Non-Verbal Examples
Handshake - Solid, but friendly Gestures Minimal Eye Contact - Direct without intensity Handshake - Formal Gestures Deliberate Eye Contact - Sparse Slide 34 (Page 18 of the Report) (Trainer: Animate as you review (e.g., demonstrate solid handshake of an “S”; formal handshake for a “C,” etc.) Involve the participants in your explanations. Use different persons for different examples.) An “S’s” handshake is usually solid but friendly. They use minimal gestures. “C’s” are more formal, and will use deliberate gestures. They usually focus on specific objectives that are tied to a specific task. [CLICK]

“Hi Ruth, it’s Sarah – I’m thrilled with the decision!”
“Name that Style” P. 19 Conversation: Opens with informal message. “Hi Ruth, it’s Sarah – I’m thrilled with the decision!” Pace: Spontaneous, speaks rapidly. Tone: Enthusiastic, optimistic & inspirational. "I’ve a great idea. Let’s chat over lunch!” Focus: Builds alliances, generates ideas. Power Cues: Awards on wall. Loves to talk on phone. "I’m calling to say thank you again for …” Slide 35 (Page 19 of the Report) (Trainer: have them complete page 19 assignment in pairs; have them first review page 17, “Overview.” Also: these next 4 slides are a setup for page 29, “Action Plans.”) As we discuss these most likely scenarios, various colleagues will come to mind. That’s very natural and will help you clarify what DISC language they prefer to use. Toward the end, we’ll be building on your insights. (Trainer: have them read and discuss above example, then ask them “Why is ‘I’ your selection?”) Here’s some tips to remember when you are talking an "I": Approach: Wants YOU to be stimulating. Wants: Admiration, recognition & compliments. Pace: Conversational, playful, upbeat. Provide: Incentives for performance. Support their ideas, goals, opinions & dreams. Save Them: Dealing with details, if possible. When giving your responses, be prepared to give explanations. [CLICK] Sarah

“Name that Style” Mr. Hall P. 19
Conversation: Opens with a formal, factual message. "This is Mr. Hall, calling regarding the AR project.” Pace: Cautious, procedure-driven, and analytical. Tone: Controlled logical, listens & asks why. “Please follow the timeline exactly as it is.” Focus: Procedures, accuracy, quality. Power Cues: Reference materials are sequenced. "We will ship the materials when they are correct.” Slide 36 (Page 19 of the Report) (Trainer: have them read and discuss above example, then ask them “Why is ‘C’ your selection?”) Here’s some tips to remember when you are talking an “C”: Approach: Be exact, logical & structured. Wants: Justification, facts, data & prefers . Pace: Allow time to analyze & strategize. Provide: Organized, detailed agenda. Save Them: Interaction & congratulatory attention. Start with Business Overview, purpose, not a friendly anecdote. [CLICK] Mr. Hall

“Name that Style” Peter P. 19
Conversation: Opens with a personal greeting. “Hello Susan, this is Peter. How are you today?” Pace: Methodical, contemplative. Tone: Friendly, compassionate, soft-spoken. “I’d like to schedule 15 minutes with you to discuss… ” Focus: Relationships, natural listeners. Power Cues: Family photos, serene pictures. “Joe, if you need help on editing, just let me know.” Slide 37 (Page 19 of the Report) (Trainer: have them read and discuss above example, then ask them “Why is ‘S’ your selection?”) Here’s some tips to remember when you are talking a “S”: Approach: Non-threatening, want s to know something personal about you first. Wants: To know where they fit into the group & that their work matters. Pace: Give them time to prepare. Provide: A secure environment with as little surprises as possible. Save Them: Embarrassment. Prefer quiet one-on-one recognition rather than high profile. [CLICK] Peter

“Name that Style” Susan P. 19 Conversation: Charges right into issue
“Market's going down – oh… how are you?” Pace: Fast & abbreviated. Tone: All business, confident, challenging “Ryan? Susan. Bob there?” Focus: Solve problems...quickly! Power Cues: Determines time, place of meetings. "I'll call you at 3:00 PM tomorrow." Slide 38 (Page 19 of the Report) (Trainer: have them read and discuss above example, then ask them “Why is ‘D’ your selection?”) Here’s some tips to remember when you are talking an a “D”: Approach: ABC’s – Be Abridged, Brief & Concise. Wants to Know: What it does, by when, and what it costs. Pace: Maintain fast pace or be perceived as incompetent. Provide: Options & supportive analysis. Save Them Time: Be efficient & help them accomplish their goals. [CLICK] Susan

Speaking in a foreign land?
Italian! Maori! Actions? Because we don’t want to be viewed Japanese! Spanish! Slide 39 (Page 20 of the Report) [CLICK] (Trainer …. Make the PPT more of your “own”: Think of a country you have visited (or share a friend’s story.) Trip preparation? What resources you packed? Context of the conversation you had in the other country. How you stretched? (even though it was awkward. Gets easier.) Receptivity of other person. Level of their appreciation. How native language remains primary language. Be sure to customize this slide appropriately, based on your own example, e.g., change picture, etc.) (Trainer …. Here is my story.) [CLICK] I purchased “Learn Italian in One Week” CD’s from Costco. (e.g.) [CLICK] After cramming for 3 weeks prior to trip, my retention wasn’t going so well, so I packed a small American-Italian Translation Book. Yes, I stumbled when trying to converse with the Italians, but my Translation Book saved the day! My conversations basically were greetings: “Salve” Hello.“Buon giorno”– Good morning. “Ciao”– Bye-bye.“Buona sera”– Good evening. “Come sta?– How are you? (Trainer …Emphasize the following) Importance of showing respect when in another’s country… so stretch! Critical point… [CLICK] [CLICK] You didn’t want to be the UGLY American! “Do They?” (You’ll see “aha’s” happen!) [CLICK] as the ugly American!

Prep for the Trip Actions? Benefits! P. 20
Stretch, Flex to Learn Additional Language Benefits! Slide 40 (Page 20 of the Report) [CLICK] Prep for the Trip by [CLICK] stretching, flexing to learn an additional language. [CLICK] Benefits include: Keeping native language, [CLICK] ability to speak another language [CLICK], and increasing communication successes! [CLICK] If we are willing to learn about other languages, we will help guarantee our own success at ending up at the communication destination of our choice! Keep Native Language! Plus Ability to Speak Another Language Increase Communication Successes

Communication Tips P. 21-22 Slide 41 (Pages 21-22 of the Report)
[CLICK] [CLICK] [CLICK] [CLICK] (Trainer: have participants turn to pages 21-22) Please read over the Communication Tips in your DISC Report on pages 21 & 22. These reference pages are a great overview of each of the styles. They will also be helpful shortly as you work in groups with an assigned Case Scenario. The left hand side are the characteristics, whereas the right hand side of each quadrant are the recommended actions/behaviors that, when used, encourage receptivity from that person. [CLICK]

DISC Styles – 2 Key Questions
P. 25 Pace – Quick (Direct) Priority – Task (Guarded) Priority – People (Open) Slide 42 (Page 25 of the Report) This diagram is to provide insight on the key dynamics that make-up each of the 4 styles. You will discover there are 2 valuable questions that are asked during this process. Power Questions: What is their Pace when communicating with others? [CLICK] Quick/ Direct? or [CLICK] Deliberate /Indirect? Pace is the 1st predictor of style. What is their Priority when communicating with others? [CLICK] Task/Guarded? or [CLICK] People/Open? These 2 questions can help you in the future identify each of the four behavioral styles so you can adapt when necessary. [CLICK] Pace – Deliberate (Indirect)

DISC Styles – May Require Extra Adapting
D – Pace is Quick D – Priority is Task Slide 43 (Page 25 of the Report) All styles can work together to accomplish more than if they were all the same style. At the same time, certain styles when interacting with one another can require extra effort. [CLICK] For example: the “D’s” pace is quick and their priority is task. [CLICK] For the “S”, their pace is deliberate and their priority is people. So you can see…. [CLICK]They have two areas that are different, so both their pace and priority are different. The great new is, if they appreciate the differences, then we end up with a better outcome. The “D” appreciate that the “S’s” like to plan, and the “S” takes into consideration that the “D’s” want a short timeline. [CLICK] S – Pace is Deliberate S – Priority is People

DISC Styles – May Require Extra Adapting
I – Pace is Quick I – Priority is People C – Pace is Deliberate C – Priority is Task Slide 44 (Page 25 of the Report) Again…all styles can work together to accomplish more than if they were all the same style. At the same time, certain styles when interacting with one another can require extra effort. [CLICK] [CLICK] [CLICK] For example: (Review above PPT.) As you can see here, the “I’s” pace is quick and their priority is people, and the “C’s” pace is deliberate and their priority is task. But again, it will be a better outcome if the “C’s”, for example, appreciate that the “I’s” can help generate new solutions, and the “I’s” can appreciate the “C’s” orientation to quality. An easy application to determine pace and priority is to assess the s you receive. [CLICK]

Email Decoding Activity
P Slide 45 (Pages of the Report) [CLICK] The following activity shows how easy it can be to determine DISC styles and how to respond.

Greeting – Format – Word Choice
Communication Tips P Greeting – Format – Word Choice Tips D States Purpose - Brief - Notification Get to the point ASAP I Happy Tone - , Colors - Party Include acknowledgements S Friendly - Methodical - Productive Slide 46 (Pages of the Report) [CLICK 8 TIMES] In addition to the pace and priority, here’s some additional simple tips to consider: Put in groups of any size. Specific activity instructions are on next page. When groups are done with their assignment, then debrief in large group. Works well to have different groups share their results for one of the s. Instructions for Decoding slides: Please turn to page 29, “Action Plan for All Four Styles.” It’s time to now apply what you have learned. Please identify a co-worker (or internal customer) that you interact with frequently. Now determine their DISC Style by first considering if their pace is quick or deliberate. Then reflect on your conversations with them... is their priority on people or tasks? (Pause) Do you have a good sense of what you think their Natural DISC Style is? [CLICK] Well-organized message C Formal - Detailed - Serious Include data, stay on task

Email Decoding Worksheet
P. 26 #1 Slide 47 (Page 26 of the Report) (Trainer: review above then discuss.) [CLICK] Answer: Sam is a “S,” the Steady Style. [CLICK] Below is an example of an message sent back to Sarah. “Hello Sarah, Thank you for the invitation. I appreciate your clarity in what, where and when. Your message was quite helpful. Would you like to review my report prior to October 15th? I would welcome your feedback and insights. I look forward to our working together as well. Thank you kindly, Jose Marketing Services Department” [CLICK] What is Sarah’s DISC Style? (The sender) Pretend you are Sam. Write an response to Sarah.

P. 26 #2 Slide 48 (Page 26 of the Report) (Trainer: review above then discuss.) [CLICK] Answer: Isabelle is an “I,” the Influence Style. [CLICK] Below is an example of an message sent back to Isabelle. “Hi Isabelle, I hope this message finds you well :) Thank you for organizing the upcoming planning meeting. Making arrangements for coffee and lunch is so thoughtful - thank you :) Like you, I'm so excited about the opportunity for us to work together as a team on this project!! I'm very much looking forward to meeting and to getting to know everyone on the team; and hearing all of their amazing ideas about how we can achieve great success together on this project. I love the idea of coming up with a special team name - what a great idea, thanks for suggesting it. Looking forward to seeing you on Oct 15! Thanks Isabelle! Douglas ;-)” [CLICK] What is Isabel’s DISC Style? (The sender) Pretend you are the recipient of this . Write an response to Sarah.

P. 27 #3 Slide 49 (Page 27 of the Report) (Trainer: review above then discuss) [CLICK] Answer: Carlton Cornick is a “C,” the Conscientious Style. [CLICK] Below is an example of an message sent back to Carlton Cornick. “This is to confirm my attendance at the Planning Committee meeting on Tuesday, October 15, 2013 on the second floor in the smaller of the two conference rooms. I will arrive shortly before 9:00 A.M. PST and understand that the meeting will 12:30 P.M. PST. My action items: I will be prepared to give the current status of our customer care process. I will send you my proposal presentation before October 1, 2013. Regards, ZZZZZ” [CLICK] What is Carlton Cornick’s ’s DISC Style? (The sender) Pretend you are recipient of this . Write an response to Carlton Cornick.

P. 27 #4 Slide 50 (Page 27 of the Report) (Trainer: review above then discuss) [CLICK] Answer: D. Dacron is a “D,” the Dominant Style. [CLICK] Below is an example of an message sent back to D. Dacron. “Subject Line: Planning Committee Message: Confirmed” [CLICK] What is D. Dacron’s DISC Style? (The sender) Pretend you are recipient of this . Write an response to D. Dacron.

Prospect’s Clues Worksheet
Handout Slide # 51 ( Handout)

Handout Slide #54 ( Handout)

Handout Slide # 51 ( Handout) Explain how to do the activity... Do for one Prospect only.

DISC Sales Worksheet Handout Slide #55 ( Handout)

Tip 1. Start as if person is Steady – calm & organized
2. Then observe & adapt/stretch if needed Slide 57 First approach the person as if they are a S; calm, well-organized, methodical good listener. Then observe how the other person responds & use that information to help you make a more informed decision about what their style is – this will help guide you to interacting with the most success. [CLICK] For example, if you begin the conversation & the other person, interrupts you & asks you to get to the point – they are more likely to be a D, or the Dominant Style. [CLICK] However, if the person interrupts you & starts going on about the huge fish they caught on their fishing vacation – then your choice would determine they are the I, or Influence Style. [CLICK] If the person is easily following your line of conversation and acknowledges your contributions, then their style would be the S, or Steady Style. [CLICK] And, then again, the other person may listen to your complete message and then at the end ask you questions as to why did you do what you did or where is the analysis? Then you would be accurate in concluding that the individual is the C Style, or Conscientious Style. A simple process for accessing another’s style when you have no prior knowledge of their communication preferences can help you quickly determine the most effective and successful strategy for connecting and communicating with them. [CLICK]

DISC Sales Worksheet Handout Slide # 59 ( Handout)

What was your Key Insight Today?
Pick a key insight, takeaway, or learning Determine how to put that insight into action Share your insight and action commitment with one other person Slide 65 To help set you up for more communication success for the future, here’s 3 simple steps. [CLICK] 1. What is the most helpful idea or insight or strategy you discovered today? [CLICK] [CLICK] 2. Please stand & go share it with another person on the other side of the room. (Option: If it is a group of 12 or less, it works well to have each person share with the whole group.) 3. If you commit to begin to see how many ways you can use DISC in your communications, YOU WILL HAVE MORE Success with all communications – Co-Workers, Boss, Internal and External Customers & .. Probably at home too! So in closing,…. You took the time to learn more about these communication strategies and you can go back to work and see how they WILL bring you more success.

Thank you! Path’s End-Journey’s Start ...
Bonus Tip 1. Start as if person is Steady – calm & organized 2. Then observe & adapt/stretch if needed Slide 62 Thank you! Path’s End-Journey’s Start ...

Increasing Communication Success with DISC

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