Are you ever surprised how people respond to you whether in a networking situation or in a business meeting? Since most of the work that people in sales involves working with individuals (and we are all in sales since we are selling ourselves, if not a product or a service), have you ever wondered why some people have a positive response to you and others are impossible to reach? Perhaps you made a sales call or were at a networking event and no matter how hard you tried, you could not get on the same page with the person you were interacting with.
When this happens, it can not only be disappointing and frustrating, it can be outright painful depending on the situation. What I have noticed is that often times people aren’t trying to disagree with you; they are just behaving naturally. However, their natural way of achieving the result you seek can be 180 degrees different from the way you would have approached the solution. So what is the solution?
It is a system called DISC. In a book entitled “The Universal Language” DISC, the authors, Bill Bonnstetter, Judy Suiter and Randy Widrick, tell us that every day we live in a laboratory where we have the unique opportunity to learn about people. They also tell us that by developing a strong command of the DISC language, we will know our own behavioral style, recognize the behavioral style of others and blend our style for greater, more effective communication and relationships.
So you must be wondering if you are not familiar with this system, what is DISC? Simply put, DISC is the universal language of observable human behavior. It is not a measurement of a person’s intelligence, an indicator or a person’s value, a measurement of skills and experience or a measurement of education and training but it does have an inescapable bearing on all of these things.
Simply put, DISC is a model that analyzes behavioral style and is categorized into four behavioral factors of how people act in varying degrees of intensity. These are: D which is Dominance –Challenge or how you respond to problems and challenges; I which is Influence-Contacts or how you influence others to your point of view; S which is Steadiness – Consistency or how you respond to the pace of the environment and C which is Compliance – Constraints or how you respond to rules and procedures set by others.
So how can understanding these behavior styles can lead to stronger relationships, more sales, less anxiety and make networking and sales easier? Knowing the behavior style of the person you are interacting with can be a powerful tool to increase communication effectiveness which will help you in all areas of your life, both business and personal.
This article is not a crash course of the DISC system but more of an invitation to learn a tool that can help you in all of your networking and business endeavors. If you knew the style of behavior of the person you are interacting with and how to adapt your behavior accordingly, what would your life look like? Would there be less conflict, less pain and more positive relationships? Would you have more sales, better relationships with customers and clients and a better understanding of why people behave the way they do? The answer is unequivocally yes.
To determine if you are ready to learn the DISC language, there are a few prerequisites: First, you must want to find your strengths, Second you must be willing to look at possible limitations in your behavior and finally you must have a desire to bring out the best in others to to win through a people focus. Judy Sitter said it best: “If you want to change others, you must first change yourself”.
If you would like to know your style, my gift to you is a complimentary DISC profile which I will send to you via email and a complimentary 15 minute consultation along with a written report of your results. What you learn may be worth a fortune to you in your future business and relationships. Just send an email to connectwithunow@yahoo.com and put DISC in the subject line and I will send it to you. You might be amazed at what you learn about yourself.
Since it would take pages to discuss all four behavior styles, in this article, I will discuss the Dominant or “D” style of behavior and each of the next few weeks, go over each of the other behavior styles giving examples of people who exemplify these behavioral traits and what they are.
The outstanding characteristics of someone with a high “D” or Dominant and Influencing style are the following: They have an inherent need to direct, they are extroverted and usually give their opinion in a clear specific language. They have a high desire to win, both in the corporate world and on the golf course. They are direct and to the point and will often take issue if they disagree but seldom hold a grudge. These are task oriented people who look for results. In an addition, those with a high “D” must have a continual challenge or a mountain to climb. They can juggle many balls at one time but may lose interest in a project if the challenge ceases. They usually have a wide range of interest and be willing to try their hand at anything. Does this sound like you or someone you know?
Here are some example of how “high D” behavior styles may act:
They make quick decisions, they love change, they are often in a hurry, they are high risk takers, may tend to break the rules, they notice the color green first, they are efficient but not always neat, and set many goals but they are often not written down.
On the other side of the coin, the “high D” may overstep authority, be argumentative, take on too many risks, push people rather than lead them, not listen well and be a one way communicator and be too directive and impatient with others. It has been said by the experts that these limitations are the opportunities for growth and the very strengths of the “high D” can be overused and become a weakness.
A few famous “high D’s are Barbara Walters, Michael Jordan and Rush Limbaugh. These are the people who are direct, conquer mountains and are unafraid to take charge or speak on any topic.
Knowing about human behavior is a key that can unlock the door to more sales, more relationships and the secret weapon to getting along with just about any personality. Next month, I will share the characteristics of those with a “high I” – the Influencer or Expressive. In the interim, feel free to take this amazing assessment and learn more about yourself and those around you.
DISC will have your mind “spinning” with possibilities of how to better understand yourself and others. I will leave you with one study that was done by an independent sales director for Mary Kay Cosmetics who learned the DISC language. Prior to learning DISC, this representative had about 65 business associates doing approximately $7000 of monthly retail volume. After she learned her strengths and possible limitations, she began to consciously become more directive and goal oriented. Three months later, she had 78 business associates and a monthly retail value of $18,000 which was a 157% increase in sales in only three months. If learning the DISC language could help one sales representative increase her business this much in three months, what could it do for your yours?
Next month, you will learn more about this amazing system and it may unlock the block to building your business. Remember, you are always two minutes and two people away from your next referral.
Rhonda L Sher: The Sloganator Rhonda L Sher was born talking. She fell in love with words as a child and has never stopped communicating since. Her father once commented that she was vaccinated with a phonograph needle. Not only has Rhonda inherited her father's humor, but it's that quick wit that has become the signature that has helped propel her clients to stardom.Acclaimed Keynote and workshop leader, Rhonda has authored two books, "The 2 Minute Networker" and "The ABC's of LinkedIn," "Get LinkedIn or Get Left Out" as well as numerous action guides, articles, workbooks, jingles and corporate slogans.
In addition to writing, Rhonda uses her gift of gab as a featured keynote speaker, consultant and corporate trainer throughout North America. She has successfully taught hundreds of business men and women on the art of business networking and written hundreds of elevator pitches and slogans.Rhonda's greatest talent lies in her ability to create fabulously catchy slogans that are memorable, upbeat, easy to repeat and create instant brand identification. In addition to the books, audio and video, Rhonda creates slogans and taglines for her clients which are memorable, bring them business and make them, money. She works with you to create a corporate slogan for your business that sets you apart from your competition. Her creativity and energy will tap into your customer's mind and have your phone ringing off the hook with new business.
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