LBD Group Think Tank June 2013

Work Your Strengths:Using Your Natural Style to

Build Your Business

Fiona Craig – Reformed Lawyer

LLB (Hons); Diploma in Coaching; Accredited Trainer and Consultant, Extended DISC

3 Key Talents:• Engagement• Persuasion• Flexibility

www.fionacraig.com.au

fiona@fionacraig.com.au

www.fionacraig.com.au

www.fionacraig.com.au

Find Your Secret Powers

“Use what talent you possess: the woods would be very silent if no birds sang except those that sang best. “Henry Van Dyke

www.fionacraig.com.au

• Client Engagement

• Greater Confidence

• Greater Productivity

• Business Success

• Personal Achievement

It’s All About…

Knowledge + Skills + Strengths + Application = YOU

• What do you know?• What have you learnt?• What are you good at?• How well do you apply it?

It All Adds Up…

www.fionacraig.com.au

www.fionacraig.com.au

You Have The Personality Of A....

www.fionacraig.com.au

Thinking

Feeling

IntuitionSensing

DC

IS

www.fionacraig.com.au

Profiling: Extended DISC

Dominance

InfluenceSteadiness

Compliance

Precise

Follows rules

Logical, careful

Formal, disciplined

Logical

Detail-orientated

Outcome focused

Calm, steady

Careful, patient

Good listener, modest

Trustworthy

Excellent account manager

Loyal and reliable

Customer care expert

Decisive, tough

Strong-willed

Competitive, demanding

Independent, self-confident

Strategic

Outcome focused

Effective Change agent

Sociable

Talkative, open

Enthusiastic, energetic

Persuasive

Relationship builder

Business developer

Excellent front-person

IntuitionSensing

IS

Thinking

Feeling

DCProfiling – Extended DISC

www.fionacraig.com.au

Adjectives AggressiveCompetitiveDemanding

TalkativeSocialCommunicating

DeliberateStableSystematic

PrecisePerfectionistLogical

Describing Terms

ReorganiserProject Leader Idea creatorVisionaryPioneer

“Character” Idea generatorQuick-tongued Inspirer

Worker with a steady trend

Doesn’t get in your face

Feet on the ground

Fears to be wrongFollows the rulesPreciseLogical

How To Identify Is busy with many simultaneous projects

May interrupt youTalks on the phone at the same time

Is not always polite

Very excited, open and friendly

Agrees with youTalks about people he/she knows

Secure, stableProceeds carefullyListens and seems to agree

Things in orderFocuses on detailsPolite in a diplomatic way

D I S C

Behavioural Styles

Identifying Customer StylesC

IS

D

TALKS ABOUT:Goals, oneself, hard values, results, change

TALKS ABOUT:People, team-spirit, good things, future, oneself

TALKS ABOUT:Agreements, principles, past, proofs, one’s team

TALKS ABOUT:Facts, analyses, details, rules, instructions

Facts/Task Orientation

People/Feelings Orientation

5 Senses

How things are

6th Sense

How things could be

C

IS

DD-StyleDo: Be direct Provide alternatives Ensure he/she “wins” Give immediate feedback Concentrate on subject Act quickly Let him/her speak and listen Focus on issues Show interest Provide direct answers

Don’t: Go into all the details Provide too much information Try to control the situation Talk too much Lose focus Slow down Take issues personally

How to Sell to Different Styles: D

C

IS

DI-Style Do: Maintain positive atmosphere Help to achieve popularity/recognition Allow to express him/herself Take time to chat and talk Be more expressive Be more enthusiastic Focus on the big picture Focus on the people aspects Get involved in the process

Don’t: Talk about too many details Fail to socialize Bring up negative issues Fail to have fun Set restrictions Be too practical Be pessimistic

How to Sell to Different Styles: I

C

IS

DS-StyleDo: Proceed in logical order Ask specific questions to find out true needs Provide support Provide precedents to reduce uncertainty Remember fairness and justice

Don’t: Forget your promises Make unexpected changes Be unreliable Forget to provide enough information Move too fast Be impatient

How to Sell to Different Styles: S

C

IS

DC-StyleDo: Listen carefully Answer questions calmly and carefully Be thorough; remember to include all relevant

information Slow down your presentation Utilise written supporting materials Find out what the key issues are and focus on

them

Don’t: Move too fast Spend too much time with small talk Move too close Lose patience in providing all the requested

information Expect decisions right away

How to Sell to Different Styles: C

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“Find out who you are and do it on purpose.” Dolly Parton

The Secret to Happiness…