1. DISC Study Guide

2. Program Objectives
To understand how you project yourself and how others perceive you.
To gain the ability to identify other styles.
To develop an understanding of how to adapt and optimize your effectiveness with all types of people.
To increase your executive presence
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3. You Are Always Communicating!
You communicate when you walk.
You communicate with your word selection.
You communicate with your voice.
You communicate with how often you speak.
You communicate with your hands, head and facial animation.
You communicate the power or lack there of that is in you.
Everything you do communicates something to someone.
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4. Effective Communication
The Golden Rule: Do unto others as you would want them to do unto you.
The Odyssey Rule: Do unto others as they would want done unto them.
If you want to be an effective communicator you must understand the combination to the listeners receptivity!
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5. Effective Communication
The transference of meaning and data by one competent person to another competent person who is receptive to your message.
Receptivity is a prerequisite to having influence.
Without receptivity the greatest business ideas will not realize their full value potential.
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6. Effective Communication = Receptivity
Executive Presence +
Effective Communication =
Receptivity
Receptivity +
Competence =
Opens doors of opportunity
not available to most consulting professionals
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7. DISC: Universal Language of Observable Human Behavior
Everything learned in the DISC language is totally observable.
Looks at over 19,000 relationships between responses.
Condensed into one of 384 graphs.
Face validity of 88%.
TTI DISC model has been validated in over 25 countries (11 languages).
Language is neutral, not good or bad.
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8. The Numbers Game 42 46 10 51 39 7 62 14 31 66 67 55 23 50 30 54 34 63 19 43 22 58 70 3 47 38 26 2 6 11 35 15 18 27 13 25 9 5 4 24 61 8 65 40 29 68 41 21 60 56 36 20 49 52 69 17 44 57 33 64 53 28 1 45 16 48 37 12 32
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9. DISC: Behavior and Emotions
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10. Benefits of DISC Reduce tension between people.
Increase job satisfaction.
Increase self understanding.
Improve team relationships.
Increase sales.
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11. D I S C Adapted Style MOST D I S C Natural Style LEAST % % 100 90 7060 50 40 30 20 10 80 D I S C
Adapted Style % 85 74 23 27
MOST
100 90 70 60 50 40 30 20 10 80 D I S C
Natural Style % 92 11
LEAST
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12. What is DISC? www.odysseyhps.com
Tends to be very active in solving problems
How you respond to problems and challenges
Prefers a more calculated, well thought out approach I
Tends to seek out people, verbally persuasive
How you interact with and influence people
Prefers a reserved, careful approach to dealing with people S
Prefers a more stable, predictable environment
How you deal with pace and consistency
Prefers a fast pace, unstructured environment C
Prefers to follow rules and procedures
How you deal with rules set by others
Tends to set own rules, do it “my way”
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13. How We Communicate www.odysseyhps.com
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14. The Four DISC Factors PROCEDURES PROBLEMS PEOPLE PACE Dominance
Influence
Steadiness
Compliance
20%
28%
40%
12%
PROBLEMS
Pace and Body Language
Tone of Voice, Words,
Pace and Body Language
Tone of Voice, Words,
Pace and Body Language
Tone of Voice, Words,
Pace and Body Language
Tone of Voice, Words,
PEOPLE
PACE
PROCEDURES
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15. Recognizing Behavioral Style
Is the person Extroverted? D I
Is the person Introverted? S C
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16. Recognizing Behavioral Style
Is the person People-oriented? I S
Is the person Task-oriented? D C
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17. Recognizing Behavioral Style
Core D
Extroverted/Task
Core I
Extroverted/People
Core S
Introverted/People
Core C
Introverted/Task
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18. The DISC Model D ~ Dominance ~ I ~ Influence ~ S ~ Steadiness ~
Directive
Prefers complete authority
Change agents
Intense in approach to problems and challenges
People-oriented
Optimistic, trusting
Talkative
Good at motivating and inspiring people to their point of view
S ~ Steadiness ~
C ~ Compliance ~
Team player, dependable
Relaxed and easy going
Prefers slower pace
Good at reconciling factions, calming and stabilizing
Quality-oriented
Reserved
Systematic thinkers
Precise, attentive to details
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19. Exercise Pick an individual that everyone knows and
identify that person’s core style.
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20. High D’s Love a challenge! Bold, courageous and daring.
Like to make things happen now!
Direct, straightforward and blunt.
Strive for results, strong sense of urgency.
At their best solving a problem or taking a risk.
Their motto is, “No guts, no glory!”
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21. The “D” Factor [Emotion=Impatience]
Bold
Driving
Pioneering
Direct
Competitive
Determined
“Let’s just go for it.”
HIGH
Situational
Peaceful
Agreeable
Cautious
Cooperative
Humble
Mild
“We need to examine
the situation before
we go charging in.”
LOW
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22. ENERGIZERS SATISFIERS
D Focus: RESULTS
ENERGIZERS SATISFIERS
DISSATISFIERS
PACE
WORDS & PHRASES
BODY LANGUAGE
TONE OF VOICE
Challenges
Opportunities to lead
Tough assignments
Mundane work
No authority
No challenge
SPEECH:
Fast, toward results
ACTION:
Win
Results
Lead
Be the best
Be the first
Challenge
Bottom line
Benefits
Fast
Now
Today
New
Unique
Keep your distance
Lean slightly forward
Direct eye contact
Strong handshake
Talk with your hands using linear motions
Strong
Clear
Confident
Direct
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23. Famous High D’s John McCain Michael Jordan Simon Cowell
Winston Churchill
Jack Welch
Serena Williams
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24. High D Effective Communication
D: Results
I: The Experience
Be direct
Give alternatives
Let them win
Enjoy the “combat”
Don’t try to build friendship
Don’t dictate
Move quickly, they decide fast
Don’t overpower
Be personal, friendly
Slow down
Joke around and have fun
Allow them to talk
Provide recognition
Don’t talk down to them
Talk about people
Follow up often
S: Security
C: Information
Slow down presentation
Build trust
People focus
Give them facts and logic
Get “little” agreements
Listen carefully
Show sincerity
Don’t control or dominate
Give them the data
Don’t touch
Be patient
Give more info then you’d like
Keep control
Don’t talk personally
Don’t be pushy
BSM=2
BSM=2
BSM=3
BSM=4
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25. Communication Dynamic
High D Executive Presence
Communication Dynamic
High D Adaptation Tips
Self Awareness
At your worst others may perceive you as too intense, impatient, dominating, overly direct or harsh.
Body Language
Avoid rapid or aggressive hand gestures or pointing.
Avoid angry or impatient facial expression, rolling eyes.
Project calmness.
Open and approachable.
Verbal Communication
Avoid sharp or threatening comments.
Listen to what is being said and not said.
Slow down speech cadence.
Let the conversation evolve without being too prescriptive or dominating.
Voice tone is neutral with subtle inflection to provide emphasis.
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26. High D Breakout Activity
Break into groups of 2-4 and identify how you would handle the following situation. Be prepared to share your approach.
You are leading a team to present to a high D client. Knowing that she is a high D, how will you shape/manage the following presentation dynamics:
Pace of the presentation
Length of presentation
Amount of data
Warm up and ice breaker
Abrupt and challenging questions
Word selection, body language and tone
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27. High I’s Are people people!
Want to be liked and like almost everyone they meet.
Possess the “gift of gab.”
Easily convince others to their way of thinking.
Playful, fun, loving, good sense of humor.
Optimistic, find the best in others and the positive in negative situations.
Their motto is, “All things are possible!”
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28. The “I” Factor [Emotion=Optimism/Trust]
Optimistic
Inspiring
Persuasive
Convincing
Sociable
Trusting
“Our business is going
to explode in the next
few years. I can feel it!”
HIGH
Situational
Objective
Critical
Cool
Reflective
Skeptical
Distrusting
“That’s nice, but can
you show me facts
to back it up?”
LOW
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29. ENERGIZERS SATISFIERS
I Focus: THE EXPERIENCE
ENERGIZERS SATISFIERS
DISSATISFIERS
PACE
WORDS & PHRASES
BODY LANGUAGE
TONE OF VOICE
People interaction
Social recognition
Situations requiring enthusiasm
Social rejection
Skepticism
Negativity
SPEECH:
Fast, animated
ACTION:
Fast, gesturing
Fun
I feel
Exciting
You look great
Good job
We can do it
Invite everyone
Picture this
Use touch
Smile
Expressive gestures
Stand or sit next to
Energized
Enthusiastic
High and low modulation
Persuasive
Friendly
Colorful
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30. Famous High I’s Bill Clinton Barack Obama Sarah Palin Ronald Reagan
Andre Agassi
Oprah Winfrey
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31. High I Effective Communication
D: Results
I: The Experience
Don’t touch
Stick to business
Be direct and to the point
Don’t over-promise
Don’t joke
Let them win
Confidently close, don’t let them overpower you
Have fun
Don’t waste too much time talking
Make sure you close
Give them recognition
Let them talk more than you
S: Security
C: Information
Give them the facts
Slow down
Be friendly, personal, earn trust
Provide assurances of your promises
Get “little” agreements
Let them talk, you ask questions
Take time before closing
Follow up after the sale
Keep your distance
Give them facts, figures and proof
Don’t waste time
Don’t be personal
Be friendly and direct
Answer all questions, then close
Focus on details
BSM=2
BSM=2
BSM=3
BSM=4
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32. Communication Dynamic
High I Executive Presence
Communication Dynamic
High I Adaptation Tips
Self Awareness
At your worst others may perceive your friendly exterior as lacking substance/credibility and being overly optimistic and too trusting.
Body Language
Slow down.
Avoid too many hand gestures.
Reduce facial animation.
Be more dispassionate.
Verbal Communication
Fewer words are better.
Slow down your speech cadence.
Listen more and let others carry the conversation.
Use “I think” versus “I feel.”
Use data to back up positions.
Provide ample backup material.
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33. High I Breakout Activity
Break into groups of 2-4 and identify how you would handle the following situation. Be prepared to share your approach.
You have assumed leadership of a new team. Your early analysis tells you that the top performers are high I’s with significant morale challenges. How would you approach the first team meeting?
What would you include in the agenda?
How data heavy would you make it?
How participative would it be?
How long should it be?
What words and tone would you use?
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34. High S’s Sensible, serene and steady.
Generally easy going, laid back and relaxed.
Value harmony and a sense of stability.
Loyal team players with need to finish what they start.
Logical thinkers who bring lofty ideas back to the real world.
Their motto is, “Stay calm – we’ll make it”
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35. The “S” Factor [Emotion=Non-emotion]
Adaptable
Systematic
Logical
Patient
Relaxed
Unhurried
“Great idea. Let’s form
a team and put together a detailed action plan.”
HIGH
Situational
Dynamic
Hurried
Intense
Flexible
Progressive
Excited
“We don’t have time.
Let’s move now and
plan as we go.”
LOW
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36. ENERGIZERS SATISFIERS
S Focus: LISTENING TO UNDERSTAND
ENERGIZERS SATISFIERS
DISSATISFIERS
PACE
WORDS & PHRASES
BODY LANGUAGE
TONE OF VOICE
Security
Closure
Team harmony
Defined territories
Opportunity to serve
Loss of security
Lack of closure
No “home” area
SPEECH:
Thoughtful, Relaxed
ACTION:
Paced, Relaxed
Think about it
Take your time
How can I help?
Let’s go step-by-step
Trust me
Guarantee
Promise
Not too close
Lean back, don’t rush
Relaxed
Small hand gestures
Calm
Warm
Soft
Steady
Low in volume
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37. Famous High S’s Colin Powell Tom Brady Princess Diana Pete Sampras
Jimmy Buffett
Venus Williams
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38. High S Effective Communication
D: Results
I: The Experience
Be confident, don’t be intimidated
Close sooner than normal
Disagree with facts, not person
Don’t be overpowered
Let them win
Move faster than normal
Come on as strong as them, but friendly
Allow them to talk, but keep focus
Offer minimal product knowledge
Provide follow-up
Give recognition
Listen to their stories
Have fun with them
“Jump” to close when ready
S: Security
C: Information
Give them the facts
Provide assurances they need
Be yourself
Close when you feel you have trust
Assure them of the right decision
Introduce them to managers
Follow up after sale
Answer questions with facts
Don’t be too personal
Be direct and friendly
Don’t touch
Give them their space
Don’t fear their skeptical nature
Follow through on details
Give information, then close
BSM=3
BSM=2
BSM=1
BSM=1
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39. Communication Dynamic
High S Executive Presence
Communication Dynamic
High S Adaptation Tips
Self Awareness
At your worst others may perceive your quiet demeanor and low assertiveness as lacking urgency, confidence or commitment.
Body Language
Use facial animation to add energy and to hold interest.
Use subtle hand gestures to make your point.
Verbal Communication
Use more assertive and bottom-line language.
Focus on results and outcomes.
Increase cadence and voice inflection.
Say “NO” if you mean no.
Increase participation level with individuals and within groups.
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40. High S Breakout Activity
Break into groups of 2-4 and identify how you would handle the following situation. Be prepared to share your approach.
One of the stars on your team needs to be rolled off a client project to work on a $500 million proposal effort. Your client is a high S. In your approach to him:
What is the most important issue you have to address?
What specific strategies could you use to make him feel more comfortable?
What is important to managing this transition?
If this client does not demonstrate strong objections, why should you worry?
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41. High C’s Quality people. Do it right the FIRST time.
Plan and organize to perfection.
Think clearly and consistently.
Intuitive and good at asking questions to get relevant and complete data.
Use proven methods rather than reinventing the wheel.
Their motto is, “In God we trust, all others use data.”
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42. The “C” Factor [Emotion=Fear]
Precise
Perfectionist
Orderly
Diplomatic
Accurate
Meticulous
“We have procedures
and rules that need to
be followed.”
HIGH
Situational
Radical
Independent
Unconventional
Fearless
Uninhibited
Self-willed
“They’re just guidelines.
Rules are made to be
broken.”
LOW
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43. ENERGIZERS SATISFIERS
C Focus: GATHERING DATA
ENERGIZERS SATISFIERS
DISSATISFIERS
PACE
WORDS & PHRASES
BODY LANGUAGE
TONE OF VOICE
Information
Quality standards and rules
Compliance with rules
Analysis & research
Personal criticism
Irrational feelings and emotions
SPEECH:
Slow, thoughtful
ACTION:
Slow, deliberate
Here are the facts
Prove it
Guarantee
The data shows
Is it risky?
Take your time
Think it over
Analyze
Don’t touch
Sit or stand across from
Direct eye contact
Little or no hand gestures
Controlled
Little modulation
Thoughtful
Direct
Precise
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44. Famous High C’s Warren Buffett Tiger Woods Chris Evert Bill Gates
Martha Stewart
Al Gore
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45. High C Effective Communication
D: Results
I: The Experience
Touch high points of facts and figures
Don’t “over-data”
Move quickly
Be brief, to the point
Satisfy their strong ego
Allow them to win
Focus on people
Be friendly and fun
Listen to them
Ask questions
Show excitement about products
Close earlier than normal
S: Security
C: Information
Move slowly
Provide facts and figures
Don’t over-control, be too pushy
Provide assurances
Develop trust
Focus on reliability and service
Encourage personal talk
Give data
Remain in control
Examine positives and negatives
Close earlier than you would expect
Follow through on promises
Provide evidence
BSM=4
BSM=4
BSM=1
BSM=1
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46. High C Executive Presence
Communication Dynamic
High C Adaptation Tips
Self Awareness
At your worst others may perceive your lack of warmth and quiet intensity as being unapproachable and detail/data orientation as missing the people component.
Body Language
Smile and be friendly.
Use some/more facial animation.
Use more hand gestures to put emphasis on important points.
Verbal Communication
Ask fewer tactical or detail questions.
Pull back and stay out of the extreme detail weeds.
Focus on people and relationships.
Be constructive and encouraging with feedback.
Offer a warm hello and goodbye.
Walk down the hall and ask the question in person versus sending an .
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47. High C Breakout Activity
Break into groups of 2-4 and identify how you would handle the following situation. Be prepared to share your approach.
You have arranged to meet with the CIO of a major telecommunications firm that your company has never been able to crack into. Based on what you have heard the CIO is a high C who treats consulting companies poorly.
What do you hope to accomplish in the first meeting?
What if anything do you want to share with him?
What can you do to make a good first impression?
What must you not do?
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48. Problem Solving ApproachD
Reacting
Efficient
Decisive
Harsh I
Supporting
Trusting
Experimenting
Appeasing C
Evaluating
Investigating
Planning
Critical S
Observing
Reflecting
Applying
Avoiding
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49. Over-Extensions www.odysseyhps.com
Directs too much I
Talks too much C
Questions too much S
Agrees too much
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50. Natural Tendencies www.odysseyhps.com
Direction of others through directness I
Interaction with others C
Self-direction through compliance S
Service to the goals of others
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51. Words That Don’t Work Frequent Stoppage Follow Directions
In My Opinion I
Theoretical
The Same for Everyone
Sophisticated
Requires Study C
Clever
Educated Guess
Experimental S
Substantial Change
Innovative
Play to Win
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52. Purchasing Behavior New and Unique = D Flashy and Showy = I
Traditional and Familiar Brand = S
Proven Products = C
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53. Breakout Session
Think of a colleague or client with whom you have had difficulty relating to or working with.
Identify that person’s core style and commit yourself to 2-3 strategies that you can apply to improve communication and the relationship.
Based on past interactions how do you think this person perceives you?
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54. Development Commitments
What are the most impacting one or two things you can add or eliminate to:
Increase your communication effectiveness? 1. 2.
Enhance your executive presence?
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55. 30-Day Practice
Every business morning, look at calendar and ask yourself:
Who am I meeting with today?
How might they perceive me?
What do I need to change, if anything, in my approach or communication style to optimize my effectiveness?
End of business day:
How did I do?
What would I do differently?
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56. Stay in touch with us! Tim Allard tim@odysseyhps.com 540-832-5750
If you would like to learn more about executive effectiveness for consulting leaders you can subscribe to our newsletter the “Executive Playbook” by going to:
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