communication styles
DESCRIPTION
TRANSCRIPT
ADAPTING YOUR STYLETO EVERYONE
Have you ever…
…met someone with whom you just “connect”?
…met someone whose small actions just rubbed you the wrong way?
…shook a stranger’s hand and thought “I don’t like you” for no obvious
reason Said “That person exhausts me”
Behavioral Analysis
~NOT a Personality Test
~NOT about Good or Bad
~NOT Psychiatry
~Measures Observable Behavior & Emotions~
DISC
D: Dominance I: InfluenceS: SteadinessC: Compliance
4 Dimensions of Normal Behavior
Dog Equivalent D
D PHONE SKILLS?
Seinfeld: Spot the D
Dog Equivalent I
I PHONE SKILLS?
Seinfeld: Spot the I
Dog Equivalent S
S PHONE SKILLS?
Friends: Spot the S
Dog Equivalent C
C PHONE SKILLS?
Friends: Spot the C
Your Responsibility to ADAPT
ADAPT TO D:
ADAPT TO D:
ADAPT TO I:
ADAPT TO I:
ADAPT TO S:
ADAPT TO S:
ADAPT TO C:
ADAPT TO C:
“D” Style:• Look at their watch• Leaning back in their chair• Challenging or disagreeing with you
“I” Style:• Looking around the office• Skepticism• Negativity
“S” Style:• Asking you to repeat the information• Trying to gently end the meeting
“C” Style:• Evasiveness• Almost no verbal communication• Difficult questions so you end the meeting
Forgetting to adapt?
OBSERVE – UNDERSTAND - ADAPT
WHEN IN DOUBT – MAKE AN “S” OF YOURSELF!
DISC measurements
Natural Style – social venue; boy-meets-girl; friends and confidantes
Adapted Style – co-workers, superiors; clients;
Percentage of each style measures governing behaviour
Remember – this is not who the person is, it is their behaviour
PROFILE #1
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Profile #2
RESOURCES
“The Likeability Factor” by Tim Sanders
www.discprofile.comMe –of course! Gerri Sefi, Self-
Employment Coach – committed to helping aspiring entrepreneurs realise their financial and lifestyle dreams.