1. Communication Strategies using DiSC
Sales Management Meeting 2011

2. Ever Ask Yourself… Is there another way?
Have you ever met somebody and tried so hard to get through to them, but just found yourself unable to? What if there is another way to get to them?
Is there another way?
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3. Purpose for Today
Purpose - Enhance, Increase, Improve “Work Life” Success
Process - Define Terms, Group Activities, Graph Explanation
Work Applications, Action Plan
Payoff - New Insights = New Communication Solutions!
Apply Practical Strategies … Today!
Discover More Success with Peers. Boss. Customers.
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DiSC FYI…
Behavioral Styles
Focus is on external, observable behaviors measured by one’s openness & directness.
How to use this Report
Part 1: Understanding your own personal style
Part 2: Action Plans for interaction with others
This doesn’t measure psychosis, how smart you are or whether you do your job well.
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5. Adaptability… stretch, flex
Apply Your Strengths or Modify Your Style to meet needs of a given situation or relationship.
Slinky – pass out. When first picked up, it is rigid. When it is stretched, it is more flexible.
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6. Accumetrics' Confidential - Not For Distribution
Question
If you go to Italy, it would be wise to try and speak which language?
Increase Receptivity!
If you go to a foreign country, like Italy. Would you just hop on a plane and go? Or would you want to familiarize yourself with a few italian words, like hotel, bathroom… Which person do you think the italians would be more receptive to? The person who came without ever attempting to learn anything about their language (and expected the italians to know english) or the person who came armed with a few key italian words?
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7. Visiting Four Countries
Before visiting other countries, learn basic words & actions
Your native language (or style) remains your most familiar language.
ominant
nteractive
teady
ompliant
Athlete
Coach/Entertainer
Professor
Scientist

8. Identify Natural Style
Adapting Style
Graph I
Natural Style
Graph II
Focus on Graph II - Natural
Circle highest point(s.) D I S C D I S C
Sample Graphs
Page 6
DISC Report
Turn to page 6 of your report. There you will find 2 graphs, your adapting style, graph 1 and your natural style, graph 2. Please focus on graph 2, on the right. Wherever your highest point is on your graph 2, circle it.

9. Activity Based on the highest point on your Graph II - Natural
Go to your side of the room.
Now if you circled either an S or a C, go to the left side of the room. If you circled a D or an I, go to the right side of the room.
Ds and Is – you are more assertive oriented, like race car drivers and entertainers.
S&C’s you are more cautious, like professors and scientists
Go to primary styles, 4 corners of the room.
I&S – people are the priority. The I’s are more me oriented and the Ss are more team oriented
D&C – Task is your priority. The Ds are focused on goals and Cs are more concerned with the accuracy of the task
((((Point to D)) what is the pace? What is their priority?
(((Point to S)) what is the pace? What is the priority? Why would these 2 groups have conflict?
Now
Left Side of Room
Right Side of Room

10. Please write the following on page 6
Adapting Style Graph I
Snapshot of
One Workday
Natural Style
Graph II
Real You – 24/7
At Work or Home
Styles Assessment NOT Skill Assessment
Energy Line

11. High D – Problem Solver High Intensity Energy Line Low IntensityC
High Intensity
Problem Solve NOW!
Energy Line
Assertive
Low Intensity
Process First
Strong “D” - Athlete.

12. Low D Thinks before deciding on a solution High Intensity
Gathers information
Reflective
Time to Process
High Intensity
Problem Solve
Energy Line
Assertive
Low Intensity
Process First

13. High I – People Pleaser High Intensity Energy Line Low IntensityD S C
High Intensity
People Pleaser
Energy Line
Influential
Low Intensity
Likes to Stay Low Key
Strong “I” – Coach or Entertainer.

14. Low I - People D S C
Prefers to be behind the scenes, taking care of business
Reserved
Observer
Supportive
High Intensity
People Pleaser
Energy Line
Influential
Low Intensity
Comfortable Being Supportive

15. High S - Planner High Intensity Energy Line Low Intensity
Supportive
High Intensity
Plans, Predictable
Low Intensity
Sporadic D C I
Strong “S” - Professor.

16. Low S - Pace Independent and Undisciplined High Intensity Rambunctious
Spontaneous
Fast Pace
20 Directions at Once
High Intensity
Plans, Predictable
Energy Line
Supportive
Low Intensity
Spontaneity

17. High C - Procedures High Intensity Energy Line Low Intensity
Detailed
High Intensity
Procedures
Low Intensity
Not Detailed D S I
Strong “C” - Scientist.

18. Low C - Procedures D I S
Changes the rules if they don’t seem to fit their perception
Rebel
High Intensity
Procedures
Energy Line
Detailed
Low Intensity
Breaks the Rules

19. Team Graphs II

20. Graphs I & II - Similar
Adapting Style Graph I
Natural Style
Graph II
If both Adapting Style & Natural Style are similar:
You tend to use same behavioral traits across environments.
Work feels inline with how you would like to be communicating. =
Page 6 of your report

21. Graphs I & II - Different
Adapting Style Graph I
Natural Style
Graph II
If Adapting Style is significantly different than Natural Style:
Going out of comfort zone (style) to get job done.
Shows flexibility.
If prolonged, can cause stress.
Helpful – recall what responsibilities you were carrying out the day you took the DISC. =
Page 6 of your report

22. Comparing
DISC Graphs I & II
“The Real You”

23. Comparing
DISC Graphs I & II
“The Real You”
versus
“Snapshot of You”

24. 1
Comparing
DISC Graphs I & II
“The Real You”
versus
“Snapshot of You”

25. Strengths ominant nteractive teady ompliant
Asks questions that challenge tradition
Works quickly to resolve issues
nteractive
Brings a sense of enthusiasm
Easily negotiates conflicts between teams
teady
Excels at calming disagreements
Looks for different approaches
ompliant
Clarifies complex issues
Demonstrates technical expertise
Go to page 8 in your report. This is where your strengths are. If you did not fill out page 13 already, then mark the 2 strengths which are most like you. Do the same with areas of improvement. Turn the page and do the same with what you need.

26. Motivated by ominant nteractive teady ompliant
Authority equal to responsibility
Opportunities to express ideas and opinions
nteractive
Recognition for skills and insights
Power to control own career path
teady
Sincerity from groups and peers
Sufficient time to adjust to change
ompliant
Tasks completed right first time
Projects highly specialized
On page 10, you will find what motivates you. I will sound something like…
Mark the two motivators that sound most like you.
Do the same with most effective in selling environments
Turn the page and mark the 2 work style tendencies that sound like you.

27. Communication Tips ominant nteractive teady ompliant
Get to the point quickly; Don’t ramble
Be prepared to handle some objections
nteractive
Be engaging and fast-paced
Provide immediate incentives for them
teady
Be candid, open and patient
Provide assurance on their input and suggestions
ompliant
Present ideas logically
List pros and cons of suggestions you make
Finally, turn the page and mark the 2 communication tips that sound most like you. It may sound like…

28. Style Summary Page 13 of Your Report
On page 13, write in what you marked in the previous pages.

29. Activity Pair and Share Find a partner. Open your report to page 13
You will have 7 minutes to debrief the other person on your page 13.
While listening to the other person, give specific positive feedback about how you would like your partner to communicate differently with you.
After 7 minutes, switch.
At the end of the exercise, come away with agreements on how you will communicate differently

30. Activity Let’s Go On Vacation
You are going to sell a Once in a Lifetime vacation!
You are going to sell the vacation to an assigned style, DiSC.
Create your pitch based around your assigned style
Put it on the flipchart paper
Be ready to sell the rest of the groups on why your vacation is the one they should choose.

31. How to Identify Another’s Profile

32. Reinforces Action Steps
Page 24 of Your Report

33. Action Plan - Dominant Page 24 of your report Characteristics:
Concerned with being #1
Thinks logically
Wants facts and highlights
Strives for results
Likes personal choices
How to React:
Show them how to win, new opportunities
Display reasoning
Provide concise data
Agree on goal and boundaries, then support them or get out of their way
Allow them to “do their thing,” within limits
Page 24 of your report

34. Action Plan - Interactive
Characteristics:
Concerned with approval and appearances
Seeks enthusiastic people and situation
Thinks emotionally
Wants to know the general expectations
Needs involvement and people contact
How to React:
Show them that you admire and like them
Behave optimistically and provide upbeat setting
Support their feelings when possible
Avoid involved details; focus on the “big picture”
Interact and participate with them
Page 24 of your report

35. Action Plan - Steady Page 24 of your report Characteristics:
Concerned with stability
Thinks logically
Wants documentation and facts
Likes personal involvement
Needs to know step-by-step sequence
Wants others to notice their patient perseverance
How to React:
Show how your idea minimizes risk
Show reasoning
Provide data and proof
Demonstrate your interest in them
Provide outline and/or personally “walk them through” the instructions
Compliment them for their steady follow-through
Page 24 of your report

36. Action Plan – Compliant Style
Characteristics:
Concerned with aggressive approaches
Thinks logically
Seeks data
Needs to know the process
Utilizes caution
Prefers to do things themselves
How to React:
Approach them in an indirect, non-threatening way
Show reasoning
Give it to them in writing
Provide explanations and rationale
Allow them to think, inquire and check before they make decisions
When delegating, let them check before they make decisions
Page 24 of your report

37. Activity Action Plans with All Four Styles
Go to page 23 and page 24 in your report
Identify somebody who is not in the training session (peer, subordinate, prospective customer)
Identify their style
Under ‘Characteristics’, check mark those that apply
Under the ‘So You’ column, put an X by the behaviors that you already demonstrate with the person
Circle those that remain. This is your action plan.
Do the same with the other styles.
Find a partner and go over your lists.

38. In closing…
Learn? Insights? Follow Up Actions?