1. Success with DISC Communication DISCcert Lauren Madigan
DISC Certified Trainer
Welcome to Increasing Communication Success with DISC.
Our technical knowledge at work and school 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.
** May say something about the platinum rule here . . .

2. Provide communication insights & strategies
Path
Purpose
Provide communication insights & strategies
DISC Coaching Session
Process
Learn from DISC report, one another, & learning activities
Payoff
Increase communication effectiveness wit colleagues & team members
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 your fellow team members.
Quick point of reference, while completing the DISC Assessment, how many of you felt frustrated in your options when making your selections? Would you 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. The same is true, for example when you first started riding your bicycle. It probably was a bit frustrating during the process of learning how to ride. 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 conclude that the vehicle itself was unsuitable, and if we apply that same logic to being frustrated when taking the assessment, it might be easy to dismiss the assessment as invalid. In doing so, 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 to get accurate data regarding our preferences.

3. ROAD MAP DISC Background Natural Style Adaptive Style Applying DISC
 Our selected Plan 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 right away

4. Elevator Scenario Gets on & pushes button “CLOSE DOOR” = Dominant
Keeps door open & says,
“We’ll wait for you!” = Influence
Lets others in first, then moves toward corner = Steady
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 with our team members.
Posted maximum weight? Steps off & takes stairs = Conscientious

5. Natural eGraph II DISC is a Style Assessment, NOT a Skill Assessment.
Natural Graph II represents your 24-7, both work and home.
Graph II based on Nature (your DNA) & Nurture (society and family influencers.)
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] 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.
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.
[CLICK]

6. Natural eGraph II Influence Steady Conscientious Dominant
People
Connects
Courteous
Steady
Plan
Consistent
Change
Oriented
Conscientious
Procedure
Careful
Conceptual
Energy Line
Dominant
Problem Solve
Challenges
Cautious
[CLICK] 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.
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.
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.
[CLICK]
Energy Line is used to describe your preferences with each style.
Our Natural Style is based on all points above Energy Line.

7. Dominant – Orientation is Problem Solving
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.
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 an “elephant” 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]
[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 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]
Preference -
Expediency
Preference -
Contemplative
Preference -
Calculated Risks

8. Influence - Orientation is People Connection
Slide 13 (Page 6 of Report)
[CLICK] Someone’s Influence Style may be above the energy line.
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 inspiring others.
[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.
[CLICK] 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.
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] If someone has an I style that is [CLICK] near the energy line they are usually friendly, poised, and modest.
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]
Preference -
Demonstrative
Preference -
Understated
Preference -
Friendly/Reserved

9. Steady – Orientation is Planning
 [CLICK] Someone’s Steady Style may be above the energy line.
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 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]
[CLICK] 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.
 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] 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.
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]  
Preference -
Systematic
Preference -
Spontaneous
Preference -
Composed

10. Conscientious – Orientation Procedures
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]
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 ability, they too can produce correct paperwork.[CLICK]
[CLICK] If someone has a C style that is near the energy line 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]
Preference -
Pragmatic/Focused
Preference -
To Analyze
Preference -
Conceptual

11. Word Sketch for Your Graph II
Remember …DISC is a Style Assessment
And Graph II…
Represents you 24/7, at work or home.
Based on Nature & Nurture.
Shaded words indicate your preferences for:
Problem Solving
Connecting with People
Developing a Plan
Working with Procedures
Please turn to page 7 in your DISC report.
[CLICK] 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 highlighted 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.
**** Not sure if I will have time:(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 your respond to working with procedures.
[CLICK]

12. Overview of 4 DISC Styles
Athletes
Coaches
Slide 23
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. You’ll find D
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

13. Team Report for Sample Group
Natural Graph II
also a Team Report. These two tools will be very helpful going forward as you work towards your project of worth.
** need some exercise for them to do over lunch that is fun and quick.

14. Adaptive (Graph I) & Natural (Graph II)
1 Day at Work
Can change day to day
Your influencers:
Role, Relating to Responsibilities
Based on your “Most”
Natural – Graph II
24-7 Work AND Home
Based on combination:
Nature (your DNA)
Nurture (society influencers)
Remains quite constant
Based on your “Least”
We already referenced Graph II. Now let’s read Graph I.
Comparing Your Graph I and Graph II
If your Graph I Adaptive & Graph II Natural are similar than it means that you used your same natural behavioral traits 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.
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.
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]

15. Word Sketch for Your Graph I
Graph I – Adaptive Style
1 Work
Adaptive Style Can Change Day to Day.
Daily Influencers:
Your Role?
Relating to? Responsibilities?
**** may take this out if not enough time. (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, responsibilities
and to whom you were relating to.
[CLICK] The highlighted words indicate what communication behaviors you utilized the day you took the assessment to problem solve, influence people, develop plans and handle procedures.

16. All DISC styles are of equal importance.
Key points to remember
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.
First, let’s review some 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]

17. 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
(Page 18 of the Report)
 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]

18. DISC Style … Non-Verbal Examples
Handshake - Solid, but friendly
Gestures Minimal
Eye Contact - Direct without intensity
Handshake - Formal 
Gestures Deliberate
Eye Contact - Sparse
(Page 18 of the Report)
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]

19. Let’s play “Name that Style”I
Let’s play “Name that Style”
Conversation: Opens with informal message. Example: "Hi Ruth, its Sarah –
I’m thrilled with the decision!”
Pace: Spontaneous, speaks rapidly.
Tone: Enthusiastic, optimistic & inspirational.
Example: "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. Example: "I’m calling to say thank you again for …”
Now let’s play Name that Style (say this like I’m introducing a game show)
What is Sarah’s style?
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.

20. “Name that Style”- Mr. Hall ?C
“Name that Style”- Mr. Hall ?
Conversation: Opens with a formal, factual message. Example: "This is Mr. Hall, calling regarding the AR account.”
Pace: Cautious, procedure-driven, and analytical.
Tone: Controlled logical, listens & asks why.
Example: “Please follow the timeline exactly as it is.”
Focus: Procedures, accuracy, quality.
Power Cues: Reference materials are sequenced.
Example: "We will ship the parts
when they are correct.”
What is Mr. Wellington’s Style?
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]

21. “Name that Style”- Peter?
Conversation: Opens with a personal greeting.  Example: "Hello Susan, this is Peter. How are you today? “
Pace: Methodical, contemplative.
Tone: Friendly, compassionate, soft-spoken.
Example: “Like to schedule minutes with you to discuss.. ”
 Focus: Relationships, natural listeners.
Power Cues: Family photos, serene pictures.
Example: "Joe, if you need help on editing, just let me know.”
What is Aiesha’s style?
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]

22. “Name that Style”- Susan?D
“Name that Style”- Susan?
Conversation: Charges right into issue. Example: "Market's going down – oh,…
how are you?“
Pace: Fast & abbreviated.
Tone: All business, confident, challenging.
Example: “Ryan? Susan. Bob there?”
Focus: Solve problems...quickly!
Power Cues: Determines time, place of meetings.
Example: "I'll call you at 3:00 PM tomorrow."
What is Guan-yin’s style?
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]

23. While in Italy . . . Actions? Benefits! Italian!
Stretch, Flex to learn an additional language
Benefits!
As we all go through the weekend here in beautiful Madrid, even if you don’t speak Spanish well, or even at all, you will start to pick up simple greetings if you listen carefully enough.
Now, I am the worst at languages, my co-workers are great at them, my husband is super with languages, but I am really just bad. When I took an intensive Spanish class at the University of Miami for 7 days in a row a year ago, it was rough going, believe me. But, I want to learn and I keep trying! And when I am in Spain I want to show respect for this country by stretching. I want to make the effort to at least use greetings and simple phrases in Spanish so that I can speak their language well enough to understand one another.
We will always have our native first language just like we will always have our style preference - that does not change. We are simply learning an additional language.
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

24. Communication Tips
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.
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.

25. DISC Styles The Whole Picture
Pace – Quick
(Direct)
Pace – Deliberate
(Indirect)
Priority – People
(Open)
Priority – Task
(Guarded)
**** Really want to use the next three slides – don’t know whether or not I will have time
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]

26. DISC Styles Typically Require Extra Adapting
D – Pace is Quick
D – Priority is Task
Slide 44
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: the “D’s” pace is quick and their priority is task. For the “S”, their pace is deliberate and their priority is people.
So you can see…. 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

27. Typically Require Extra Adapting
DISC Styles
Typically Require Extra Adapting
I – Pace is Quick
I – Priority is People
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.
[CLICK]
C – Pace is Deliberate
C – Priority is Task

28. Email Communication Tips Greeting – Format – Word Choice
(Page 27 of Report)
Greeting – Format – Word Choice
Tips
D States Purpose - Brief Notification
I Happy Tone - , Colors - Party
S Friendly - Methodical - Productive
C Formal - Detailed - Serious
Get to the point ASAP
Include acknowledgements
Well organized message
Include data, stay on task
 Now we’re going to look at how to determine someone’s DISC Style based on their .
(read both columns)

29. Email Decoding Worksheet
Please turn to page 26 of your report. 
(Trainer: review above) [CLICK]
(Trainer: discuss, then…)
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.

30. Email Decoding Worksheet
(Trainer: review above) [CLICK]
(Trainer: discuss, then…)
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.

31. Email Decoding Worksheet
(Trainer: review above) [CLICK]
(Trainer: discuss, and then…)
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.

32. Email Decoding Worksheet
What is D. Dacron’s DISC Style?
(The sender)
(Trainer: review above) [CLICK]
(Trainer: discuss, and then…)
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]
Pretend you are recipient of this .
Write an response to D. Dacron.

33. DISC – Pair & Share With your teammates… Share Discuss Learn
Strengths, Motivators,
Communication Tips
Discuss
Similarities? Differences?
Learn
About communicating
with your partner?
In a few minutes we’ll be going to lunch. You will be sitting with your teams. Of course, take a break, get your food and relax, but begin to start sharing and discussing your DISC assessment with your teammates. This will only make your teamwork stronger.

34. brightest Which idea was the for you? Glick GIF
Over lunch I want you to think about:
What is the most helpful idea or insight or strategy you discovered today?
And share that with your teammates.
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 – Teammates, Co-Workers, Fellow Students, Boss, and probably at home too!

35. Thank you! Lauren Madigan Certified DISC Trainer
Thank you so much! I’ll be coming around to each team table over lunch to check in with your progress and answer any questions.