1. With DISC! How to INCREASE Communication Success ... Slide 1 Trainer:
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 the preferences of others and be willing to stretch.
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2. How did the transition feel?
Before We Dive In… 1
Write down your First Name 2
Write down your First Name
with your Non-Dominant hand
How did the transition feel?
Slide 2
Trainer:
Please write down your first name on any piece of paper.
Now write down your first name with your non-dominant hand.
So how did that feel? (Typical responses: Awkward, strange, uncomfortable).
Did it require you to stretch? (Typical response: Yes).
Looks like you did succeed. So with effort, if you’re willing to stretch, you’re able to do things differently!
That’s great, because today you’ll be learning how to stretch to increase your Communication Successes!
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Did you Succeed? 2

3. The Three P’s Payoff: Process: Purpose:
Provides communication insights & Strategies
Process:
Learn from our DISC reports, one another, & learning activities
Payoff:
Increased communication effectiveness with colleagues & customers
Slide 3
Trainer: Here is the path chosen today to reach this destination.
It includes the Purpose of providing you with proven, practical communication insights & strategies.
The Process we will use is a combination of learning from your DISC Reports, from one another as well as from learning activities. And the Payoff at the end of our journey will be the ability to increase our communication effectiveness with our colleagues & customers.
While completing the DISC Assessment, how many of you felt frustrated with your options when making your selections? Please raise your hand & look around the room (If it was frustrating for you, raise your hand too.) You’ll see that you are a part of the majority. What’s important is to understand that just because something is frustrating to accomplish, does not mean there is something wrong with the assessment & 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 bike. If we had blamed the bike, 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.
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4. Road Map DISC Background Natural Style Adaptive Style Applying DISC
Slide 4
Trainer:
First we will discover what is meant by DISC and how it evolved.
Next we’ll identify the characteristics that create the Natural Style.
We’ll move onto defining the Adaptive Style and its importance.
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.
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5. Part One
DISC Background
Slide 5
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6. Measures Observable Behaviors
What is DISC? Ride an elevator today?
Quickly pushes “Close Door”
“We’ll wait for you!”
Permit expired... takes stairs
Slide 6
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.
For example, have you ever seen someone who gets on the elevator quickly and immediately pushes the “Close Door” button? That type of behavior is typically described as someone who prefers to be Dominant, and has a priority of getting their goal accomplished NOW.
Another individual 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 say 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 person, which makes them smile all the more.
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.
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 entering the elevator, you might very well see them looking for the maximum weight limit for the elevator and then 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 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 – pair up)
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.
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Lets others step on 1st, then goes to the back
Measures Observable Behaviors 6

7. History Lie Detectors Dr. Marston Book - 1928
Slide 7 (Page 3 of Report)
Trainer:
[CLICK] Dr. Marston, a high-profile lawyer and psychologist created the DISC Model for emotions and behavior of normal people. His prominent career, evolved into the unconventional research on how the will of a “normal” person can affect their behavior. [CLICK] In the process, he invented the first prototype of the lie detector, measuring changes in a person’s blood pressure while being questioned, as shown in this photo. [CLICK] In 1928, he published “Emotions of Normal People” based on his DISC Model and Theory that there were 4 core communication behavior styles.
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8. DISC Model – Since 1928 Style = Pace + Priority Pace is Fast Priority
Dominant Fast Task
Influence Fast People
Steady Deliberate People
Conscientious Deliberate Task
Style = Pace Priority
Pace is Fast
Priority T a s k P e o p l
Pace is Deliberate
Slide 8
Trainer: Dr. Marston (lawyer and psychologist) created the DISC model for emotions and behavior of normal people back in In the process, he invented the 1st prototype of the lie detector.
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 the business world on how to use his research findings in a practical manner.  He believed that the knowledge of emotions of normal people also belonged to the general population and was the pioneer in authoring self-help books.
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9. Motivator Match Up Style Pace/Priority Energized by:
Pg 4
Influence
Steady
Dominant
Conscientious
Tony Robbins Nelson Mandela Judge Judy Albert Einstein
Style Pace/Priority Energized by:
Dominant Fast & Task Solving Problems
Slide 9 (Page 4 of Report)
Trainer: 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 and 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.
As we are 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… What is his Pace = Fast, His Priority = People. So, his style would be? (Influence)
Next Nelson Mandela… His Pace = Deliberate, His Priority = People. That would make his style? (Steady)
Then Judge Judy… Her Pace = Fast, Her Priority = Task. And her style would be? (Dominant)
And Albert Einstein… His Pace = Deliberate, His Priority = Task. That would mean his style would be? (Conscientious)
When you are working at the pace you want and on the priority of your choice, then you will find you are naturally more energized and motivated on accomplishing your objectives.
That is where we are going next …to help you learn about your own pace and priority and natural style.
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Influence Fast & People Inspiring People
Steady Deliberate & People Offers Helpful Plans
Conscientious Deliberate & Task Complex Procedures

10. Part Two
Natural Styles
Slide 10
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11. Natural eGraph II Key Points: Style NOT Skill Represents your 24-7
Pg 6
Key Points:
Underline
Style NOT Skill
Represents your 24-7
Both Work & Home
Based on:
Nature (DNA)
Nurture (Society & Family Influences)
Slide 11 (Page 6 of Report)
Trainer: Please turn to page 6, your “DISCcert Natural eGraph II “ in your DISC Report.
Let’s 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.
Please underline “Style Assessment.” DISC measures behavior preference and style… not skill or performance.
Also, the Natural Graph II 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.)”.
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12. Natural Graph Key Points:
Pg 6
Key Points:
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 styles
Energy Line
Pattern
Slide 12 (Page 6 of the Report)
Trainer:
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.
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.
We all have varying degrees of the D,I,S,C characteristics in our behavior patterns.
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13. What determines the Natural Graph Results?
Least!
Research shows people have more
clarity around what they least like.
Example
“What is your least favorite food?” I will say:
Slide 13
Trainer: You might be wondering how your Natural 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.
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Does not matter when or where you ask me.
My answer will always be:

14. Dominant – Orientation is Problem Solving
Slide 14
Dominant Style may be above the energy line.
Since the D communication orientation is on Problem Solving, they typically prefer to handle situations with great expediency.
They are often referred to as results driven, bottom line, and can be quite competitive… like to win!
Challenges and conquering them give them energy.
High D’s typically need to beware that others may perceive their assertiveness as demanding.
Dominant Style that is below the energy line.
Their preference when it comes to problem solving 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.
Even though their comfort zone may be collecting data before offering an option,
they can certainly make a conscious effort to learn to develop the skill to be quick and expedient to problem solve, if needed.
D style that is near the energy line: are problem solving, they are more apt to be calculated in their risk taking.
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 speed-up or slow down when needed.
In “DISC” terms, that means it requires a moderate effort to stretch, flex or adapt when communicating with others that have a different problem solving preference.
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Preference -
Expediency
Preference -
Contemplative
Preference -
Calculated Risks 14

15. Influencer - Orientation is People Connection
Slide 15
Influence Style may be above the energy line.
I Style is focused on how one influences others, the high I prefers actively interacting with people and is energized by frequent connections with others.
They are known for expressing themselves quite openly and enjoy inspiring others.
However, their enthusiasm is not always appreciated and they need to be aware that that it may be a bit overpowering for others.
I Style that is below the energy line.
Their preference when 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.
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.
I style that is 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.
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.
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Preference -
Demonstrative
Preference -
Understated
Preference -
Friendly/Reserved 15

16. Steady – Orientation is Planning
Slide 16
Steady Style above the energy line.
The “S” Style is focused on planning, having systems and methods.
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.
However, their preference for stability can be seen as wanting to maintain status quo.
And, yes, you’re right… they certainly can commit to putting effort towards exploring new options.
S Style that is below the energy line.
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.
And yes, they can develop the skills and abilities to be organized and follow timelines, if they commit to it.
S style that is near the energy line: more apt to be relaxed, composed and calm.
They are comfortable checking on the progress of their projects and providing support to others.
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.
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Preference -
Systematic
Preference -
Spontaneous
Preference -
Composed 16

17. Conscientious – Orientation Procedures
Slide 17
Conscientious Style may be above the energy line.
The high C Style is focused on making sure procedures are followed and are accurate. Quality, high standards, correctness are extremely important to them.
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.)
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.
Conscientious Style that is below the energy line.
Their preference to working with details and procedures 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.
Of course, once they commit effort & develop ability, they too can produce correct paperwork.
C style that is near the energy line: working with procedures, they are more apt to be pragmatic and focused.
They often work independently and prefer time to take care of details.
 Their preference would be 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.
In “DISC” terms, that means it requires a more moderate effort flexing or adapting when working with procedures.
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Preference -
To Analyze
Preference -
Conceptual
Preference -
Pragmatic/Focused 17

18. Connecting with People Working with Procedures
Natural Word Sketch
Pg 7
Preferences
Key Points:
Positive “Style” descriptors for your Natural Style
Highlighted words indicate your preference for:
Problem Solving
Slide 18 (Page 7 of the Report)
Trainer: Remember: DISC is a Style Assessment only.
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.
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 you prefer more or less when communicating with others.
(Trainer: quick exercise - pair)
Now stand up & 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. Share your preferences for Problem Solving, how you Connect with People, the way you approach Planning, and how you respond to working with procedures.
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Connecting with People
Developing a Plan
Working with Procedures

19. Identify the DISC Styles
Rainmaker
To Kill a Mockingbird
Matt Damon
Gregory Peck
Steady
Conscientious
The Good Wife
Intolerable Cruelty
Slide 19
Trainer:
Here is a quick overview of the four styles.
STEADY - Rainmaker (Actor - Matt Damon)
*Emotional – e.g. “Hope you are as astonished as I am.”
*Building a bridge – Looking back and forth between jury and Insurance Lawyers. e.g. “Wealthy taking away from the low-income family.”
*Comparison – Relating to the jury, “THEY are trying to convince US we need tort reform….”
*Detailed – Provides details as to how Insurance Lawyers work.
*Appeals to the heart – Asks jury “Do what you think is right in your hearts…you could be their next victim.”
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CONCIENTIOUS - To Kill a Mockingbird (Actor – Gregory Peck)
*Task – Deliberate/methodical in speech e.g. Asks question “Tom, will you catch this please with your right hand?”
*Task oriented and detailed – Catch with left hand, catch with right hand
*Strategic – Man of few words.
*Factual – Asks Tom why he can’t catch with his left hand and allows him to explain.
*Logical – Tells what the woman stated happened that does not fit with the facts that Tom doesn’t have use of his right hand.
INFLUENCE - Intolerable Cruelty (Actor – George Clooney)
*First one to speak - e.g. “What are you after Freddy…”
*Animated, expressive, spontaneous -
Spits out his water over everyone, when he thought opposing lawyer was being ridiculous in their required demands.
*Opposing attorney is “C” Style. He is factual, stoic but intense, leaves when George gets combative.
*Woman – “S” Style as she is calm, observes, takes everything in stride.
*George Clooney’s lawyer is an “S” Style. e.g. “Who is Kirshner?” George tells him to not worry about. And he complies.
*Light hearted. e.g. “More pastries for us!”
DOMINANT - The Good Wife (Actress – Julianna Margulies)
Assertive – Calculated interruptions to the judge.
*Facts – strong answers e.g. “You’re piercing the 5th amendment!
*Firm/direct – “Hold me in contempt of court – and I will report to the judicial committee.”
*Results oriented – Stayed on track with objective. Did not want the young lady to have to answer.
Julianna Margulies
George Clooney
Dominant
Influence

20. DISCcert Team Styles Slide 20 Trainer:
Replace above Quadrant with your Group’s 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.
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21. Strengths By Style Pg 11 Dominant Influence Conscientious Steady
Asks questions to challenge tradition
Works quickly to resolve issues
Influence
Brings a sense of enthusiasm
Easily negotiates conflict between teams
Conscientious
Clarifies complex issues
Demonstrates technical expertise
Steady
Excels at calming disagreements
Encourages input from all members
Slide 21 (Page 11 of the Report)
Trainer: You can see specific strengths of each style: (ASK attendees to share)
Dominant: Asks questions that challenge tradition; works quickly to resolve issues.
Influence: Brings a sense of enthusiasm; easily negotiates conflicts between teams.
Steady: Excels at calming disagreements; looks for different approaches.
Conscientious: Clarifies complex issues; demonstrates technical expertise.
Trainer Tips: 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. For example, 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 11…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.
If you do not have a Style represented in the Group, then you can just read from the PPT.
If you ask a DI to provide you with an example of a “D” Strength and they actually share a Strength that is more like an “I.” Then refer back to slide 28/19, the Quadrant with everyone Styles listed and highlight the fact that the “D” you selected is actually a “DI.” Ask the “DI” to read the Strength again and ask the group to tell you what part of the shared statement sounds like an “I”?
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22. Communication Tips- How to Communicate with a…
Pg 14
Dominant
Offer solutions
Anticipate questions
Influence
Acknowledge ideas
Have joint meetings
Steady
Provide a plan
Offer assurances
Conscientious
Provide rationale
Include documentation
Slide 22 (Page 14 of the Report)
Trainer: 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 Tips: It is quite powerful, if you have at least 1 person from each style to share 1 Communication Tip, so folks can hear the differences amongst the styles. 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.
If you do not have a Style represented in the Group, then you can just read from the PPT.
If you ask a DI to provide you with an example of a “D” Communication Tip and they actually share a Communication Tip that is more like an “I.” Then refer back to slide 28, the Quadrant with everyone Styles listed and highlight the fact that the “D” you selected is actually a “DI.” Ask the “DI” to read the Communication Tip again and ask the group to tell you what part of the shared statement sounds like an “I”?
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23. Pair & Share – With a Different Style than Yours
Pg 11, 12, 14
Share
Strengths – Page 11
Communication Tips – Page 14
Discuss
Similarities?
Differences?
Learn
Do you use your communication tips with your partner?
Slide 23 (Page 8 of the Report... Add Page 11 & 14 as reference if they don’t have Page 8.)
Trainer Tips and Script:
General Grouping Option:
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 on 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… moral 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!
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24. Part Three
Adaptive Styles
Slide 24
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25. Key Points: Adaptive Graph One day at work Can change day-to-day
Pg 15
Key Points:
Can change day-to-day
One day at work
Influenced by the 3 R’s:
Role
Relating
Responsibilities
Slide 25 (Page 15 of the Report)
Trainer: There are plenty of times one might need to stretch.
We already referenced The Natural Graph. Now let’s explore the Adaptive Graph.
Key Points:
One day at work.
Can change day to day.
Influenced by 3 R’s: Role, Relating, Responsibilities
Based on your “Most” choices
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Based on your “Most”

26. What determines Adapted Graph results?
Research shows our most selections vary – influenced by present circumstance.
Most!
“What is your most favorite food?”
Slide 26
Trainer: You might be wondering how your Adaptive Graph I, was determined.
Actually, researchers discovered that our most selections vary and are influenced by our present circumstances.
For example, if you asked me what my favorite food is, I would say it depends. If I had breakfast and it’s near lunch time I might say a hamburger. But if it’s after dinner, I might say cheesecake.
My answer is influenced by what time it is, who am I interacting with and where am I.
So, at work, are 3 main influencers are the 3 R’s; What Role am I in today? Who am I relating to? What are my responsibilities today.
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Answer influenced by what? who? where?
Adapted Graph is influenced on the day you took the assessment
by the 3 R’s: Role? Relating? Responsibilities?

27. Key Points: Adaptive Word Sketch
Pg 16
Key Points:
Highlighted words indicate your choice in how you think it would be best for:
Problem Solving
Connecting With People
Developing a Plan
Working with Procedures
Positive “Style” descriptors for your Adaptive Style:
One day at work
Influenced by 3 R’s (Role, Relating, & Responsibility)
Slide 27 (Page 16 of the Report)
Trainer: The highlighted words are describing, on the day you took the Assessment how you chose to communicate to be most successful whether it was to problem solve, interact with people, plan, and/or work with procedures.
Based on your “Most” responses in the Assessment, your DISC report has identified characteristics that line-up with your Adaptive Graph I DISC Pattern.
The behavioral traits you demonstrated are influenced by what role(s), responsibilities
and the people you were relating to the day you took your assessment.
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.
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28. Similar or Different – Better?
Pg 15
If different, ask:
What might have caused you to
Stretch?
“Does this stretch occur occasionally or does it represent a longer period of time?”
Longer period of time requires more effort
Similar
Different
Slide 28 (Page 15 of the Report)
Trainer:
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.
Now, just take a few minutes to share your Page 15 with someone sitting near you. Keep in mind it’s fine if your Natural and Adaptive are the same and it’s fine if they are different. If different it means you needed to stretch that day.
[CLICK]
Stretching was not needed the day of assessment
Stretching was needed the day
of the assessment or in general?

29. If needed ... Can you Stretch?
Fold your arms 1
Fold your arms
the opposite way 2
How did the Transition Feel?
Slide 29
Trainer:
Please fold your arms.
Now fold your arms the opposite way.
So how did that feel? (Typical responses: Awkward, strange, uncomfortable).
Did it require you to stretch? (Typical response: Yes).
Looks like you did succeed. So with effort, if you’re willing to stretch, you’re able to do things differently!
That’s great, because today you are learning how to stretch to increase your Communication Successes!
[CLICK]
Did you Succeed? 29

30. Part Four
Applying DISC
Slide 30
[CLICK]

31. Overview of Four Basic DISC Styles
Pg 17
Key Points:
Points above the Energy Line are not “better than” points below
No one style nor combination of styles is better than another
All DISC styles are equal importance
Slide 31 (Page 17 of the Report)
Trainer Tip: This is a page for participants’ future reference.
Trainer: Here is additional clarification for each of the four basic DISC styles.
You’ll find contrasting preference in their Orientation, Characteristics, Outcomes and Stressors.
Key points to remember:
All DISC styles are of equal importance.
Points above the Energy Line are “not better” than points below.
No one style nor combination of styles is better than another.
[CLICK]

32. DISC Behaviors: Non-Verbal Examples
Pg 18
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
Handshake - Solid, but friendly
Gestures Minimal
Eye Contact - Direct without intensity
Slide 32 (Page 18 of the Report)
Trainer:
Everyone stand up and find a partner
SHAKE HANDS…shake hands as if they were shaking a D’s hand. How would you describe the handshake?
Trainer Tip:
For example, a “D’s” handshake might be firm and not held long. They will often use gestures to speed things up.
Everyone stand up and find a partner and
SHAKE HANDS…shake hands as if they were shaking a I’s hand. How would you describe the handshake?
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.
SHAKE HANDS…shake hands as if they were shaking a S’s hand. How would you describe the handshake?
An “S’s” handshake is usually solid but friendly. They use minimal gestures.
SHAKE HANDS…shake hands as if they were shaking a C’s hand. How would you describe the handshake?
“C’s” are more formal, and will use deliberate gestures. They usually focus on specific objectives that are tied to a specific task.
[CLICK]
Handshake - Formal 
Gestures Deliberate 
Eye Contact - Sparse 32

33. DISC Style “Name that Style Worksheet”
Pg 19
Slide 33 (Page 19 of the Report)
Trainer:
These are examples of people who have just one Style as their
Natural Style. Most folks have combination styles.
Purpose is to practice identifying DISC Behavior Styles.
Please turn to page 19. You’re going to meet Sarah, Mr. Hall, Peter, and Susan. Complete page 19 with partner.
Identify the Style of each.
Also list the initials of someone you know that is that Style and the associated behaviors. You will not need to share their name. This is not target practice rather skill practice.
If you need more information to determine the Style, turn back to page 17, “The Overview.”
Trainer Tip :
By having each person identify 4 colleagues, it will be easier for
them to select a colleague when they are asked to on page 29,
“Action Plans.”
Trainer Tips:
While your Professional Ease-Dropping,
Insert yourself where a pair is struggling.
On the other hand, if you hear some great insights, ask that person if they would share that with the large group.
Recommend you write that note down. It’s easy to forget.

34. Sarah “Name that Style” Sarah Pg 19 I
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 34 (Page 19 of the Report)
Trainer: These are examples of people who have just one Style as their Natural Style. Most folks have combination styles. Purpose is to practice identifying DISC Behavior Styles.
Please turn to page 19. You’re going to meet Sarah, Mr. Hall, Peter, and Susan. (Then return to slide34.)
Complete page 19 with a partner. Identify the Style of each and also list the initials of someone you know that is that Style and the associated behaviors. If you need more information to determine the style, turn back to page 17, “The Overview.”
Trainer Tip: FYI ... By having each person identify 4 colleagues, it will be easier for them to select a colleague when they are asked to on page 29, “Action Plans.”
2. (IF NO TIME – REVIEW AS A GROUP – ASK FOR 1 EXAMPLE OF EACH – NO NAMES) Now review your findings. Recommend if you are unsure of the person’s style, then both of you turn back to page 17, “The Overview” and see if this provides some insight. Discuss how these insights might influence a different Style selection. By the way, I’ll be walking around the room, doing Professional Ease-Dropping seeing if any clarification is needed.
Trainer Tips: As you are doing your Professional Ease-Dropping, insert yourself where a pair is struggling. On the other hand, if you hear some great insights ask that person if they would share that with the large group. Recommend you write that note down. It’s easy to forget.
Trainer: Sarah’s style is ...? Yes, surely an “I”, the Influencer Style. (Attendee’s Name) would you share the additional behaviors you wrote for your colleague
Who is an I? (Note: You’re not asking the attendee to share even the initials. Reduces the perception of “Target Practice.” We did want them to identify a
colleague, so they begin to see the Styles at work.) In addition, a few other tips to remember. (Feel free to shorten as you see fit.)
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. And when giving your responses, be prepared to give explanations.
[CLICK]
Sarah
Sarah

35. Mr. Hall “Name that Style” Mr. Hall Pg 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 35 (Page 19 of the Report)
Trainer: Mr Hall’s Style is ...? Yes, the Conscientious Style. (Attendee’s Name) would you share the additional behaviors you wrote for your colleague who is the Conscientious Style? In addition, a few other tips to remember. (Feel free to shorten as you see fit.)
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
Mr. Hall

36. Peter “Name that Style” Peter Pg 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 36 (Page 19 of the Report)
Trainer: Peter’s Style is ...? Yes, Steady Style.
(Attendee’s Name) would you share the additional behaviors you wrote for your colleague who is the Steady Style? In addition, a few other tips to remember. (Feel free to shorten as you see fit.)
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
Peter

37. Susan “Name that Style” Susan Pg 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 37 (Page 19 of the Report)
Trainer: Susan’s Style is ...? Yes, the Dominant Style. (Attendee’s Name) would you share additional behaviors you wrote for your colleague who is the Dominant Style? In addition, a few other tips to remember. (Feel free to shorten as you see fit.)
Approach: ABC’s – Be Abridge, Brief & Concise. Or.. Be brief... Be gone.
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.
Optional: Do “TV Trivia” Learning Activity (For detailed instructions, see Resources>Tools>Learning Activities)
Objective: Have fun reviewing how to identify the behaviors in different Styles.
Blank, posted flipcharts for each group
Instructions: Have each group write the answers to the TV Show or movie's list of characters with the corresponding styles and behaviors. All participants within a group must know the show. (Check groups work during process. Help them if stuck or wrong.) Groups then cover the Style and behaviors they wrote on their flipchart. And then each group leader shares TV Show and characters names and then ask large group to determine what behavior and Style(s) is each character.
Tip: Create a flipchart example and review prior to groups begin activity.
[CLICK]
Susan
Susan

38. Prep for the Trip to Visit another Country?
Pg 20
Italian!
Maori!
Actions
Stretch, Flex to Learn Additional Language
Benefits!
Japanese!
Spanish!
Slide 38 (Page 20 of the Report)
Trainer: What prep do you do for your Trip? Actions often include you being willing to Stretch, Flex to Learn an Additional Language.
Benefits include: Keeping native language, ability to speak another language, and increasing communication successes!
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!
Who has visited another country. Did you try to speak the other language? Why? What was result(s)? The more we practice stretching the easier it does get. Just like practicing any skill. The more we practice, the better we become.
Just as we wisely consider stretching to speak another country’s language, the same approach is needed if we are communicating with someone who has a different DISC Style than we have. Understanding and applying our insights to the 4 different languages of DISC Styles will greatly improve the receptivity of our ideas. And the more we practice, the easier it gets and more success follows.
Option Activities:
(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?”)
2. Ask Participants to fold their arms. Now ask them to fold their arms so that the top arm is now underneath. Follow the same debrief as above.
Options:
Both of these simple, quick Activities help to build each person’s confidence that they do have the ability to stretch. Just do only one of them.
1. “Name” Activity
Ask participants to write their name. Now ask them to write it with their other hand. Ask, “Did you all succeed in at least trying to write your name with the opposite hand? (They nod, or say “Yes.”) Great... This shows you’re willing to stretch and that you can. When we stretch it is out of our comfort zone and it of course takes extra effort. If that extra effort will yield a potential win in a communications with another, then you will probably be all the more motivated to stretch. You can do it!
2. “Fold Arms” Activity
Ask Participants to fold their arms. Now ask them to fold their arms so that the top arm is now underneath. Follow the same debrief as above.
Ask, “Did you all succeed in folding your arms the other way? (They nod, or say “Yes.”) Great... This shows you’re willing to stretch and that you can. When we stretch it is out of our comfort zone and it of course takes extra effort. If that extra effort will yield a potential win in a communications with another, then you will probably be all the more motivated to stretch. You can do it!
[CLICK]
Shows Respect to Native Language!
Plus Ability to Speak Another Language
Increase Communication Successes

39. DISC Styles – 2 Key Questions – Pace? Priority?
Pg 25
Pace – Quick
(Direct)
Priority – Task
(Guarded)
Priority – People
(open)
Slide 39 (Page 25 of the Report)
Note: This slide is animated
Trainer:
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?
Speaking of contrasting preferences, here is a movie clip that shows what can happen. (Show movie clip. It’s embedded in the PPT, but here it is as well The Great Outdoors.) First what style is John Candy? (S) Dan Akroyd ( C ) How did their Styles and lack of stretching impact the conversation? What could each of them have done differently?
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)
The Great Outdoors

40. Behavioral Styles Communication Tips
to Use with Each Style
Pg 21-22
Goal Oriented
Offer Solutions
Builds
Positive Alliances
Provide
Positive Comments
Enjoys Teamwork
Acknowledge
Their Support
Slide 40 (Pages of the Report)
Trainer: Please turn to pages “Communication Tips.” Here you’ll find a list of Behaviors that defines each Style, a High, Intense Version. For example 80 and above on the Natural Graph. Keep in mind also, that most folks have a combination of 2 Styles. On the right hand side are the Communication Tips to Use when you are interacting with each of the Styles. It’s a great reference sheet for the next Activity we’ll be doing in just a few minutes. And, of course an excellent reference sheet long after today’s training. Please take a few minute to read over these Communication Tips.
[CLICK]
Thinks Logically
Give data to them in writing

41. DISC Styles: Case Scenarios
Pg 23
1. Sam
2. Chris
3. Igor
4. Doris
Slide 41 (Pages of the Report)
Trainer:
Now on pages 23 & 24 let’s explore how these behaviors show up in 4 scenarios as well as how to successfully respond. First I will be asking _____ to read scenario 1. And as he reads you are to circle the key words or phrases that will help you identify the Style. I’ll ask one of you to share a few of the words you circled and what style(s) you have selected and why. Then I’ll ask the same reader to read the challenge. Then pair up with someone in your group. Refer to the previous pages and use the Communication Tips to help you formulate your response. Then I’ll be asking someone to share their response.
Trainer Tip: Do your “Professional Ease-Dropping.” Then follow the process as stated above.
Optional: If time permitted you could assign each group a “Style” and have them write a real work related scenario on a flipchart. Then rotate the groups clock-wise so another group is to identify the style and put a response. Then the original group evaluates; Is the style(s) correct? Response effective? If correction is needed, then write a recommended response. If did they do a great job.. Put stars or something positive. Then tell them to rip off the flipchart page and take it to that group. Then have each group share how they did on the assignment and what insights did they gain. And, end this piece with acknowledging their stretching.

42. A DISC Story Slide 42 Trainer:
Now we need two courageous volunteers to play the role of Carlos and Jane. So who will be our Carlos and our Jane?
(If in person training, have two individuals come to the front of the room and encourage them to fully embrace the DISC Style they’re representing)
[CLICK]

43. Jane Carlos Situation: Situation:
She is a new Team Leader of 12 Employees as of 2 weeks ago.
Actions:
Speaks first. When interacting, conveys enthusiasm in voice and gestures.
Situation:
He is Jane’s Supervisor.
Actions:
Responds using a low voice and reserved mannerisms.
Slide 43
Trainer: Let me encourage you to fully embrace the DISC Style you are representing.
“Jane” reads from slide-
Situation: She is a new Team Leader of 12 Employees as of 2 weeks ago.
Actions: Speaks first. When interacting, conveys enthusiasm in voice and gestures.
“Carlos” reads from slide-
Situation: He is Moira’s Supervisor.
Actions: Responds using a low voice and reserved mannerisms.
[CLICK]

44. Jane Carlos Hey Carlos, look!
I went ahead and scheduled our Team’s first meeting off-site.
Thought we’d have a catered breakfast, do some Team building activities followed by lunch and then return to work all excited about being on the Team!
Oh.... (Pauses) That’s all well and good but first you need to generate an agenda that will help the team succeed.
Second, have you reviewed your Team’s budget for this quarter yet?
Slide 44
“Jane” reads from slide- Hey Carlos, look! I went ahead and scheduled our Team’s first meeting offsite. Thought we’d have a catered breakfast, do some Team building activities followed by lunch and then return to work all excited about being on the Team!
“Carlos” reads from slide- Oh.... (Pauses) That’s all well and good but first you need to generate an agenda that will help the team succeed. Second, have you reviewed your Team’s budget for this quarter yet?
[CLICK]

45. Jane Carlos A budget is established so you work within its parameters.
Yes, I glanced at the budget.
I just figured you’d know how important it is for a Team to have fun together in order to succeed.
Surely you can negotiate some funding for us... right?
A budget is established so you work within its parameters.
Your focus needs to be
First, Determining your Team’s Objectives
Second, Selecting your Team’s Roles
Third, Generating your Team’s Schedule.
Slide 45
“Jane” reads from slide- Yes, I glanced at the budget. I just figured you’d know how important it is for a Team to have fun together in order to succeed. Surely you can negotiate some funding for us... right?
“Carlos” reads from slide- A budget is established so you work within its parameters. Your focus needs to be
First, Determining your Team’s objectives
Second, Selecting your Team’s roles
Third, Generating your Team’s schedule.
[CLICK]

46. Jane Carlos Yes, yes. I have that all handled.
That’s good to hear you have it all handled.
Please send me your Team’s plan and revised agenda for the Team’s first meeting.
It will need to be held in the conference room on the 4th floor.
I expect to receive these documents by 4pm today and will review. We will meet in my office tomorrow from 9:00-9:30 a.m. to finalize.
Yes, yes. I have that all handled.
Slide 46
“Jane” reads from slide- Yes, yes. I have that all handled.
“Carlos” reads from slide- That’s good to hear you have it all handled. Please send me your Team’s plan and revised agenda for the Team’s first meeting. It will need to be held in the conference room on the 4th floor. I expect to receive these documents by 4pm today and will review. We will meet in my office tomorrow from 9:00-9:30 a.m. to finalize.
[CLICK]

47. Jane Carlos You’ll have clarity by the end of tomorrow’s meeting.
But what about my off-site meeting?
It’s so important to make everybody feel so welcomed.
And It’s too late to cancel the catering.
You’ll have clarity by the end of tomorrow’s meeting.
Slide 47
“Jane” reads from slide- But what about my off-site meeting? It’s so important to make everybody feel so welcomed. And It’s too late to cancel the catering.
“Carlos” reads from slide- You’ll have clarity by the end of tomorrow’s meeting.
Trainer:
What style is Carlos? What did he say and do to make you think that?
What style is Moira? What did she say and do to make you think that?
What did this conversation accomplish? What could have made this conversation more productive?
Have you ever been in a conversation like this? What did you do or say in response?
What was the outcome? Would you do anything differently, and if so, what?
[CLICK]

48. Email Decoding Activity
Pg 26-27
Slide 48 (Pages of the Report)
Trainer: The following activity shows how easy it can be to determine DISC styles and how to respond. You will be able to apply your new DISC Styles insights as soon as you start responding to your s.
[CLICK]

49. Greeting – Format – Word Choice
Communication Tips
Pg 26-27
D States Purpose - Brief - Notification
I Happy Tone - , Colors - Social
S Friendly - Methodical - Productive
C Formal - Detailed - Serious
Tips
Get to the point ASAP
Include acknowledgements
Well-organized message
Include data, stay on task
Greeting – Format – Word Choice
Slide 49 (Pages of the Report)
Trainer: In addition to the pace and priority, here’s some additional simple tips to consider: (Read from the PowerPoint.)
Trainer Tips: Put in groups of any size.
Trainer: Each group select your discussion leader. (Fun option. Have everybody point to one person seated at your table. The person with the most fingers pointed at them becomes the discussion leader. Generates fun energy right away.) Instructions are to use the Communication Tips that are at the top of your Page 26 & 27. On the left side you’ll find description of how each Style writes their s. On the right side, are the Tips for you to use in your response, so your reader will be as receptive as possible.
Discussion Leaders select people to read each . During each reading the rest of the group are to look for clues that tell them what the Style is.
Then share your Style Selections tying it to the descriptions at the top of each page. Then as a group, you generate a response that follows the Tips above.
Please list on your flipchart paper numbers 1 – 4. Record the Natural Style(s) next to the numbers and write the responses.
I will be walking around and doing my “professional ease-dropping.” I’ll provide clarification if you want it. (Groups do the Activity)
Now, everyone rotate to the right and stand by your neighbor’s written flipchart. Discussion Leader guide your group in determining what this group did well. Put stars on their flipchart to identify. If you disagree, then as a group rewrite their response so it does line-up with the identified style.
Do this at the bottom or get a new flipchart sheet.
When done, go back to your original flipchart sheet.
[CLICK]

50. Greeting – Format – Word Choice
Decoding Worksheet
Pg 27 #4
D States Purpose - Brief - Notification
I Happy Tone - , Colors - Social
S Friendly - Methodical - Productive
C Formal - Detailed - Serious
Tips
Get to the point ASAP
Include acknowledgements
Well-organized message
Include data, stay on task
Greeting – Format – Word Choice
What is D. Dacron’s DISC Style?
(The sender)
Slide 50 (Page 27 of the Report)
Trainer: REVIEW AS A GROUP.
What’s the Greeting? NO GREETING
What’s the Format? BRIEF
What’s the word choice? NOTIFICATION
They style is this person: D?
Well done.
Now what kind of response would you give?
Special Note, some people think because D’s like things to be so quick, that they do not need to respond to a D’s . It is best to respond, because the D wants control, so they want you to acknowledge their message.
Trainer Tip: Below is an example of an message sent back to D. Dacron, the Dominant Style.
“Subject Line: Planning Committee
Message: Confirmed”
[CLICK]
Pretend you are recipient of this .
Write an response to D. Dacron.

51. Greeting – Format – Word Choice
Decoding Worksheet
Pg 26 #1
D States Purpose - Brief - Notification
I Happy Tone - , Colors - Social
S Friendly - Methodical - Productive
C Formal - Detailed - Serious
Tips
Get to the point ASAP
Include acknowledgements
Well-organized message
Include data, stay on task
Greeting – Format – Word Choice
Slide 51 (Page 26 of the Report)
Trainer: REVIEW AS A GROUP.
What’s the Greeting? FRIENDLY
What’s the Format? METHODICAL
What’s the word choice? PRODUCTIVE
They style is this person: S?
Well done.
Now what kind of response would you give?
Trainer Tip: Below is an example of an message sent back to Sarah, the Steady Style..
“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 Recipient of this .
Write an response to Sarah.

52. Greeting – Format – Word Choice
Decoding Worksheet
Pg 26 #2
D States Purpose - Brief - Notification
I Happy Tone - , Colors - Social
S Friendly - Methodical - Productive
C Formal - Detailed - Serious
Tips
Get to the point ASAP
Include acknowledgements
Well-organized message
Include data, stay on task
Greeting – Format – Word Choice
Slide 52 (Page 26 of the Report)
Trainer: REVIEW AS A GROUP.
What’s the Greeting? HAPPY TONE
What’s the Format? COLORS, EMOJI’S
What’s the word choice? ANIMATED
They style is this person: I?
Well done.
Now what kind of response would you give?
Trainer Tip:
Below is an example of an message sent back to Isabel, the Influence Style.
“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 Isabel.

53. Greeting – Format – Word Choice
Decoding Worksheet
Pg 27 #3
D States Purpose - Brief - Notification
I Happy Tone - , Colors - Social
S Friendly - Methodical - Productive
C Formal - Detailed - Serious
Tips
Get to the point ASAP
Include acknowledgements
Well-organized message
Include data, stay on task
Greeting – Format – Word Choice
Slide 53 (Page 27 of the Report)
Trainer: REVIEW AS A GROUP.
What’s the Greeting? FORMAL
What’s the Format? DETAIL
What’s the word choice? SERIOUS
They style is this person: C?
Well done.
Now what kind of response would you give?
Trainer Tip:
Below is an example of an message sent back to Carlton, the Conscientious Style.
“This is to confirm my attendance at the Planning Committee meeting on Tuesday, October 15, 2018 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, 2018.
Regards,
Elizabeth Wilson
[CLICK]
What is Carlton Cornick’s ’s DISC Style? (The sender)
Pretend you are recipient of this .
Write an response to Carlton Cornick.

54. Action Plan for All Styles
Pg 29
Select a Direct Report
Determine their Natural Style
Slide 54 (Page 29 of the Report)
Trainer: 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. You might want to refer back to page 19, “Name that Style,” where you put initials of colleagues and then select one for this Activity.
Next, please determine their DISC Style by first considering if their pace is quick (D or I) or deliberate (S or C).
Then reflect on your conversations with them... is their priority on people (I or S) or tasks D or C)? (Pause)
Do you have a good sense of what you think their Natural DISC Style is? If not, no problem..
Trainer Tip:
Typically, at least 50% of the attendees do not have a colleague selected. So, I recommend you always do the following slide. [CLICK]

55. Not sure about Coworker’s Style?
Pg 29
Slide 55
Trainer:
If Not Sure about Coworker’s Style?
Sometimes another’s style is not readily determined.
If you are not sure of your co-worker’s style here are 3 practical tips to get you started.
[CLICK]
3 Tips

56. Tips for Identifying Styles
Pg 29
Select coworker you have met in person.
Picture them at large group meeting.
Which scenario best describes their behavior?
D –
on a mission to solve problems
I –
makes friends & interacts broadly
C –
waits for others to approach
S – engages selectively with a few
Slide 56
Trainer:
Here are practical tips for applying your new DISC strategies.
Tips for initially using your new DISC insights:
Select a coworker you have already met in person. This way you have some observable data that you can draw from. It will make it easier for you to see patterns of behavior.
Picture your coworker at a Large Group Meeting.
Now that you’ve identified your coworker & have them situated at the meeting, which of the following interactions would your coworker be more apt to do?
Would they walk in, “ask” others to quickly view proposal & then “ask” for a decision right now? This person is on a mission with a very clear goal in mind. We refer to that style as Dominant.
Or would they talk with as many people as they can & will introduce themselves to anyone they don’t know. They are energized by the mere “meet & great” exchange. This style would be Influence.
Then again, would they walk into the event, pause & look for someone they know & listen & talk with that person the whole event. If that is a match for your coworker, then the S style is a match.
And then again, if you coworker, reluctantly walks in, stands in one spot to see if anyone comes to talk to them & then after 5 minutes leaves, then the C style is more likely the accurate choice. Now it’s time to create your DISC Action Plan.
[CLICK]

57. Action Plan for All Styles
Pg 29 ✔
Add checkmarks by “Characteristics” that match your co-worker
Slide 57 (Page 29 of the Report)
Trainer:
Now, that your coworker’s Style is determined... I’ll walk you through the rest of the steps on your page 29.
First Step is to add a checkmark by “Characteristics” that match your co-worker.
[CLICK]

58. Action Plan for All Styles
Pg 29 ✔ ✗
Add an “X” by Tips
you are currently using with co-worker
Slide 58 (Page 29 of the Report)
Trainer:
Now add a “X” by (Communication) “Tips for Others” you currently use with your selected co-worker. You’re doing a little self-assessment as to how you presently interact with your colleague.
[CLICK]

59. Action Plan for All Styles
Pg 29 ✔ ✗ 
Add a circle by remaining Tips
Slide 59 (Page 29 of the Report)
Trainer:
Next, draw a circle around the remaining “Tips for Others.” You now have your overall Action Plan.
[CLICK]

60. Action Plan for All Styles
Pg 29 ✔ ✗ 
Add a Star
by one of the
Tips to get started
At bottom of page
write how you will apply the Tip
Slide 60 (Page 29 of the Report)
Trainer:
Add a Star by one of the “Tips for Others” you will first apply.
At bottom of your Page 29, “Your Action Plan:” please expand on how you will incorporate the “starred” behavior you identified above.
Please do this by listing your co-worker’s name, a discussion topic & when you might meet with them next. List the behavior you put a star next to & describe how you would incorporate that into your next interaction with them.
Here’s an example. My co-worker’s name is Jane & I’ve identified her as a “D” & put a star by “Anticipate Questions.”
My write-up would say: I’ll be meeting with Jane next Tuesday to discuss the first quarter budget. I will spend time thinking in advance what questions she will have for me. I know she’ll definitely be asking me how are we comparing so far with last year’s budget.
Once you have completed all steps, including the Action Plan at the bottom of the page, then share with person sitting next to you. No need to share your colleague’s name, just focus on how you determined what their Style(s) are and how you are going to stretch in your next interaction with them. Ask your partner for feedback. (Pairs Share.)
Please flag this page. You just developed your Action Plan that will set you up for a more successful communications.
Trainer Tip: Since this exercise focuses on real work relationships, I do not ask for volunteers to share.
[CLICK]

61. “What do YOU DO?” What if this is your first encounter? Slide 61
Trainer:
We’ve explored how your DISC Styles work including an Action Plan to set you up for optimum communication success. You’ll find you’ll be using DISC at home as well. In fact, it is available to you to use in all your interactions with others, your peers, boss, internal & external customers.
There are of course those times in life, where we have had no prior interaction with someone & we are now meeting them for the very first time.
That is understandably hard to determine their style, since you have no information to review. However, there is a DISC Tip to help you quickly assess what is their style, so you can quickly adjust as needed.
[CLICK]

62. Bonus Tip 1. Start as if person is Steady – calm & organized
2. Then observe & adapt/stretch if needed
“I Went fishing and caught a fish this big! = INFLUENCE
“Get to the Point” = DOMINANT
“Why do that? Where is the analysis?” = CONSCIENTIOUS
“This makes sense. Please explain the next steps.” = STEADY
Slide 62
Trainer: 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]

63. How DISC Supports Disney Values (Trainer Replace)
Innovation and Technology
High Standard of Excellence
Positive, inclusive ideas about Family
Tradition of Timeless Storytelling
To Honor and Respect Decency
Slide 63
Trainer:
Trainer Tip:
You can replace “Values” with Principles, Commitments, Promises, Philosophies ...
Disney Example: Values
1. Innovation & Technology
2. High Standard of Excellence
3. Positive, inclusive Ideas about Family
4. Tradition of Timeless Storytelling
5. To Honor & Respect Decency
Here’s examples of how Disney can show how DISC supports Disney’s Values.
1. Innovation & Technology: DISC model gives you more Communication options for encouraging you to explore new ways of becoming a more effective Communicator.
2. High Standard of Excellence: You have access to highly successful DISC Communication Strategies that will earn you reputation of an excellent Communicator.
3. Positive, inclusive Ideas about Family: By understanding and applying DISC Styles your interactions with others will generate more positive connections.
4. Tradition of Timeless Storytelling: DISC teaches you the value of stretching when communicating with other Styles. Knowing when to be passionate, or gentle, or strong or methodical when Storytelling is a powerful skill to possess.
5. To Honor & Respect Decency: DISC shows you what Respecting Looks like to different people. One size does not fit all.

64. Slide 64
Trainer:
If you would like to receive a 1 brief weekly DISC Tip please me and you will be added to the distribution.
This series applies to DISC Styles and what their office is more apt to look like.
Week #1, applies to entering the office of a D and tips on how to communicate with them.
Week #2, applies to I and then Week #3 applies to S, and, yes... Week #4 applies to the C.
There are 11 Series in all. Again, if you would like this friendly reminder just me.
Trainer Tip:
Send your attendee’s s to DISCcert and we will automatically add them to the DISC Tips Weekly distribution. There is no marketing of any sort in their DISC Tip. (You as a DISC Certified Trainer receive the same content with additional Resource References at the bottom.)

65. What was your Key Insight Today?
Patch Adams
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
Trainer:
Patch Adams
Robin Williams starts out as an I being animated (riding the hospital bed like in a rodeo), loud, fun, center of attention.
When the senior doctor walks in he appeals to his emotions as first (making them laugh), then turns to facts to address the Dr’s “C” personality – speaking in a low tone, giving information about how laughing helps with endorphins which in turn positively affect the immune system….
[CLICK]

66. Start using DISC Today How to INCREASE Communication Success? Emails
Meetings
Phone Calls
Text Messages
Elevators
Slide 66
Trainer:
[CLICK]