1. Communications Strategies Using DISC
June 10, 2015

2. ©2008 Target Training
International, Ltd.
KEY BEHAVIORAL POINTS
1. DISC is the doorway to communication.
2. Create win/win relationships!
3. Every person has the potential to be a winner.
4. Every person has the ability and can adapt to any style.
“We see the world not as it is, but as we are.”
— Stephen Covey

3. ©2008 Target Training
International, Ltd. 3
Behavioral Profile (DISC)
 Dominance - How you handle problems & challenges
 Influence - How you handle people & influence others
 Steadiness - How you handle change & pace yourself
 Compliance - How you handle rules & procedures set by others
4 Dimensions of Normal Behavior
(Power)
(People)
(Pace)
(Process)

4. ©2008 Target Training
International, Ltd.
PEOPLE READING PROCESS
C
S
D
I
Slow Acting
Low Risk
Introverted
Reserved
Fast Acting
High Risk
Extroverted
Direct
Task Oriented
Cool/Distant
Precise About Use of Time
Thinking
People Oriented
Warm/Close
Imprecise About Use of Time
Feelings

5. ©2008 Target Training
International, Ltd.
VALUE TO THE TEAM
C
S
D
I
Analyzing Details
and Connecting
the Plan
Providing Vision
and Direction
Getting Results
Implementing
the Plan
Promoting Ideas
Implementing and
Fine Tuning the Plan
Getting Results
Through People
Thinking and Implementing
Creative Ideas
Promoting and
Implementing Ideas

6. ©2008 Target Training
International, Ltd.
RECOGNIZING OTHERS
C
S
D
I
Tone of Voice:
Monotone, Precise,
Cool, Aloof
Volume:
Quiet, Deliberate
Body Language:
Few or No Hand
Gestures, Direct Eye
Contact, Controlled
Tone of Voice:
Strong, Clear,
Confident, Fast-paced
Volume:
Loudest, Forceful
Body Language:
Uses Direct Eye
Contact, Points Finger,
Leans Towards You
Tone of Voice:
Low Tone, Warm,
Detail Oriented
Volume:
Soft, Methodical
Body Language:
Small Hand Gestures,
Relaxed,
Non-Emotional
Tone of Voice:
Animated, Friendly,
Rambling Explanations
Volume:
Fairly Loud, Casual
Body Language:
Smiles a Lot, Uses
Expressive Gestures

7. 7
Famous Examples
“D” – Dominance “I” – Influence
“S” – Steadiness “C” – Compliance
 Hilary Clinton
 Barbara Walters
 Michael Douglas (in Wall Street)
 Madonna
 Michael Jordan
 John McEnroe
 Brian Williams
 Magic Johnson
 Laura Bush
 Ghandi
 Martina Navratilova
 Mother Teresa
 Bill Clinton
 Arnold Schwarzeneggar
 Oprah Winfrey
 Lady GAGA
 Steve Martin and
Robin Williams
 Al Gore
 Spike Lee
 Diane Sawyer
 Clint Eastwood
 Mr. Spock (Star Trek)
 Jack Nicklaus

8. Behavioral Types
Sales Environment
• D-Dominant
– Results Oriented
– Wants to close fast
– Argumentative
– Likes to Win
– May try to overpower the person
– May not follow up properly
– May be unprepared
– Can Handle several customers at once

9. Behavioral Types
Sales Environment
• I-Influencer
– Social
– People Oriented – lack of attention to detail
– May overpromise
– May be too talkative
– May close too slowly or not at all
– Enthusiastic
– Wordy, non-logical presentation

10. Behavioral Types
Sales Environment
• S –Steadiness
– Steady and dependable
– Easily discouraged, low confidence
– Great on follow through (may over service)
– May give away $$$ under pressure
– More enthusiasm may be needed
– May overuse facts
– May wait too long to close

11. Behavioral Types
Sales Environment
• C – Compliant
– Knows data
– May over use date, over evaluate
– Needs more enthusiasm
– May have trouble selling products below their
own standards
– Well organized
– Good service
– Analysis paralysis

12. ©2008 Target Training
International, Ltd.
ADAPTING YOUR STYLE
When communicating with a person who is ambitious,
forceful, decisive, strong-willed, independent and
goal-oriented:
• Be clear, specific, brief and to the point.
• Stick to business.
• Be prepared with support material in a
well-organized “package”.
Factors that will create tension or dissatisfaction:
• Talking about things that are not relevant to the issue.
• Leaving loopholes or cloudy issues.
• Appearing disorganized.
D

13. ©2008 Target Training
International, Ltd.
ADAPTING YOUR STYLE
When communicating with a person who is magnetic,
enthusiastic, friendly, demonstrative and political:
• Provide a warm and friendly environment.
• Don’t deal with a lot of details (put them in writing).
• Ask “feeling” questions to draw their opinions or comments.
Factors that will create tension or dissatisfaction:
• Being curt, cold or tight-lipped.
• Controlling the conversation.
• Driving on facts and figures, alternatives, or abstractions.
I

14. ©2008 Target Training
International, Ltd.
ADAPTING YOUR STYLE
When communicating with a person who is patient,
predictable, reliable, steady, relaxed and modest:
• Begin with a personal comment—break the ice.
• Present your case softly and non-threateningly.
• Ask “how” questions to draw their opinions.
Factors that will create tension or dissatisfaction:
• Rushing headlong into business.
• Being domineering or demanding.
• Forcing them to respond quickly to your objectives.
S

15. ©2008 Target Training
International, Ltd.
ADAPTING YOUR STYLE
When communicating with a person who is dependent,
neat, conservative, a perfectionist, careful and compliant:
• Prepare your “case” in advance.
• Stick to business.
• Be accurate and realistic.
Factors that will create tension or dissatisfaction:
• Being giddy, casual, informal or loud.
• Pushing too hard or being unrealistic with deadlines.
• Being disorganized or messy.
C

16. ©2008 Target Training
International, Ltd.
ADAPTING YOUR STYLE
Body Language:
Keep Your Distance, Firm Posture,
Direct Eye Contact, No Gestures
Tone of Voice:
Controlled, Direct, Thoughtful,
Little Modulation
Pace
Slow, Methodical
Words &
Content
Here are the facts, No risk,
Proven, Analysis, Guarantees
Body Language:
Keep Your Distance, Strong Handshake,
Direct Eye Contact, Controlled Gestures,
Tone of Voice:
Strong, Clear, Loud,
Confident, Direct
Pace
Fast, Abrupt
Words &
Content
Win, Lead the field, Results,
Now, New, Challenge
Body Language:
Relaxed, Methodical,
Friendly Eye Contact,
Lean Back, Small Gestures
Tone of Voice:
Warm, Soft, Steady, Friendly
Pace
Slow, Logical
Words and Content
Step-by-step, Help me out, Guarantee,
Promise, Think about it
Body Language:
Relaxed, Get Close, Use Touch,
Humor, Friendly Eye Contact,
Expressive, Gestures
Tone of Voice:
Enthusiastic, Modulated
Friendly, Energized
Pace
Fast, Skips Around
Words and Content
Fun, I feel, Will make you look good
Sociable, Exciting
C
S
D
I