90 th annual meeting & exposition april 3 – 6, 2011 memphis, tennessee impact your sphere of...

90th Annual Meeting & ExpositionApril 3 – 6, 2011

Memphis, Tennessee

Impact Your Sphere of Influence

• Gaining Personal Endorsemento Know Yourselfo Control Yourselfo Know Otherso Appeal to the Basic Needs of Others


Memphis, Tennessee


DISC – A Universal Language

• Benefits of DISCo Gain commitment and cooperationo Build a more effective teamo Resolve and prevent conflicto Gain endorsemento Increase your influence on otherso Better time management


Memphis, Tennessee


The History of Behavioral Language

• Empedocles 444 B.C. Earth – Air – Fire – WaterEarth – Air – Fire – Water• Hippocrates 400 B.C.

o Sanguine – Melancholic – Choleric – PhlegmaticSanguine – Melancholic – Choleric – Phlegmatic• Moving Forward: C.G. Jung 1921

o Thinking – Feeling – Sensation – IntuitionThinking – Feeling – Sensation – Intuition• William Marston 1928 “The Emotions of Normal

People”o DominanceDominance – – InducementInducement – – SteadinessSteadiness – – ComplianceCompliance


Memphis, Tennessee


Once Upon a Time in a Far Away Land

• A long time ago a person was sitting on a rock and they noticed people:o Some were forceful, direct, and results orientedo Some were optimistic, fun, and talkativeo Some were steady, patient, and relaxedo Some were precise, accurate, and detail oriented


Memphis, Tennessee


4 Basic Behavioral Styles (Normal Behavior)

• Dominance (How you approach Problems)• Influencing (How you interact or influence People)• Steadiness (How you respond to change and Pace)• Compliance (How you respond to rules and

Procedures)


Memphis, Tennessee


Value Your Style Brings

Compliant Style– Maintains High Standards

– Define, Clarifies, Collects Information

– Asks Probing Questions

Steady Style– Dependable Team Player

– Patient and Empathetic

– Logical Thinker

Dominant Style– Challenge Oriented

– Initiates Activity

– Bottom Line Thinker

Influencer Style– Optimistic and Enthusiastic

– Creative Problem Solver

– Motivates Others


Memphis, Tennessee


Behavioral Style Wants and Needs

Compliant Style– Wants Proof & Evidence

– Needs Procedures

Steady Style– Wants Security & Peace

– Needs to Serve Others

Dominant Style– Wants Results

– Needs to Direct Activities

Influencer Style– Wants engagement and the

“Experience”

– Needs Interaction with Others


Memphis, Tennessee


Behavioral Style Fear and Emotion

Compliant Style– Emotion is Fear

– Fear of criticism of their work

Steady Style– Emotion is Non-emotional

– Fear is loss of security

Dominant Style– Emotion is Anger

– Fear is being taken advantage of

Influencer Style– Emotion is Optimism

– Fear is social rejection


Memphis, Tennessee


Behavioral Style Descriptors

Compliant Style– Accurate, Analytical,

Conscientious, Fact-finder, Precise, Systematic

Steady Style– Amicable, Friendly, Good

Listener, Patient, Predictable, Stable, Steady

Dominant Style– Adventuresome,

Authoritative, Competitive, Decisive, Direct, Problem Solver, Risk Taker

Influencer Style– Charming, Confident,

Convincing, Enthusiastic, Good Mixer, Optimistic, Talkative


Memphis, Tennessee


The Basic Wants of Each Behavior Style

Compliant Style– Information / Data

Steady Style– Security / Stability

Dominant Style– Results / Action

Influencer Style– An “Experience” and…

To Be Liked


Memphis, Tennessee


The Dominant Style

Their Style• Voice

• Strong, clear, confident, fast-paced

• Volume• Loudest

• Body Language• Uses direct eye contact

• Points finger

• Leans toward you

Adjust Your Style•Voice

– Strong, clear, loud, confident, direct

•Pace– Fast and to the point

•Body Language– Keep your distance

– Strong handshake

– Direct eye contact


Memphis, Tennessee


The Influencing Style


• Animated, friendly, rambling explanations

• Volume• Fairly loud

• Body Language• Smiles a lot

• Expressive gestures


– Enthusiastic, energized, friendly

•Pace– Fast, non-linear

•Body Language– Get close, use touch

– Humor OK

– Friendly eye contact


Memphis, Tennessee


The Steadiness Style


• Low tone and warm

• Volume• Soft

• Body Language• Small hand gestures

• Relaxed and non-emotional


– Warm, soft, low volume, steady, calm

•Pace– Slow and metered

•Body Language– Relaxed, lean back

– Methodical

– Friendly eye contact


Memphis, Tennessee


The Compliant Style


• Little or no modulation, precise, cool or aloof

• Volume• Quiet

• Body Language• Few hand gestures

• Direct eye contact

• Controlled


– Controlled, direct, thoughtful, little modulation

•Pace– Slow and methodical

•Body Language– Keep your distance

– Firm posture

– Direct eye contact


Memphis, Tennessee


Communicating with the Dominant Style

• Communicating with the High “D”o Be clear, specific and to the pointo Stick to businesso Come prepared with well organized proposalo Present facts logically and efficientlyo Provide options and recommendation not opinionso If you disagree, take issue with the factso Provide a win/win opportunity


Memphis, Tennessee


Communicating with the Influencing Style

• Communicating with the High “I”o Plan interactions that supports their dreamso Allow time for relating and socializingo Talk about people and their goalso Put details in writing or they’ll forgeto Ask for their opiniono Provide ideas for implementing action (not dreaming)o Offer incentives (immediate or short term)


Memphis, Tennessee


Communicating with the Steadiness Style

• Communicating with the High “S”o Start with personal comments (Break the ice)o Show sincere interest in them as a persono Present your case logically, softly, non-threateninglyo Ask specific (preferably “How?”) questions o If the situation impacts them personally, look for hurt

feelingso Provide personal assurances and guaranteeso Allow them time to think


Memphis, Tennessee


Communicating with the Compliant Style

• Communicating with the High “C”o Prepare your case in advanceo Approach them in a straightforward, direct mannero Use a thoughtful approach (Build credibility by looking

at all sides of an issueo Present specifics and do what you say (don’t be vague)o Take your time, but be persistento Provide them with information and datao Allow them their space


Memphis, Tennessee


Style Tendencies

Tendency to Use Logic

Tendency to Trust

Tendency to Move Quickly

Tendency to Be Loyal

Greater Lesser

S C D I

I S D C

D I S C

S C D I


Memphis, Tennessee


Endorsement - Your Personal Stock Price

Clarity ----------------------

Creativity-------------------

Competence----------------

Communication-----------

Action-----------------------

Know what you want (Goal)

Try different methods

Be the best at what you do

Adapt your communication style

Do Something NOW!


Memphis, Tennessee

A Formula for Results

Clarity

Clarity (Understand why we open the doors every morning and your purpose for being here)

•Having Your Target in Sight•Define the Desired Outcomes (What would success "look like?")

•Think Win-Win (There has to be something in it for others in order to have Buy-in or Ownership)

•Use Present Moment Awareness to Gather Feedback to Measure Your Effectiveness with others


Memphis, Tennessee


Creativity

Creativity (Being willing to experiment and try many resources and methods)

•Recognizing, Seizing, and Making Opportunities•Accepting and Giving Encouragement for Excellence•Self-Training or Company Training on Creativity•Realizing that Motivation is Internal and Comes from Within•Practice Your Training using the 10,000 Rule


Memphis, Tennessee


Competence

Competence (Being the best you can be in your area of expertise...being able to "deliver the goods")

•Identify Your Strength Competencies that Are Excellent•Identify Your Weaknesses that are Causing You to be Ineffective•Identify the Success Factors of Your Job


Memphis, Tennessee


Communication

Communication (Giving and receiving the message in an effective manner)

•Understand Yourself and Your Communication Style•Control Your Emotions to Assure Non-interference of the Message•Know Your Targeted Person or Audience•Be Aware of Tone of Voice, Pace of Speech, and Body Language


Memphis, Tennessee


Communication

Action (Without Action...nothing else has much of an impact)

•Understand that 1, 2, 3 & 4 Above are of No Value without Implementation•Take Action Every Day to Move ForwardPractice, Practice, Practice (The 10,000 Hour Rule)•Ability and Systems are Dependent on Your Applied EFFORT


Memphis, Tennessee


What Do We All Want?

We simply want to have

our needs met and our fears relieved!


Memphis, Tennessee


So What Do You Do Now?

Endorsement does not happen by accident.Practice until you knock the cover off!


Memphis, Tennessee


Jim Corter, CPBAPresident of Corter Consulting, Inc.

[email protected]

90 th annual meeting & exposition april 3 – 6, 2011 memphis, tennessee impact your sphere of...

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