Communicating, much more than just talking…
Communication is key in sales. The trick is being able to communicate with various “profiles” in an organization, from operators to managers. But as everyone already knows, not everyone is equal. That is why, in sales, we try to adapt our communication behavior to the person sitting in front of us. The mistake that is often made is that we communicate in the way we would like the person to communicate with us instead of communicating the way the person wants to communicate. In order to master this better, we need insight into people's behavior and we need to try to understand the person better.
What is DISC?
DISC is a useful tool that helps individuals, as well as organizations, to better understand themselves and others. The DISC model maps your preferred styles, strengths, communication and growth opportunities. DISC increases knowledge of behaviour, helps to avoid communication conflicts, increases individual effectiveness within organizations and stimulates the use of talents.
Four behavioral styles
The DISC model divides observable behavior into four primary behavioral styles: Dominance, Influence, Steadiness and Conscientiousness. Each style represents a unique set of behaviors, preferences, and strengths. To recognize a behavioral style, pay attention to what someone says, how they do it and what someone radiates. For example, you pay attention to:
- how someone reacts under pressure
- what someone's office looks like
- how you make decisions
- whether you are plain or talkative on the phone
- the way you shake someone's hand
- ...
Dominance (D) style
The D-style or “red” style represents people who are driven, assertive and results-oriented. They tend to be competitive and confident in their abilities. They value efficiency and productivity. People with a dominant style are often natural leaders and thrive in high-pressure situations. They can also be direct and blunt in their communication, which can sometimes come across as intimidating.
Influence (I) style
The I style or "yellow" style represents people who are outgoing, optimistic and persuasive. They are sociable and enjoy interacting with others, appreciating recognition and praise. People with such style are often adept at building relationships and motivating others. They can also have a tendency to exaggeration and impulsiveness, which can make them appear superficial at times.
Steadiness (S) style
The S style or “green” style represents the majority of the population and these are people who are reliable, patient and supportive. They are usually team players and value stability and harmony. People with a steadiness style are often good listeners and enjoy helping others. They may also be resistant to change and have difficulty making quick decisions.
Conscientiousness (C) style
The C style or “blue” style represents people who are detail oriented, analytical and systematic. They are organized and precise in their work, and value accuracy and quality. People with a C style are often skilled problem solvers and can be counted on to deliver consistent results.
They may also be overly critical and have difficulty delegating tasks to others.
Conclusion
DISC helps you to better understand your own behavior and that of others and thus improve relationships and communication patterns. DISC is a model that helps to recognize behavioral signals, to understand the behavioral style of yourself and the other person and to respond to this. You develop deeper relationships when you can adapt your behavior to what the other person needs.
Within Bootz we are DISC certified and we can make analyzes and organize training courses on this.
Contact us for more information.
