DISC Study Guide

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 www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

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. www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

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! www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

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. www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

Effective Communication = Receptivity Executive Presence + Effective Communication = Receptivity Receptivity + Competence = Opens doors of opportunity not available to most consulting professionals www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

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. www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

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 www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

DISC: Behavior and Emotions www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

Benefits of DISC Reduce tension between people. Increase job satisfaction. Increase self understanding. Improve team relationships. Increase sales. www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

D I S C Adapted Style MOST D I S C Natural Style LEAST % % 100 90 70 60 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 www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

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” www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

How We Communicate www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

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 www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

Recognizing Behavioral Style Is the person Extroverted? D I Is the person Introverted? S C www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

Recognizing Behavioral Style Is the person People-oriented? I S Is the person Task-oriented? D C www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

Recognizing Behavioral Style Core D Extroverted/Task Core I Extroverted/People Core S Introverted/People Core C Introverted/Task www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

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 www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

Exercise Pick an individual that everyone knows and identify that person’s core style. www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

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!” www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

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 www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

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 www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

Famous High D’s John McCain Michael Jordan Simon Cowell Winston Churchill Jack Welch Serena Williams www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

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 www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

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. www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

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 www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

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!” www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

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 www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

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 www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

Famous High I’s Bill Clinton Barack Obama Sarah Palin Ronald Reagan Andre Agassi Oprah Winfrey www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

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 www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

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. www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

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? www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

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” www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

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 www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

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 www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

Famous High S’s Colin Powell Tom Brady Princess Diana Pete Sampras Jimmy Buffett Venus Williams www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

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 www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

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. www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

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? www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

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.” www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

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 www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

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 www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

Famous High C’s Warren Buffett Tiger Woods Chris Evert Bill Gates Martha Stewart Al Gore www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

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 www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

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 email. www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

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? www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

Problem Solving Approach D Reacting Efficient Decisive Harsh I Supporting Trusting Experimenting Appeasing C Evaluating Investigating Planning Critical S Observing Reflecting Applying Avoiding www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

Over-Extensions www.odysseyhps.com Directs too much I Talks too much C Questions too much S Agrees too much www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

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 www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

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 www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

Purchasing Behavior New and Unique = D Flashy and Showy = I Traditional and Familiar Brand = S Proven Products = C www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

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? www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

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? www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

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? www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

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: http://www.OdysseyHPS.com/News.html. The Executive Playbook is received by thousands subscribers in over 25 countries. We would love to stay in touch and get your input for upcoming articles. www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED