Download - DISCcert Delivers… Welcome to Increasing Communication Success with DISC DISCcert Bonnie Burn
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DISCcert Delivers…
Welcome to Increasing Communication Success with DISC
DISCcertBonnie Burn
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DISCcert Delivers… 2
DISC Coaching Session
Purpose – Provide communication insights & strategies
Process – Learn from DISC report, one another, & learning activities
Payoff – Increase communication effectiveness with colleagues & customers
Path
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DISCcert Delivers… 3
4. Applying DISC
2. Natural Style
3. Adaptive Style
1. DISC Background
Road Map
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DISCcert Delivers… 4
1. DISC Background
DISC Background
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DISCcert Delivers… 5
Gets on & pushes button
“CLOSE DOOR” = Dominant
Keeps door open & says,
“We’ll wait for you!” = Influence
Lets others in first, then moves toward corner = Steady
Posted maximum weight? Steps off & takes stairs = Conscientious
Explaining DISC to Others…Use Elevator Scenario
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DISCcert Delivers… 6
DISC History
Dominant Fast & Task
Influence Fast & People
Steady Deliberate & People
Conscientious Deliberate & Task
Dr. MarstonLie Detector
Book - 1928
Behavior Pace Priority
History(Page 3 of Report)
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DISCcert Delivers… 7
Dominant Fast & Task Solving Problems
Influence Fast & People Inspiring People
Steady Deliberate & People Offers Helpful Plans
Conscientious Deliberate & Task Complex Procedures
Dominant
Influence Steady Conscientious
Tony Robbins Mother Teresa Barbara Walters Bill Gates
Motivator Match-Up(Page 4 of Report)
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DISCcert Delivers… 8
2. Natural Style
1. DISC Background
Road Map
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DISCcert Delivers… 9
• DISC is a Style Assessment, NOT a Skill Assessment.• Natural Graph II represents both your 24-7, work and home.• Graph II based on Nature (your DNA) & Nurture (society and family influencers.)
Influence (People)
Connects
Courteous
Steady (Plan)
Consistent
ChangeOriented
Conscientious (Procedure)
Careful
Conceptual
Energy Line
Dominant(Problem Solve)
Challenges
Cautious
Please underline
Our Natural Style is based on all points above Energy Line.
Energy Line is used to describe your preferences with each style.
Natural eGraph II(Page 6 of Report)
We all have some D,I,S,C in our style.
Natural “Pattern” is sequenced based on point(s) above theEnergy Line
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DISCcert Delivers… 10
Orientation -Problem Solve
Preference -Expediency
Overuse - Demanding
Dominant above the Energy Line (Page 6 of Report)
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DISCcert Delivers… 11
Orientation -Problem Solve
Preference -Contemplative
Can Develop Skill - To Be Expedient
Dominant below the Energy Line (Page 6 of Report)
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DISCcert Delivers… 12
Orientation -Problem Solve
Dominant near the Energy Line
Preference -Calculated Risks
Moderate Effort to Stretch/Flex/Adapt
(Page 6 of Report)
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DISCcert Delivers… 13
Influence above the Energy Line
Orientation -People Connection
Preference -Demonstrative
Overuse - Overpowering Enthusiasm
(Page 6 of Report)
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DISCcert Delivers… 14
Influence below the Energy Line
Orientation -People Connection
Preference -Understated
Can Develop Skill - To Persuade
(Page 6 of Report)
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DISCcert Delivers… 15
Orientation -People Connection
Preference -Friendly/Reserved
Moderate Effort to Stretch/Flex/Adapt
Influence near the Energy Line (Page 6 of Report)
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DISCcert Delivers… 16
Orientation -Planning
Preference -Systematic
Overuse - Keep Status Quo
Steady above the Energy Line (Page 6 of Report)
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DISCcert Delivers… 17
Orientation -Planning
Preference -Spontaneous
Can Develop Skill - To Be Organized
Steady below the Energy Line (Page 6 of Report)
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DISCcert Delivers… 18
Orientation -Planning
Preference -Composed
Moderate Effort to Stretch/Flex/Adapt
Steady near the Energy Line (Page 6 of Report)
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DISCcert Delivers… 19
Orientation -Procedures
Preference -To Analyze
Overuse -Stuck in the Details
Conscientious above the Energy Line (Page 6 of Report)
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DISCcert Delivers… 20
Conscientious below the Energy Line
Orientation -Procedures
Preference -Conceptual
Can Develop Skill - To Be Detailed
(Page 6 of Report)
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DISCcert Delivers… 21
Conscientious near the Energy Line
Orientation -Procedures
Preference -Pragmatic/Focused
Moderate Effort to Stretch/Flex/Adapt
(Page 6 of Report)
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DISCcert Delivers… 22
Remember …DISC is a Style Assessment
And Graph II… Represents you 24/7, at work or home. Based on Nature & Nurture.
Shaded words indicate your preferences for:
Problem SolvingConnecting with People
Developing a PlanWorking with Procedures
Word Sketch for Your Graph II(Page 7 of Report)
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DISCcert Delivers… 23
Going on DISC World Tour - Basic Words & Actions
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DISCcert Delivers… 24
ominant• Asks questions that
challenge tradition• Works quickly to
resolve issues
nfluence• Brings a sense of
enthusiasm• Easily negotiates
conflicts between teams
teady• Excels at calming
disagreements• Looks for different
approaches
onscientious• Clarifies complex issues• Demonstrates technical
expertise
Strengths they excel at…(Page 11 of Report)
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DISCcert Delivers… 25
onscientious• Tasks completed right
first time• Projects highly
specialized
teady• Sincerity from
groups and peers• Sufficient time to
adjust to change
nfluence• Recognition for
skills and insights• Power to control
own career path
ominant• Authority equal to
responsibility• Opportunities to express
ideas and opinions
Motivators they tend to prefer…(Page 12 of Report)
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DISCcert Delivers… 26
ominant• Asks questions
that challenge tradition
• Works quickly to resolve issues
nfluence• Brings a sense of
enthusiasm• Easily negotiates
conflicts between teams
teady• Excels at calming
disagreements• Looks for different
approaches
onscientious• Clarifies complex
issues• Demonstrates
technical expertise
Communication Tips(Page 14 of Report)
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DISCcert Delivers… 27
With a partner…
Share Strengths, Motivators,Communication Tips
Discuss Similarities? Differences?
Learn About communicating with your partner?
Create Your DISC Summary(Page 8 of Report)
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DISCcert Delivers… 28
2. Natural Style
3. Adaptive Style
1. DISC Background
Road Map
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DISCcert Delivers… 29
Adaptive (Graph I) & Natural (Graph II)(Page 15 of Report)
Adaptive – Graph I
1 Day at Work
Can change day to day
Your influencers:Role, ResponsibilitiesRelating to
Based on your “Most”
Natural – Graph II
24-7 Work AND Home
Based on combination:Nature (your DNA)Nurture (society influencers)
Remains quite constant
Based on your “Least”
If Adaptive & Natural are: Similar = Used preferred style(s) Different = You needed to flexed day of taking Assessment Different = Over long period of time requires a lot of extra effort
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DISCcert Delivers… 30
Graph I – Adaptive Style – 1 Day @ Work
Adaptive Style Can Change Day to Day. Daily Influencers: Your Role? Relating to? Responsibilities?
Shaded words indicate your preferences for:
Problem SolvingConnecting with People
Developing a PlanWorking with Procedures
Word Sketch for Your Graph I(Page 16 of Report)
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DISCcert Delivers… 31
Road Map
1. DISC Background
2. Natural Style
3. Adaptive Style
4. Applying DISC
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DISCcert Delivers… 32
Key points to remember All DISC styles are of equal importance.
Points above Energy Line are “not better” than points below.
No one style nor combination of styles is better than another.
Overview of Four Basic DISC Styles(Page 17 of Report)
High High High High
Dominant Influencing Steady Conscientious
Style Style Style Style
Orientation
Priority Task/Goal People/Interact People/Relationships Task/Accuracy
Characteristics
Pace Quick/Decisive Quick/Spontaneous Deliberate/Relaxed Deliberate/Detailed
Strengths PioneeringLeadershipAdministration
MotivatingPersuadingEntertaining
TeamworkListeningFollow-through
StructuredThoroughnessHigh Standards
Workplace Efficient Busy Functional Formal
Outcomes
Seeks ProductivityControlResults
ParticipationRecognitionPlayfulness
AcceptanceFriendshipCooperation
PrecisionFactsQuality
Irritations IndecisionIncompetence
RoutinesComplexity
InsensitivityImpatience
DisorganizationImpropriety
Stressors
Fears Losing Rejection Sudden Changes Work Criticized
Growth Areas Poor Listener Short Attention Span Hesitant to Speak-up Perfectionist
May Become Authoritative Sarcastic Submissive Withdrawn
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DISCcert Delivers… 33
• 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
DISC Style … Non-Verbal Examples(Page 18 of Report)
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DISCcert Delivers… 34
• Handshake - Solid, but friendly
• Gestures - Minimal
• Eye Contact - Direct without intensity
• Handshake - Formal
• Gestures - Deliberate • Eye Contact - Sparse
DISC Style … Non-Verbal Examples(Page 18 of Report)
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DISCcert Delivers… 35
Conversation: Opens with informal message. Example: “It’s Sarah! I’m back! Missed me?”
Pace: Spontaneous, speaks rapidly.Example:
“I have a great idea for the business, oh, and did you receive my email about my fantastic vacation?”
Tone: Enthusiastic, optimistic, inspirational. Focus: Builds alliances, generates ideas. Talks & Listens in feeling terms.
Power Cues: Prestigious awards on wall. Loves to talk on phone.
Example: “I just called because I'm bored...”
“Name that Style”- Sarah?(Page 19 of Report)
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DISCcert Delivers… 36
Conversation: Formal & Factual. Example: “Mr. Hall, where is the justification for your request?”
Pace: Methodical, procedure-driven, analytical.Example: “Please follow the timeline exactly as it is.”
Tone: Business-like, controlled, logical, listens quietly & then asks why.Example: “Our current software is working, why buy the new version?”
Focus: Procedures, accuracy, quality.Example: “We will ship the parts when they are correct.”
Power Cues: Spreadsheets, technical manuals, books, reference materials are sequenced.
“Name that Style”- Mr. Hall?(Page 19 of Report)
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DISCcert Delivers… 37
Conversation: Opens with a personal greeting Example: “Hello Susan, how are you today? How are those lively kids?”
Pace: Methodical, Process-driven, ContemplativeTone: Friendly, Compassionate & Soft-spoke
Focus: Relationships, natural listenersExample: “Joe, if you need help on that report, just let me know.”
Power Cues: Family photos, mementos, & serene artwork
“Name that Style”- Peter?(Page 19 of Report)
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DISCcert Delivers… 38
Conversation: Charges right into issue.Example: “Market's going down, how are you?”
Pace: Fast & abbreviatedExample: “Ryan? Susan. Bob there?”
Tone: All business, confident, demandingFocus: Solve problems...quickly!
Power Cues: Determine time & placeExample: “I'll call you at 3:00 PM tomorrow.”
“Name that Style”- Susan?(Page 19 of Report)
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DISCcert Delivers… 39
Italian!Act
ion
s?Because we don’t
want to be
viewed
as the ugly
American!
Going to Italy? Wise to try to speak?(Page 20 of Report)
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DISCcert Delivers… 40
Italian!
Action
s?Stre
tch, Flex to Learn Additional Language
Benefits!Keep Native Language!
Plus Ability to Speak Another Language
Increase Communication Successes
Prep for the Trip(Page 20 of Report)
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DISCcert Delivers… 41
(Page 21-22 of Report)
Communication Tips
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DISCcert Delivers… 42
Case Study #1 Sam’s prominent style? Your communication strategy with Sam?
Case Study #2 Chris’s prominent style? Your communication strategy with Chris?
Case Study #3 Igor’s prominent style? Your communication strategy with Igor?
Case Study #4 Doris’s prominent style? Your communication strategy with Doris?
DISC Styles – Case Scenarios(Page 23-24 of Report)
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DISCcert Delivers… 43
Pace – Quick
Pace – Deliberate
Priority – People Priority – Task
DISC Styles – The Whole Picture(Page 25 of Report)
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DISCcert Delivers… 44
D – Pace is Quick D – Priority is Task
S – Pace is Deliberate S – Priority is People
(Page 28 of Report)
DISC Styles – Typically Require Extra Adapting
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DISCcert Delivers… 45
C – Pace is Deliberate C – Priority is Task
I – Pace is Quick I – Priority is People
(Page 28 of Report)
DISC Styles – Typically Require Extra Adapting
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DISCcert Delivers… 46
D States Purpose - Brief - Notification
I Happy Tone - , Colors - Party
S Friendly - Methodical - Productive
C Formal - Detailed - Serious
Tips
Get to the point ASAP
Include acknowledgements
Well organized message
Include data, stay on task
(Page 26-27 of Report)
Communication Tips
Greeting – Format – Word Choice
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DISCcert Delivers… 47
Email #1
What is Sarah’s DISC Style? (The sender)
Pretend you are Sam. Write an email response to Sarah.
Email Decoding Worksheet(Page 26 of Report)
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DISCcert Delivers… 48
Email #2
What is Isabel’s DISC Style? (The sender)
Pretend you are the recipient of this email. Write an email response to Sarah.
Email Decoding Worksheet(Page 26 of Report)
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DISCcert Delivers… 49
Email #3
Pretend you are recipient of this email. Write an email response to Carlton Cornick.
What is Carlton Cornick’s ’s DISC Style? (The sender)
Email Decoding Worksheet(Page 27 of Report)
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DISCcert Delivers… 50
Email #4
Pretend you are recipient of this email. Write an email response to D. Dacron.
What is D. Dacron’s DISC Style? (The sender)
Email Decoding Worksheet(Page 27 of Report)
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DISCcert Delivers… 51
How to Modify Your Pace(Page 28 of Report)
TO INCREASE:• Speak, move and make decisions at a faster pace• Initiate conversation and decisions• Give recommendations• Use direct statements rather than roundabout questions• Use a strong, confident voice• Challenge and tactfully disagree, when appropriate• Face conflict openly, but don’t clash with the person• Increase your eye contact
TO DECREASE:• Talk, walk and make decisions more slowly• Seek and acknowledge others’ opinions• Share decision-making• Be more mellow• Do not interrupt• When talking, provide pauses to give others a chance to speak• Refrain from criticizing, challenging, or acting pushy• When disagreeing, choose words carefully
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DISCcert Delivers… 52
How to Modify Your Priority(Page 28 of Report)
TO INCREASE:• Share feelings; show more emotion• Respond to the expression of others’ feelings• Pay personal complements• Take time to develop the relationship• Use friendly language• Communicate more; loosen up and stand closer• Be willing to digress from the agenda
TO DECREASE:• Get right to the task – the bottom line• Maintain more of a logical, factual orientation• Keep to the agenda• Do not waste the other person’s time• Do not initiate physical contact• Downplay your enthusiasm and body movement• Use businesslike language
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DISCcert Delivers… 53
Co-Worker’s Style(s)? - Not sure?
2 Tips
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Two Tips: 1. Select Co-worker you have met in person. 2. Picture them at business network event
Which of the following scenarios would best describe their behavior?
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Action Plan for All Four Styles(Page 29 of Report)
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✔✔✔✔✔
Action Plan for All Four Styles(Page 29 of Report)
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✔✔✔
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Action Plan for All Four Styles(Page 29 of Report)
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✔✔✔
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Action Plan for All Four Styles(Page 29 of Report)
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Action Plan for All Four Styles(Page 29 of Report)
✔
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Situation: Just meeting someone & have not even exchanged emails or phone calls….
“What do YOU DO?”
What if this is your first encounter?
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Bonus Tip 1. Start as if person is Steady – calm & organized 2. Then observe & adapt/stretch if needed
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4. Applying DISC
2. Natural Style
3. Adaptive Style
1. DISC Background
Road Map
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Which idea was the brightest for you?
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DISCcert Delivers…
Thank You for Coming!
Bonnie BurnMaster Certified DISC Trainer