1. Adaptive Graph I Key points P. 15 1 Day at Work Can change day to day
Influenced by 3 R’s:
Role
Relating
Responsibilities
Based on your “Most”
Slide 29 (Page 15 of the Report)
We already referenced Graph II. Now let’s read Graph I.
Key Points: [CLICK]
One day at work.
Can change day to day.
Influenced by 3 R’s: Role, Relating, Responsibilities
Based on your “Most”
[CLICK]

2. What if Adaptive is similar to Natural?
If Natural & Adapted Graphs are similar?
The day the person
took the assessment
they were able to use …
their same natural style preferences.
Important:
Be open to stretching when needed.
Slide 30 (Page 15 of the Report)
If your Graph I Adaptive & Graph II Natural are similar than it means that you used your same natural behavioral traits or style preferences the day at work that you completed the assessment. Your job most likely that day felt in-line with how you would like to be communicating. However, the goal is to not stay in that mode day in and day out, otherwise you are not stretching to accommodate another’s way of communicating.
Important:
Be open to stretching when needed. [CLICK]

3. What if Adapted is different than Natural?
Adpated? Reflects how you
needed to communicate
(on the day they took assessment.)
Agree? day at work is not always the same as the next day.
Influencers?
Role
Responsibilities
Relating to someone
May require stretching outside of
your natural comfort zone.
Slide 31 (Page 15 of the Report)
If your Graph I Adaptive & Graph II Natural are different than it means that the day you took the assessment you needed to adapt/flex/stretch to get the job done. You were willing to use behaviors that are not as comfortable or natural for you.
Adapted? Reflects how you needed to communicate on the day you took the assessment.
Agree? 1 day at work is not always the same as the next day.
Influencers? Role, Responsibilities, Relating to someone
May require stretching outside of your natural comfort zone. [CLICK]

4. Is it better to have different or similar Graphs?
Both options are fine.
Similar Natural & Adapted ...
Stretching not needed day you took the assessment at work.
P. 15
Different Natural & Adapted ...
Stretching needed the day you took the assessment at work.
If different, helpful to check out …
“Does this stretch occur occasionally or
does it represent a longer period of time?”
Longer period of time requires more effort.
Slide 32 (Page 15 of the Report)
Similar Natural & Adapted:
Stretching not needed the day you tool the assessment at work.
Different Natural & Adapted:
Stretching needed the day you took the assessment at work.
Important question - Does this stretch occur occasionally or does it represent a much longer period of time? If it represents a long period of time, it is helpful to remember that it is requiring more effort to accomplish tasks, which can cause stress. You may want to explore how you could accomplish the same assignment(s), but with an approach that does not entail such prolonged adaptation. If you cannot recall what you were specifically doing that day, think of what job responsibilities might have required you to stretch in such a manner. This can provide you increased understanding as to what you may experience in future situations that necessitate flexing.
[CLICK]

5. Connecting with People Working with Procedures
Adaptive Word Sketch
P. 16
Key Points
Positive “Style” descriptors for your Adaptive Style:
One day at work
Possibly influenced by 3 R’s
Highlighted words indicate your choice in how you think it would be best for:
Problem Solving
Connecting with People
Developing a Plan
Working with Procedures
Slide 33 (Page 16 of the Report)
The shaded words are describing, on the day you took the Assessment how you chose to communicate to be most successful whether it was to problem solve, interact with people, plan, and work with procedures.
[CLICK] Based on your assessment “Most” responses, your DISC report has identified characteristics that line-up with your Adaptive Graph I DISC Pattern.
[CLICK] The behavioral traits you demonstrated are influenced by what role(s), responsibilities
and to whom you were relating to the day you took your assessment.
[CLICK] The shaded words indicate what communication behaviors you utilized the day you took the assessment to problem solve, influence people, develop plans and handle procedures.

6. Overview of Four Basic DISC Styles
P. 17
KEY POINTS
All DISC styles are of equal importance
Points above Energy Line are not “better than” points below
No one style nor combination of styles is better than another
Slide 34 (Page 17 of the Report)
(Trainer: this is a page for participants’ future reference.)
Here is additional clarification for each of the four basic DISC styles.
Descriptors for high points for each of the styles. Preference oriented, not Performance. Each style is identified by its unique orientations as well as its contrasting preferences. [CLICK]
Key points to remember:
[CLICK] All DISC styles are of equal importance.
[CLICK] Points above the Energy Line are “not better” than points below.
[CLICK] No one style nor combination of styles is better than another. [CLICK]

7. DISC Style: Non-Verbal Examples
Handshake - Firm and not held long
Gestures Used to speed things up
Eye Contact - If they are listening to you
Handshake - Says "Happy to see YOU!“
Gestures Animated
Eye Contact - Looks to engage you
Slide 35 (Page 18 of the Report)
(Trainer: Animate as you review (e.g., demonstrate fast handshake of a “D”; exaggerate handshake for an “I,” etc.) Involve the participants in your explanations.)
These are some non-verbal examples for each style.
For example, a “D’s” handshake might be firm and not held long. They will often use gestures to speed things up.
The “I’s” are the ‘Happy Group’; their handshake says “I’m so happy to SEE you!” Or they may give you a hug instead.
Option Activity: Have participants stand and find a partner and shake hands as if they were shaking a D’s hand. Then ask them to describe how they went about doing it. Then ask them to find new partner and shake hands as I... (Have this slide up while they are doing the activity.)
[CLICK]

8. DISC Style: Non-Verbal Examples
Handshake - Solid, but friendly
Gestures Minimal
Eye Contact - Direct without intensity
Handshake - Formal 
Gestures Deliberate
Eye Contact - Sparse
Slide 36 (Page 18 of the Report)
(Trainer: Animate as you review (e.g., demonstrate solid handshake of an “S”; formal handshake for a “C,” etc.) Involve the participants in your explanations. Use different persons for different examples.)
An “S’s” handshake is usually solid but friendly. They use minimal gestures.
“C’s” are more formal, and will use deliberate gestures. They usually focus on specific objectives that are tied to a specific task.
[CLICK]
Option Activity: Have them now find a partner and shake hands as if they were shaking a S hand. Then ask them to describe how they went about doing it.
Find another partner and shake hands as if they were shaking a C hand. Then ask them to describe how they went about doing it.
Fun way and quick Activity for attendees to literally experience how to flex when communicating directly with someone.

9. “Name that Style” Sarah P. 19 I
Conversation: Opens with informal message. “Hi Ruth, it’s Sarah – I’m thrilled with the decision!”
Pace: Spontaneous, speaks rapidly.
Tone: Enthusiastic, optimistic & inspirational.
"I’ve a great idea. Let’s chat over lunch!”
Focus: Builds alliances, generates ideas.
Power Cues: Awards on wall. Loves to talk on phone. "I’m calling to say thank you again for …”
Slide 37 (Page 19 of the Report)
Trainer: Please turn to page 19. You’re going to meet Sarah, CLICK, Mr. Hall, CLICK, Peter, CLICK and Susan. (Then return to slide 37.)
First complete page 19 assignment by yourself. Identify the Style of each of them and also list the initials of someone you know that is that Style and the
associated behaviors. If you need more information to determine the style, recommend you turn back to page 17, “The Overview.” (Trainer: FYI ... By having
each person identify 4 colleagues, it will be easier for them to select a colleague when they are asked to on page 29, “Action Plans.”
Now turn to the person sitting next to you and review your findings. And as the other person shares the behaviors about their colleague give them feedback. If their descriptions seem correct to you, then acknowledge them. If you think their Style selection is incorrect. Recommend you suggest that you both turn back to page 17, “The Overview” and see if this provides some insight. Discuss how these insights might influence a different Style selection. By the way, I’ll be walking around the room, doing Professional Ease-Dropping seeing if any clarification is needed.
Trainer Actions: As you are doing your Professional Ease-Dropping, insert yourself where a pair is struggling. On the other hand, if you hear some great insights ask that person if they would share that with the large group. Recommend you write that note down. It’s easy to forget.
Trainer: Sarah’s style is ...? Yes, surely an I, the Influence Style. (Attendee’s Name) would you share the additional behaviors you wrote for your colleague who
an I? (Note: You’re not asking the attendee to share even the initials. Reduces the perception of “Target Practice.” We did want them to identify a colleague,
so they begin to see the Styles at work.)
In addition, a few other tips to remember. (Feel free to shorten as you see fit.) Approach: Wants YOU to be stimulating. Wants: Admiration, recognition &
compliments. Pace: Conversational, playful, upbeat. Provide: Incentives for performance. Support their ideas, goals, opinions & dreams. Save Them: Dealing
with details, if possible. And when giving your responses, be prepared to give explanations. [CLICK]
Sarah

10. “Name that Style” Mr. Hall P. 19
Conversation: Opens with a formal, factual message. "This is Mr. Hall, calling regarding the AR project.”
Pace: Cautious, procedure-driven, and analytical.
Tone: Controlled logical, listens & asks why.
“Please follow the timeline exactly as it is.”
Focus: Procedures, accuracy, quality.
Power Cues: Reference materials are sequenced.
"We will ship the materials when they are correct.”
Slide 38 (Page 19 of the Report)
Trainer: Mr Hall’s Style is ...? Yes, the Conscientious Style. (Attendee’s Name) would you share the additional behaviors you wrote for your colleague
who is the Conscientious Style?
In addition, a few other tips to remember. (Feel free to shorten as you see fit.)
Approach: Be exact, logical & structured. Wants: Justification, facts, data & prefers . Pace: Allow time to analyze & strategize. Provide: Organized, detailed agenda. Save Them: Interaction & congratulatory attention. Start with Business Overview, purpose, not a friendly anecdote.
[CLICK]
Mr. Hall

11. “Name that Style” Peter P. 19
Conversation: Opens with a personal greeting.  “Hello Susan, this is Peter. How are you today?”
Pace: Methodical, contemplative.
Tone: Friendly, compassionate, soft-spoken.
“I’d like to schedule 15 minutes with you to discuss… ”
Focus: Relationships, natural listeners.
Power Cues: Family photos, serene pictures.
“Joe, if you need help on editing, just let me know.”
Slide 39 (Page 19 of the Report)
Trainer: Peter’s Style is ...? Yes, the Conscientious Style. (Attendee’s Name) would you share the additional behaviors you wrote for your colleague
who is the Steady Style?
In addition, a few other tips to remember. (Feel free to shorten as you see fit.) Approach: Non-threatening, want s to know something personal about you
first. Wants: To know where they fit into the group & that their work matters. Pace: Give them time to prepare. Provide: A secure environment with as little
surprises as possible. Save Them: Embarrassment. Prefer quiet one-on-one recognition rather than high profile.
[CLICK]
Peter

12. “Name that Style” Susan P. 19
Conversation: Charges right into issue   “Market's going down – oh…how are you?”
Pace: Fast & abbreviated.
Tone: All business, confident, challenging
“Ryan? Susan. Bob there?”
Focus: Solve problems...quickly!
Power Cues: Determines time, place of meetings.
"I'll call you at 3:00 PM tomorrow."
Slide 40 (Page 19 of the Report)
Trainer: Susan’s Style is ...? Yes, the Conscientious Style. (Attendee’s Name) would you share the additional behaviors you wrote for your colleague
who is the Steady Style?
In addition, a few other tips to remember. (Feel free to shorten as you see fit.) Approach: ABC’s – Be Abridge, Brief & Concise. Or.. Be brief... Be gone. Wants
to Know: What it does, by when, and what it costs. Pace: Maintain fast pace or be perceived as incompetent. Provide: Options & supportive analysis.
Save Them Time: Be efficient & help them accomplish their goals.
Option: Do “TV Trivia” Learning Activity (For detail instructions, see Resources>Tools>Learning Activities)
Objective: Have fun reviewing how to identify the behaviors in different styles.
Blank, posted flipcharts for each group
Instructions: Have each group write the answers to the TV Show or movie's list of characters with the corresponding styles and behaviors. All participants within a group must know the show. (Check groups work during process. Help them if stuck or wrong.) Groups then cover the style and behaviors they wrote on their flipchart. And then each group leader shares TV Show and characters names and then ask large group to determine what behavior and style(s) is each character.
Tip: . Create a flipchart example and review prior to groups begin activity.
[CLICK]
Susan

13. If You Visit another Country, What Language Do You Speak?
Italian!
Maori!
Actions?
Because we don’t want to be viewed
as the rude American!
Japanese!
Spanish!
Slide 401 (Page 20 of the Report)
Trainer: If you visit another country, what language do you try to speak? (Responses: That country’s language.) Why do we do that? [CLICK] [CLICK]
[CLICK] Because we don’t want to be viewed as the rude American! It’s important to show respect when we are in another’s country… and that requires stretching. Similarly, the DISC Styles represents 4 different languages of communicating. So when we communicate with a different Style than ours, it makes sense to stretch if you want them to be as receptive as possible to your ideas.
Trainer Tip: Share your example as to when you visited another country and how you stretched and what happened. Feel free to share if something comical happened as well. For example... One trainer shared they were in Germany and thought they were ordering apple pie, but they were served a pickle. The humorous examples point out that it takes effort and practice to be as effective as possible. The following is my Country Story.)
My example of stretching started with my purchase of “Learn Italian in One Week” CD’s from Costco. After cramming for 3 weeks prior to trip, my retention wasn’t going so well, so I packed a small American-Italian Translation Book. Yes, I stumbled when trying to converse with the Italians, but my Translation Book saved the day! My conversations basically were greetings: “Salve” Hello.“Buon giorno”– Good morning. “Ciao”– Bye-bye.“Buona sera”– Good evening. “Come sta?– How are you? I found that I made quite a few Italians chuckle as I spoke my broken Italian, but they all would assist me. It was well worth the effort.
Trainer Tip: Be sure to customize this slide based on your own example, e.g., change pictures, etc. [CLICK]

14. Prep for the Trip? Actions? Benefits! P. 20
Stretch, Flex to Learn Additional Language
Benefits!
Slide 42 (Page 20 of the Report)
Trainer: What prep do you do for your Trip? Actions often include you being willing to Stretch, Flex to Learn an Additional Language.
[CLICK] Benefits include: Keeping native language, [CLICK] ability to speak another language [CLICK], and increasing communication successes! [CLICK]
If we are willing to learn about other languages, we will help guarantee our own success at ending up at the communication destination of our choice!
Who has visited another country. Did you try to speak the other language? Why? What was result(s)? The more we practice stretching the easier it does get. Just like practicing any skill. The more we practice, the better we become.
Just as we wisely consider stretching to speak another country’s language, the same approach is needed if we are communicating with someone who has a different DISC Style than we have. Understanding and applying our insights to the 4 different languages of DISC Styles will greatly improve the receptivity of our ideas. And the more we practice, the easier it gets and more success follows.
Option Activities:
(Trainer: quick exercise: have each person go share their insights with one other person. Have them ask each other, “What insights do you see as you review your own Graph I compared to Graph II?”) [CLICK]
2. Ask Participants to fold their arms. Now ask them to fold their arms so that the top arm is now underneath. Follow the same debrief as above.
Options:
Both of these simple, quick Activities help to build each person’s confidence that they do have the ability to stretch. Just do only one of them.
1. “Name” Activity
Ask participants to write their name. Now ask them to write it with their other hand. Ask, “Did you all succeed in at least trying to write your name with the opposite hand? (They nod, or say “Yes.”) Great... This shows you’re willing to stretch and that you can. When we stretch it is out of our comfort zone and it of course takes extra effort. If that extra effort will yield a potential win in a communications with another, then you will probably be all the more motivated to stretch. You can do it!
2. “Fold Arms” Activity
Ask Participants to fold their arms. Now ask them to fold their arms so that the top arm is now underneath. Follow the same debrief as above.
Ask, “Did you all succeed in folding your arms the other way? (They nod, or say “Yes.”) Great... This shows you’re willing to stretch and that you can. When we stretch it is out of our comfort zone and it of course takes extra effort. If that extra effort will yield a potential win in a communications with another, then you will probably be all the more motivated to stretch. You can do it!
[CLICK]
Keep Native Language!
Plus Ability to Speak Another Language
Increase Communication Successes

15. Behaviors & Communication Tips to Use with ...
Slide 43 (Pages of the Report)
Trainer: Please turn to pages “Communication Tips.” Here you’ll find a list of Behaviors that defines each Style, a High, Intense Version. For example 80 and above on the Natural Graph. Keep in mind also, that most folks have a combination of 2 Styles. On the right hand side are the Communication Tips to Use when you are interacting with each of the Styles. [CLICK] [CLICK] [CLICK] [CLICK] It’s a great reference sheet for the next Activity we’ll be doing in just a few minutes. And, of course an excellent reference sheet long after today’s training. Please take a few minute to read over these Communication Tips.
[CLICK]

16. DISC Styles: Case ScenariosP
Case Study #1 Sam’s prominent style?
Your communication strategy with Sam?
Case Study #1: Steady
Case Study # Chris’ prominent style?
Your communication strategy with Chris?
Case Study #2: Conscientious
Case Study #3: Influence
Case Study # Igor’s prominent style?
Your communication strategy with Igor?
Slide 44 (Pages of the Report)
Trainer Tip: Due to usual time constraints you may want to assign each case scenario to a different group.
Trainer: As you read each of the following four scenarios you will be introduced to a new hypothetical co-worker.
You will receive a brief explanation of their communication interactions, providing you with clues so you can determine their Natural (Graph II) Style.
Circle the words that give you insight as to what the employee’s Style(s) may be and then list it on the page. See prior two pages for clarification of each Style’s Behaviors.
Then you read the communication challenge you are being asked to resolve. See again prior two pages, refer to column titled “Communication Tips to Use with a ...”, for helpful suggestions. Select 3 of the tips that are listed for that Style(s) and transfer them over to your worksheet. Yes, any of the Tips will be useful. Select the ones that you think will be of most help. ( What we have done is shown them what a “good job” looks like, which in turn builds their confidence in identifying styles. With increased competence, confidence will follow. )
Option: Suggest they refer to the pages 21 & 22 and then write in their own words what they would do. This of course is a more challenging approach. It you think your participants can handle it...then go for it!
Once they complete their assignment, they can facilitate the process of reading the scenario and asking the rest of the group what the style is and what strategies would they come up with. Great use of “teach back” technique.
---
[CLICK]
Case Study #1 - Response Example:
Sam is a S.
Show how your idea minimizes risk. Show step-by-step reasoning for a plan.
Acknowledge their support and follow-through. Demonstrate your sincere interest in them.
Review with them in person the outline and instructions.
Contribute to a relaxing, friendly atmosphere. Give them advanced notice and/or personal assurances.
Focus on common interest. Provide written information first, then ask for opinion.
Case Study #2 - Response Example:
Chris is a C.
Tell them “why” and “how”. Show your reasoning with pros and cons.
Give data to them in writing. Provide detailed explanations and documentation.
Expect them to request time to research before deciding.
Acknowledge in writing their contributions. Do your homework on topic, before scheduling a meeting.
Tactfully ask for clarification and assistance you may need.
Case Study #3 – Response Example:
Igor’s style is I.
Provide timely compliments and genuine appreciation. Be optimistic and provide positive comments.
Acknowledge their feelings when possible. Include in brainstorming sessions.
Focus on their role in the “big picture,” rather than details.
Offer new ideas and ask for their opinion. Keep up a fast, lively pace.
Allow time for them to describe and explain. Incorporate their alliances when discussing solutions.
Case Study #4 – Response Example:
Doris’ preferred style is D.
Offer solutions. Display reasoning.
Provide concise data. State advantages
Present concrete options. Get to the point quickly.
Include most current, profitable trends.
Recommend action plan.
Case Study # Doris’ prominent style?
Your communication strategy with Doris?
Case Study #4: Dominant

17. DISC Styles – 2 Key Questions
P. 25
Pace – Quick
(Direct)
Priority – Task
(Guarded)
Priority – People
(Open)
Slide 45 (Page 25 of the Report)
Trainer: This diagram is to provide insight on the key dynamics that make-up each of the 4 styles. You will discover there are 2 valuable questions that are asked during this process.
Power Questions:
What is their Pace when communicating with others? [CLICK] Quick/ Direct? or [CLICK] Deliberate /Indirect?
Pace is the 1st predictor of style.
What is their Priority when communicating with others? [CLICK] Task/Guarded? or [CLICK] People/Open?
These 2 questions can help you in the future identify each of the four behavioral styles so you can adapt when necessary. [CLICK]
Pace – Deliberate
(Indirect)

18. DISC Styles – May Require Extra Adapting
D – Pace is Quick
D – Priority is Task
Slide 46 (Page 25 of the Report)
Trainer: All styles can work together to accomplish more than if they were all the same style.
At the same time, certain styles when interacting with one another can require extra effort.
[CLICK] For example: the “D’s” pace is quick and their priority is task. [CLICK] For the “S”, their pace is deliberate and their priority is people.
So you can see…. [CLICK]They have two areas that are different, so both their pace and priority are different.
The great news is, if they appreciate the differences, then we end up with a better outcome.
The “D” appreciate that the “S’s” like to plan, and the “S” takes into consideration that the “D’s” want a short timeline. [CLICK]
S – Pace is Deliberate
S – Priority is People

19. DISC Styles – May Require Extra Adapting
I – Pace is Quick
I – Priority is People
C – Pace is Deliberate
C – Priority is Task
Slide 47 (Page 25 of the Report)
Trainer: Again…all styles can work together to accomplish more than if they were all the same style. At the same time, certain styles when interacting with one another can require extra effort.
[CLICK] For example: As you can see here, the “I’s” pace is quick and their priority is people, [CLICK] and the “C’s” pace is deliberate and their priority is task. [CLICK] So that does set the stage for conflict or a better outcome if the “C’s”, for example, appreciate that the “I’s” can help generate new solutions, and the “I’s” can appreciate the “C’s” orientation to quality.
An easy application to determine pace and priority is to assess the s you receive. And that is exactly what we are going to do next.
[CLICK]
Option: Show humerous video “The Great Outdoors.” John Candy and Dan Akroyd show what happens when 2 people don’t stretch.

20. Email Decoding ActivityP
Slide 48 (Pages of the Report)
[CLICK]
Trainer: The following activity shows how easy it can be to determine DISC styles and how to respond. You will be able to apply your new DISC Styles insights as soon as you start responding to your s.

21. Greeting – Format – Word Choice
Communication Tips P
Greeting – Format – Word Choice
Tips
D States Purpose - Brief - Notification
Get to the point ASAP
I Happy Tone - , Colors - Party
Include acknowledgements
S Friendly - Methodical - Productive
Slide 49 (Pages of the Report)
Trainer: In addition to the pace and priority, here’s some additional simple tips to consider: (Read from the PowerPoint.)
Trainer Tips: Put in groups of any size.
Trainer: Each group select your discussion leader. (Fun option. Have everybody point to one person seated at your table. The person with the most fingers pointed at them becomes the discussion leader. Generates fun energy right away.) Instructions are to use the Communication Tips that are at the top of your Page 26 & 27. On the left side you’ll find description of how each Style writes their s. On the right side, are the Tips for you to use in your response, so your reader will be as receptive as possible.
Discussion Leaders select people to read each . During each reading the rest of the group are to look for clues that tell them what the Style is.
Then share your Style Selections tying it to the descriptions at the top of each page. Then as a group, you generate a response that follows the Tips above.
Please list on your flipchart paper numbers 1 – 4. Record the Natural Style(s) next to the numbers and write the responses.
I will be walking around and doing my “professional ease-dropping.” I’ll provide clarification if you want it. (Groups do the Activity)
Now, everyone rotate to the right and stand by your neighbor’s written flipchart. Discussion Leader guide your group in determining what this group did well. Put stars on their flipchart to identify. If you disagree, then as a group rewrite their response so it does line-up with the identified style.
Do this at the bottom or get a new flipchart sheet.
When done, go back to your original flipchart sheet.
[CLICK]
Well-organized message
C Formal - Detailed - Serious
Include data, stay on task

22. Email Decoding Worksheet
P. 26 #1
Slide 50 (Page 26 of the Report)
Trainer: Which group got a star on #1? Discussion Leader please tell us what Sarah’s style is and your response. (They share that Sarah is a Steady Style.) (Ask to the large group.) What stands out that indicates this response will be well received? (Group provides feedback.) Well done. Now onto #2 .
Trainer Tip: Below is an example of an message sent back to Sarah, the Steady Style..
“Hello Sarah, 
Thank you for the invitation. I appreciate your clarity in what, where and when. Your message was quite helpful.
 Would you like to review my report prior to October 15th? I would welcome your feedback and insights.
I look forward to our working together as well.
Thank you kindly,
Jose
Marketing Services Department” [CLICK]
What is Sarah’s DISC Style? (The sender)
Pretend you are Sam.
Write an response to Sarah.

23. Email Decoding Worksheet
P. 26 #2
Slide 51 (Page 26 of the Report)
Trainer: Which group got a star on #2? Discussion Leader please tell us what Isabel’s Style is and your response. (They share that Isabel is an Influence Style.) (Ask to the large group.) What stands out that indicates this response will be well received? (Group provides feedback.) Well done. Now onto #3 .
Trainer Tip: Below is an example of an message sent back to Isabel, the Influence Style.
“Hi Isabelle, I hope this message finds you well :)  Thank you for organizing the upcoming planning meeting.  Making arrangements for coffee and lunch is so thoughtful - thank you :)
Like you, I'm so excited about the opportunity for us to work together as a team on this project!!  I'm very much looking forward to meeting and to getting to know everyone on the team; and hearing all of their amazing ideas about how we can achieve great success together on this project.  I love the idea of coming up with a special team name - what a great idea, thanks for suggesting it.
Looking forward to seeing you on Oct 15!  Thanks Isabelle!
Douglas ;-)” [CLICK]  
What is Isabel’s DISC Style? (The sender)
Pretend you are the recipient of this .
Write an response to Sarah.

24. Email Decoding Worksheet
P. 27 #3
Slide 52 (Page 27 of the Report)
Trainer: Which group got a star on #3? Discussion Leader please tell us what Carlton’s Style is and your response. (They share that Carlton is an Conscientious Style.) (Ask to the large group.) What stands out that indicates this response will be well received? (Group provides feedback.) Well done. Now onto #4 .
Trainer Tip: Below is an example of an message sent back to Carlton, the Conscientious Style.
“This is to confirm my attendance at the Planning Committee meeting on Tuesday, October 15, 2018 on the second floor in the smaller of the two conference rooms. I will arrive shortly before 9:00 A.M. PST and understand that the meeting will 12:30 P.M. PST.
My action items:
I will be prepared to give the current status of our customer care process.
I will send you my proposal presentation before October 1, 2018.
Regards,
ZZZZZ” [CLICK]
What is Carlton Cornick’s ’s DISC Style? (The sender)
Pretend you are recipient of this .
Write an response to Carlton Cornick.

25. Email Decoding Worksheet
P. 27 #4
Slide 53 (Page 27 of the Report)
Trainer: Which group got a star on #4? Discussion Leader please tell us what D. Dacron’s Style is and your response. (They share that D. Dacron is an Dominant Style.) (Ask to the large group.) What stands out that indicates this response will be well received? (Group provides feedback.) Well done.
Special Note, some people think because D’s like things to be so quick, that they do not need to respond to a D’s . It is best to respond, because the D wants control, so they want you to acknowledge their message.
Trainer Tip: Below is an example of an message sent back to D. Dacron, the Dominant Style.
“Subject Line: Planning Committee
Message: Confirmed”
[CLICK]
What is D. Dacron’s DISC Style?
(The sender)
Pretend you are recipient of this .
Write an response to D. Dacron.

26. How to Modify Your Pace (Your Directness)
Your Pace may be
deliberate & indirect (S & C),
however, there may be times that
you need to increase your Directness.
Your Pace may be
quick & direct (D & I),
however, there may be times that
you need to decrease your Directness.
TO INCREASE Directness:
Speak, move and make decisions at a faster
pace
Initiate conversation and decisions
Give recommendations
Use direct statements rather than roundabout
questions
Use a strong, confident voice
Challenge and tactfully disagree, when
appropriate
Face conflict openly, but don’t clash with the
person
Increase your eye contact
TO DECREASE Directness:
Talk, walk and make decisions more slowly
Seek and acknowledge others’ opinions
Share decision-making
Be more mellow
Do not interrupt
When talking, provide pauses to give others a
chance to speak
Refrain from criticizing, challenging, or acting
pushy
When disagreeing, choose words carefully
Slide 54 (Page 28 of the Report)
We previously discussed the impact Pace and Priority has in determining one’s style.
Now let’s first take a deeper look into how one can effectively modify their pace, when in situations contrary to one’s natural style.
For example:
One’s pace may be more deliberate and indirect ( S & C). However, there may be times when it will be wise to be more direct, so the list under “TO INCREASE” provides specific behavior suggestions to help one accomplish this needed stretch.
On the other hand: 
One’s pace may be more quick and direct (D & I). However, there may be times when it will be more prudent to be less direct, so the list under “TO DECREASE” provides specific behavior suggestions to help one accomplish such a shift.
When these realistic recommendations are applied, then increased communications will result.

27. How to Modify Your Priority (Your Openness)
Your Priority may be on
a task &/or to be guarded (D & C),
however, there may be times that
you need to increase your openness.
Your Priority may be on
people and being open (I & S),
however, there may be times that
you need to decrease your openness.
TO INCREASE Openness:
Share feelings; show more emotion
Respond to the expression of others’ feelings
Pay personal complements
Take time to develop the relationship
Use friendly language
Communicate more; loosen up and stand
closer
Be willing to digress from the agenda
TO DECREASE Openness:
Get right to the task – the bottom line
Maintain more of a logical, factual orientation
Keep to the agenda
Do not waste the other person’s time
Do not initiate physical contact
Downplay your enthusiasm and body
movement
Use businesslike language
Slide 55 (Page 28 of the Report)
Now let’s review how one can effectively modify their priority.
For example: One’s priority may be on a task &/or guarded ( D & C). However, there may be times when it will be wise to be more open, so the list under “TO INCREASE” provides specific behavior suggestions to help one accomplish their needed stretch.
On the other hand: One’s priority may be on people and being open (I & S). There may be times when it will be more prudent to be less open, so the list under “TO DECREASE” provides specific behavior suggestions.
When commitment is applied to practicing these adapted behaviors, increased communication success will be seen.
Options: Learning Activities ...“Selling a Vacation” & “Divide & Conquer.” See Resources>Tools>Learning Activities
for more detailed instructions.
Selling a Vacation: Groups design Vacation Promotional Poster on Flipchart for Opposite Style.
Group “Sell” their Vacation Promo to their opposite Style. Provides great substance for excellent discussions.
Divide & Conquer: By having Styles stand opposite to their Styles they in real time start observing behaviors & determining others’ Styles. Keep groups clustered by Styles. ! Very powerful Learning Activity. It does take practice to facilitate... But well worth it!
Ask “Have you ever wondered why some people initially have conflicts?
Here’s an example that offers some explanation. Think about a non-productive meeting.”
Then you proceed to ask D’s: “Ever get frustrated when others will never give you an answer?” (YES!) Then ask the S’s. “Ever feel you’re being pressured to answer?” (Yes.)
Ask S’s: “Would you be willing, when asked for an answer during a meeting, respond with something like? ‘I will get back to you by end of day with … e.g. timeline, budget.’” (Yes) “Then take a step towards me, towards the center of the room.”
Ask D’s: “Would you be willing to give them to end of the day to get an answer to you? (Yes) Then take a step towards me, in the center.”
“So, if the center of the room represents the main objective of having a more productive
meeting, then with just a little effort put forth, everyone is on target to make that happen.”
You continue to do the same exchange with the I & C’s.
Closing with: So with a little bit of effort/stretching - we all come closer to having what we all want… more productive meetings

28. Action Plan for All Styles
Select a Co-Worker
Determine their Natural Style
Slide 56 (Page 29 of the Report)
Trainer: Please turn to page 29, “Action Plan for All Four Styles.”
It’s time to now apply what you have learned.
Please identify a co-worker (or internal customer) that you interact with frequently. You might want to refer back to page 19, “Name that Style,” where you put initials of colleagues and then select one for this Activity.
Next, please determine their DISC Style by first considering if their pace is quick (D or I) or deliberate (S or C).
Then reflect on your conversations with them... is their priority on people (I or S) or tasks D or C)? (Pause)
Do you have a good sense of what you think their Natural DISC Style is? If not, no problem..
Trainer Tip: Typically, at least 50% of the attendees do not have a colleague selected. So, I recommend you always do the following slide.
[CLICK]

29. Not Sure about Coworker’s Style?
Slide 57
Trainer: If Not Sure about Coworker’s Style?
Sometimes another’s style is not readily determined.
If you are not sure of your co-worker’s style here are 3 practical tips to get you started.
[CLICK]
3 Tips

30. Tips D – I – C – S – engages selectively with a few
Select coworker you have met in person.
Picture them at large group meeting.
Which scenario best describes their behavior?
D –
on a mission to solve problems
I –
makes friends & interacts broadly
C –
waits for others to approach
S – engages selectively with a few
Slide 58
Trainer: Here are practical tips for applying your new DISC strategies.
Tips for initially using your new DISC insights:
Select a coworker you have already met in person. This way you have some observable data that you can draw from. It will make it easier for you to see patterns of behavior.
Picture your coworker at a Large Group Meeting.
Now that you’ve identified your coworker & have them situated at the meeting, which of the following interactions would your coworker be more apt to do?
[CLICK] Would they walk in, “ask” others to quickly view proposal & then “ask” for a decision right now? This person is on a mission with a very clear goal in mind. We refer to that style as Dominant.
[CLICK] Or would they talk with as many people as they can & will introduce themselves to anyone they don’t know. They are energized by the mere “meet & great” exchange. This style would be Influence.
[CLICK] Then again, would they walk into the event, pause & look for someone they know & listen & talk with that person the whole event. If that is a match for your coworker, then the S style is a match.
[CLICK] And then again, if you coworker, reluctantly walks in, stands in one spot to see if anyone comes to talk to them & then after 5 minutes leaves, then the C style is more likely the accurate choice. Now it’s time to create your DISC Action Plan. [CLICK]

31. Action Plan for All Styles
Add checkmarks by “characteristics” that match your co-worker ✔
Slide 59 (Page 29 of the Report)
Trainer: Now, that your coworker’s style is determined... I’ll walk you through the rest of the steps on your page 29.
First Step is to add a checkmark by “Characteristics” that match your co-worker.
[CLICK]

32. Action Plan for All Styles✔ ✗
Add an “X” by Tips
you are currently using with
co-worker
Slide 60 (Page 29 of the Report)
Trainer: Now add a X by (Communication) “Tips for Others” you currently use with your selected co-worker. You’re doing a little self-assessment as to how you presently interact with your colleague.
[CLICK]

33. Action Plan for All Styles✔ ✗ 
Add a circle
by remaining tips
Slide 61 (Page 29 of the Report)
Trainer: Next, draw a circle around the remaining “Tips for Others.” You now have your overall Action Plan.
[CLICK]

34. Action Plan for All Styles✔ ✗ 
Add a star
by one of the Tips to get started
At bottom of page
write how you will apply the Tip
Slide 62 (Page 29 of the Report)
Trainer: Add a Star by one of the “Tips for Others” you will first apply. [CLICK]
At bottom of your Page 29, “Your Action Plan:” please expand on how you will incorporate the “starred” behavior you identified above.
Please do this by listing your co-worker’s name, a discussion topic & when you might meet with them next. List the behavior you put a star next to & describe how you would incorporate that into your next interaction with them.
Here’s an example. My co-worker’s name is Jane & I’ve identified her as a “D” & put a star by “Anticipate Questions.”
My write-up would say: I’ll be meeting with Jane next Tuesday to discuss the first quarter budget. I will spend time thinking in advance what questions she will have of me. I know she’ll definitely be asking me how are we comparing so far with last year’s budget.
Once you have completed all steps, including the Action Plan at the bottom of the page, then share with person sitting next to you. No need to share your colleague’s name, just focus on how you determined what their Style(s) are and how you are going to stretch in your next interaction with them. Ask your partner for feedback. (Pairs Share.)
Please flag this page. You just developed your Action Plan that will set you up for a more successful communications.
Trainer Tip: Since this exercise focuses on real work relationships, I do not ask for volunteers to share. [CLICK]

35. What if this is your first encounter?
Situation:
Just meeting someone & have not even exchanged s or phone calls….
“What do YOU DO?”
Slide 63
Trainer: We’ve explored how your DISC Styles work including an Action Plan to set you up for optimum communication success. You’ll find you’ll be using DISC at home as well. In fact, it is available to you to use in all your interactions with others, your peers, boss, internal & external customers.
There are of course those times in life, where we have had no prior interaction with someone & we are now meeting them for the very first time.
That is understandably hard to determine their style, since you have no information to review. However, there is a DISC Tip to help you quickly assess what is their style, so you can quickly adjust as needed.
[CLICK]

36. Bonus Tip 1. Start as if person is Steady – calm & organized
2. Then observe & adapt/stretch if needed
Slide 64
Trainer: First approach the person as if they are a S; calm, well-organized, methodical good listener.
Then observe how the other person responds & use that information to help you make a more informed decision about what their style is – this will help guide you to interacting with the most success.
[CLICK] For example, if you begin the conversation & the other person, interrupts you & asks you to get to the point – they are more likely to be a D, or the Dominant Style.
[CLICK] However, if the person interrupts you & starts going on about the huge fish they caught on their fishing vacation – then your choice would determine they are the I, or Influence Style.
[CLICK] If the person is easily following your line of conversation and acknowledges your contributions, then their style would be the S, or Steady Style.
[CLICK] And, then again, the other person may listen to your complete message and then at the end ask you questions as to why did you do what you did or where is the analysis? Then you would be accurate in concluding that the individual is the C Style, or Conscientious Style.
A simple process for accessing another’s style when you have no prior knowledge of their communication preferences can help you quickly determine the most effective and successful strategy for connecting and communicating with them. [CLICK]

37. What was your Key Insight Today?
Pick a key insight, takeaway, or learning
Determine how to put that insight into action
Share your insight and action commitment with one other person
Slide 65
Trainer: What was your Key insight Today?
1. What is the most helpful idea or insight or strategy you discovered today?
2. Determine how you can easily put this insight into action.
3. Please stand & go share it with another person on the other side of the room. (Group shares in pairs.)
(Option: If it is a group of 12 or less, it works well to have each person share with the whole group.)
While you’re still standing with your partner, I want to show you a quick video clip to inspire you to see how stretching can work. (e.g. Patch Adams video clip.)
A bit exaggerated, but a fun look at someone who clearly knows how to stretch to a different Style.
In fact, you’ve been already stretching today. You took the time to learn about how to use DISC Style Languages to bring you more communication success.
Congratulations, You’re Off To A Great Start!
[CLICK]

38. Thank you! Path’s End-Journey’s Start ...
Bonus Tip 1. Start as if person is Steady – calm & organized
2. Then observe & adapt/stretch if needed
Slide 66
Thank you! Path’s End-Journey’s Start ...