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The DISC Sales Model: Understanding S Type Personalities

DISC Model S

This entry is the third of a four part series that will briefly describe each primary personality type in the DISC Model of Human Behavior.  Remember, that everyone is a unique combination of all four types.  That’s what makes you, you!  Today look at understanding  the “S” type personality.  

Everyone knows that someone who seems very non-committal about most things in their lives.  You ask them, “Where do you want to eat?”  The response is usually, “I don’t care.  Where do you want to go?”  Here’s a secret.  It’s not that they don’t care.  They care DEEPLY about making sure YOU are happy.  That is the wonderful peace that comes from being a “High S”.  🙂

Here are 5 phrases that describe people that are a “High S”:

 

Supportive

Stable

Steady

Sentimental

Status Quo

Shy

 

They are reserved and people-oriented.  If you’re unsure about how those two terms work together, you can read more about that here.

S’s will give you the shirts off their backs.  They love peace and friendly environments.  They are all about teamwork and helping others.  Under control, they are cooperative, great listeners, and reliable.  However, when they are out of control they can be resistant to change, indecisive, and used by others.  The highlight of their day is making someone else’s day.  They make great counselors, nurses, real estate agents.  

When they communicate they use a steady even-tempered delivery.  However, they are often the last to voice their opinions as they don’t like conflict.  They are very patient and make for the most loyal friends.  They are great at finishing projects.  They are the first to say, “If it ain’t broke, don’t fix it!”

Their motto is:  Ready, Ready, Ready….

They represent about 30-35% of the population.

In summary, S’s in the workplace or your family are going to be steady people who are compassionate.  To get them to respond, provide a friendly environment for them to live or work and they will support your efforts.  S’s are the glue that holds organizations and families together.  Thank goodness for S’s!! 🙂

For more information about DISC, or to inquire how Alex can help your business increase sales and build better teams, simply fill out the contact information below.  Thanks for stopping by!






Alex Swire-Clark

The Rapport Advantage™

Connect Quicker With People, Close More Sales, Build Better Teams

Contributions by Robert A. Rohm, Ph.D.

 

The DISC Sales Model: Understanding I Type Personalities

DISC Model

This entry is the second of a four part series that will briefly describe each primary personality type in the DISC Model of Human Behavior.  Remember, that everyone is a unique combination of all four types.  That’s what makes you, you!  Today look at understanding  the“I” type personality.  

 

My four year old daughter, Phoebe, is in her car seat laughing hysterically. She has a fistful my 6 year old daughter’s hair.  The 6 year old is not very excited about the situation.  My wife looks up in the mirror and says,

“Phoebe!  Let go of her hair right now.”

Phoebe says back with a big smile, “Nope!  Not today freaks!!!”  Everyone in the car burst into laughter.  That was the running joke all the way home.

I type personalities have a natural way of making others feel comfortable, getting people to smile, and overall just enjoy life to the fullest.  Now the real question is: Where did she learn that phrase?  Answer: Her High I type father of course!! 🙂

 

Here are 5 words or phrases that describe people that are a “High I”:

Inspiring

Influencing

Impressionable

Interactive

Impressive

Interested In People

They are outgoing and people-oriented.  If you’re unsure about how those two terms work together, you can read more about that here.

I’s will light up the room just by walking in the door.  They have never met a stranger.  They are full of enthusiasm and fun.  Under control, they are spontaneous, expressive, and friendly.  However, when they are out of control they can be emotional, unfocused, and lack direction.  The highlight of their day is making someone else laugh or smile.  They make great teachers, actors, and public speakers.

When they communicate they use expressive tones with a lot of inflection.  They love to tell stories and anecdotes.  They are usually poised and charming.  They can be easily distracted by their surroundings.  They love to have fun.  They don’t ask, “Where’s the party?”  They ARE the party!

Their motto is:  Ready, Aim, now wait just a second!  Can’t we talk about this?

They represent about 25-30% of the population.

In summary, I’s in the workplace or your family are going to be big personalities that are fun to be around.  To get them to respond, give them a way to have fun while they are doing what you ask.  I’s will help you and those around you loosen up and enjoy more experiences together!

 

The Rapport Advantage team works with organizations that want to build better relationships internally, with prospects, and clients so that they can connect with people more quickly, close more sales, and build better teams.  This increases productivity and reduces stress.  For more information please give us a call or fill out our contact form here.

The DISC Sales Model: Understanding D Type Personalities

Disc Model: D type personality

This entry is the first of a four part series that will briefly describe each primary personality type in the DISC Model of Human Behavior.  Remember, that everyone is a unique combination of all four types.  That’s what makes you, you!  Today we are going to start with understanding D type personalities.  If you’re a High D, this is all about you.  If you’re not, this will help you understand why they do what they do!

 

Fearless.  

No holds barred.  

Kick butt and take names.  

Those are the phrases that should come to mind when you’re describing a D-type personality.   Here are 5 D words that describe people that are a “High D”:

 

Dominant

Direct

Demanding

Decisive

Determined

Doer

 

They are outgoing and task-oriented.  If you’re unsure about how those two details work together, you can read more about that here.

 

D’s will tackle your greatest problems or die trying.  No challenge is too great for them.  They are full of confidence and will let you know it.  Under control, they are quick to respond, courageous, and goal-oriented.  However, when they are out of control they can be rude, impatient, and abrasive.  They are great leaders and are always ready to step up.  They make great athletes, entrepreneurs, and executives.

 

When they communicate they use forceful tones.  They are direct and to the point.  You won’t catch them using “touchy-feely” terms.  They use big gestures and a forward lean to direct conversations.  They love debate and competition.

 

Their motto is:  Ready, Fire, Aim!! (Collateral Damage is going to happen.)  They represent about 10% of the population.

 

In summary, D’s in the workplace or your family are going to be big personalities that are quick to make decisions and get to the point.  To get them to respond, be direct and focus on the end result.  Be ready to pick the pace and you’ll get along with a High D just fine!

We work with organizations that want to build better relationships internally, with prospects, and clients so that they can connect with people more quickly, close more sales, and build better teams.  This increases productivity and reduces stress.  For more information please give us a call or fill out our contact form here.

Sales Secrets: Understanding DISC -Part 3: What Is Your PQ?

Understanding DISC Part 3

DISC Model
DISC Model of Human Behavior

What Is Your PQ (Personality Quotient)?

We spend years in school developing our intelligence to effectively use our mind. Developing our unique personality to effectively use our behavior is just as vital to successful living. Your Intelligence Quotient, or IQ, measures your intelligence. Your Personality Quotient, or PQ, refers to your ability to understand yourself and others for effective communication and teamwork. Studies have shown that technical skill, beginning with intelligence and developed through education and experience, accounts for only 15% of success in the workplace. The other 85% of workplace success comes from people skills! These skills are developed through learning better ways to behave and interact.

The Elevator Test: Which Type Are You?

The elevator doors are about to close on an eager rider who is trying to get on the elevator. Four people are already inside the elevator. One of the people in the crowded box is in a hurry and does not want to wait (outgoing and task-oriented). There is also a bubbly, energetic passenger who holds the door open while greeting the newcomer (outgoing and people-oriented). A third rider is happy either way and smiles while waiting patiently (reserved and people-oriented). The final passenger is concerned as she calculates the weight to see if the elevator can handle another person (reserved and task-oriented).

While not perfectly scientific, this scenario illustrates the Dominant (outgoing / task-oriented) person who is focused on getting somewhere fast; the Inspiring (outgoing / people-oriented) person who is energized by all the interaction; the Supportive (reserved / people-oriented) person who reacts calmly and tries to get along regardless; and the Cautious (reserved / task-oriented) person who wants to make sure the added person doesn’t exceed the weight limit! As you can see, there were four different people who responded to the same event in four very different ways!

This is just the beginning!

One of the dangers of learning about understanding DISC is that you may think you now know all there is to know about it. We have just scratched the surface of the dynamics involved in personality styles. Did you know there are not just 4 personality styles? We identify 41 specific personality blends that are all very different. Even within the 41 personality blends, there can be a wide variety of nuances.

We work with organizations that want to build better relationships internally, with prospects, and clients so that they can connect with people more quickly, close more sales, and build better teams.  This increases productivity and reduces stress.  For more information please give us a call or fill out our contact form here.

Sales Secrets: Understanding DISC -Part 2: Looking At The Model of Human Behavior

Understanding DISC Part 2: Looking At The DISC Model of Human Behavior 

The DISC Model of Human Behavior is based on 2 foundational observations about how people normally behave:

Observation #1: Some people are more OUTGOING, while others are more RESERVED.

You can think of this trait as each person’s “internal motor” or “pace.” Some people always seem ready to “go” and “dive in” quickly. They engage their motor quickly. Others tend to engage their motor more slowly or more cautiously.

Observation # 2: Some people are more TASK-ORIENTED, while others are more PEOPLE-ORIENTED.

You can think of this as each person’s “external focus” or “priority” that guides them. Some people are focused on getting things done (tasks); others are more tuned-in to the people around them and their feelings.

With both observations, we want to emphasize that these behavioral tendencies are neither right or wrong or good or bad. They are just different. We are simply identifying normal behavior styles. People have different styles, and that is okay. We represent these 2 observations in the diagrams below.

Four Major Personality Traits

In review, we have 4 behavioral tendencies to help us characterize people:

  • Outgoing
  • Reserved
  • Task-oriented
  • People-oriented

Everyone has some of all 4 of these tendencies at different times and in different situations. However, most people typically have 1 or 2 of these tendencies that seem to fit them well in their everyday behavior. And, on the other hand, 1 or 2 of these tendencies usually do not fit them well, and these tendencies may even seem “foreign” to their approach to life. The balance of these 4 tendencies shapes the way each person “sees” life and those around them. By combining the 2 previous diagrams, we can show 4 basic quadrants of the circle as shown below:

Four Major Personality Traits / Tendencies

Thus, 4 basic personality traits emerge from our diagram corresponding to the 4 quadrants of the circle (In clockwise order):

  • Outgoing and Task-oriented (upper left quadrant)
  • Outgoing and People-oriented (upper right quadrant)
  • Reserved and People-oriented (lower right quadrant)
  • Reserved and Task-oriented (lower left quadrant)

I happen to be outgoing and people-oriented.  That would put me in the upper right quadrant..

Next, we will add descriptive terms for each of the four main personality types that emerge in the diagram. The descriptive terms will begin with D, I, S and C.

Describing Each Personality Style  (4 Different Types – 4 Different Priorities)

As mentioned before, we will add the descriptive terms to the diagram. Notice the letters D, I, S and C appear in the 4 quadrants of the circle in the diagram below. You will also notice that descriptive terms have been added in each of the 4 corners of the diagram.

D-I-S-C Descriptive Terms

Now we can further describe each of the four main personality styles:

The Dominant “D” type – An outgoing, task-oriented individual will be focused on getting things done, accomplishing tasks, getting to the bottom line as quickly as possible and MAKING IT HAPPEN! (The key insight in developing a relationship with this type person is RESPECT and RESULTS.)

The Inspiring “I” type – An outgoing, people-oriented individual loves to interact, socialize and have fun. This person is focused on what others may think of him or her. (The key insight in developing a relationship with this type person is ADMIRATION and RECOGNITION.)

The Supportive “S” type – A reserved, people-oriented individual will enjoy relationships, helping or supporting other people and working together as a team. (The key insight in developing a relationship with this person is FRIENDLINESS and SINCERE APPRECIATION.)

The Cautious “C” type – A reserved, task-oriented individual will seek value, consistency and quality information. This person focuses on being correct and accurate. (The key insight in developing a relationship with this individual is TRUST and INTEGRITY.)

Now you know where the DISC concept came from and the importance of having a positive, flexible approach.  Our next blog talks about your PQ, or Personality Quotient using the DISC Model of Human Behavior!

For more information about DISC, or to inquire how Alex can help your business increase sales and build better teams, simply fill out the contact information below.  Thanks for stopping by! (Find Part 1 HERE)






Alex Swire-Clark

The Rapport Advantage™

Connect Quicker With People, Close More Sales, Build Better Teams

Contributions by Robert A. Rohm, Ph.D.

Concise Adult Version

This 6-page report provides essential feedback with an accurate measurement of your personality blend. Your report will include the following:

  • Words that describe you
  • Your strengths
  • Keys to Excellence
  • Your value on a team
  • Your DISC personality graphs