D.I.S.C

IGNITE LEARNING

DISC Summary

What is the DISC Assessment?

DISC is a behaviour assessment tool based on the DISC theory of psychologist William Moulton Marston, which centres on 4 different personality traits:

D - Dominant
I - Influencer
S - Stable
C - Conscientious

When used correctly this assessment tool can aid to improve work productivity, teamwork, leadership, sales, and communication.

DISC measures your personality and behavioural style. It does not measure intelligence, mental health or values. It's profiles describe human behaviour in various situations, for example how you respond to challenges, how you influence others, your preferred pace, what motivates you, and how you respond to rules and procedures.

Complete the D.I.S.C Test before reading more to ensure your results are not compromised:

D.I.S.C Assessment

D.I.S.C on Ignite

There is an ignite learning page all about DiSC, which includes a quiz at the end;

Anytime Fitness Support Office also have a video webinar on the dashboard for those who are Visual learners. If this is you, please see the video below:

https://db.anytimefitness.com.au/news/notices/25327-

Leading with Style

This next section is how each style tends to Lead or Manage their teams. Understanding your natural style, is not always what your team members may respond best to, will help you adapt.

A "D"s natural Leadership Style

Authority often based on fear, power and distance
Comfortable with crisis situation and changes
Is a "things" Leader:

Looks for the results
The big Picture
May see others as resources

A "I"s natural Leadership Style

Authority often based on Charisma, Motivation and Good Atmosphere
Comfortable in creating good atmospheres and with new and evolving organisations
Is a "People" Leader.

Wants and needs alot of contacts which includes both people and resources

A "S"s natural Leadership Style

Authority is often based on Experience, Expertises and Bureaucratic Status
Comfortable in maintaining routines
Is Stable and Service orientated
Is a "Teams" Leader.

Prefers a Participative approach to Leadership

A "S"s natural Leadership Style

Authority is based on Rules, Standards and Distance from other people
Emphasises Rules
Quality focused
Is a "Things" Leader:

Interested in facts
Likes Detailed Analysis

Motivating a Style:

Just like how each style has a way of Leading, all styles have their own motivators.

Do:

Give Immediate Feedback
Concentrate on the subject
Be Result Orientated

Dont:

Frustrate the D's desire to start action
Restrict their power
Spent time on non-essentials

Do:

Be Responsive & Listen
Give assurance
Be optimistic
Be with them all the time

Dont:

Set unnecessary restrictions
Put down their enthusiasm
React negatively

Do:

Give organised feedback
Give supporting material
Let them finish their work

Don't:

Be restless
Make sudden changes
Work against what was agreed

Do:

Give detailed information
Be open to questions
Give time to think & prepare

Don't:

Keep information to yourself
Pressure immediate answers
Expect immediate answers

Communicating with Style:

This next section suggests the best way to communicate with each style

Approaching a D style

As a D style often like clear, quick and to the point communication, the best phrases to communicate with them would be similar to the following:

"This is your Goal.. X"
"I only need 5 minutes of you time"
"What do you want and when do you want it ready by"
"Here is the problem that you should resolve"
"This must be Ready by X"

"I" style communicating with a "D" style

An I Style can like to give alot of information and tend to be very positive with alot of emotion. If you are an I style communicating with a D style you may experience difficulties as these traits can frustrate a D style, who just want to get to the point.

If this is you, try to remember:

Be Direct
Provide clear alternatives
Ensure the D style wins
Disagree only on facts
Enjoy the Battle
Do not get emotional
Act quickly as they will decide fast

"S" style communicating with a "D" style

An "S" style tend take their time to really listen to the person they are communicating with and sometimes this can end up with the conversation finishing with a D before the S gets a chance to speak.

If this is you try these tips:

Concentrate on the What and When Goals
Act Faster
Focus on the specific issue
Provide feedback regularly
Show interest

"C" style communicating with a "D" style

"C" style's are calculated and enjoy collecting all the information to analyse it so they get the correct answer. This can clash with a "D" style as they are not usually to interested in the "how" they just want to know the "what". If you are a C style and are having some clashes communicating with a "D" style try the below:

Focus on the Short Term goal
Stay Direct and Task orientated
Be less Theoretical
Be positive about the issues
Remember not to take Directness personally
Use pictures in your presentations
Start with the overall picture

Approaching an "I" Style

An "I" style often like positive and motivating communication that is open for discussion and brain storming. The best phrases to communicate with them would be similar to the following:

"I would like to hear your opinion"
"We could exchange our views on this"
"Could we speak about some new alternatives?"
"Could we meet and Discuss this?"
"How do you think we should act on this?"

"D" style communicating with an "I" Style

An "I" really thrives off positivity so as a "D" style usually will be direct and not discuss the positive around the circumstance or task at hand, it may be taken as negative to an "I" which can see them disengage. Some tips for a D communicating with an I are:

Make sure you show your enthusiasm
Be optimistic
Be open to other opinions
Show ability to adapt
Ask for their opinion on a circumstance or task at hand before you make your decision

"S" style communicating with an "I" Style

An "I" is both people orientated, loves talking and fast paced where as an "S" style is people orientated, likes to listen and often are slower paced. If you are an "S" style the best way to communicate with an "I" style would be to remember the following:

Speed up and Act Faster
Speak more
Take part enthusiastically
Take the time to discuss the alternatives
Take the I type into consideration and be more corporative

"C" style communicating with an "I" style

An "I" style is very people orientated where as an "C" style is data and task focused so when communicating with an I as a C it is important to remember that there are some real opposites between the 2 of you. The best way to communicate would be as follows:

Concentrate on the "who and what else" goals
Be open to discuss
Do not lose contact with the "I"
Adapt a Team Attitude e.g. lets do it together over i will do it
Do not focus on mistakes, remember achievements

Approaching an "S" Style

An "S" Style is steady and stable. They tend to not enjoy the idea of change to much and are fantastic listeners The best way to communicate with an "S" style would be similar to the following:

"How should we proceed?"
"We should act like this. First this and then that.."
"How do you think we should do this?"
"I want you to be involved in planning from the beginning"

"D" style communicating with an "S" style

Keeping in mind an "S" style likes to listen and consider, where as a "D" style likes the black and white whilst getting straight to the point, these are 2 very different styles. As a "D" style try to keep in mind the following:

Provide time to consider issues from the S's angle
Be less demanding
Make you you state both sides of the issue, start with the negative and finish with the positive
Warn about changes beforehand!
Don't pressure the S into fast reactions or decisions

"I" style communicating with an "S" style

If you are an "I" it is important to keep in mind how much and how fast you like to talk. An "S" can often spend alot of time listening to you without speaking up and sometimes, the back and forth can appear unstable which is what an "S" likes. Some tips to follow for an "I" style trying to communicate with an "S" would be:

Demonstrate reliability and continuity of the issue
Speak about the negative aspects as well
Provide enough background information
Do not expect too fast action
Listen, Do not interrupt, give time

"C" style communicating with an "S" style

Whilst both the C and S are slower paced and enjoy the time to think or gather all the information, a C style is task orientated whilst an S style is people orientated. Tips to effective communication would be:

Explain things step by step
Use practical examples, avoid using numbers only
Provide time for the S to analyse the information
Also consider the risk factors
Ask the S for their opinion

Approaching a "C" style

"C" styles are task focused and slower paced. The tend to enjoy the numbers and would often be happy working on their own. The best way to communicate with a "C" style would be:

" I would like to provide you with some additional information"
" I would like to hear your assessment"
"What are the Pro's and Con's of the different alternatives"
"Could you list the Key issues"

"D" style communicating with a "C" style

A "C" style really likes all the facts and Data where as a "D" style just likes the answer rather than the maths behind it. Tips for a "D" style to effectively communicate with a "C" style:

Answer the questions carefully and give reasons
Respect the C's expertise and be less commanding
Do not make yourself threatening
Listen and encourage discussion
Offer alternatives

"I" Style communicating with a "C" Style

Concentrate on what/why questions
Explain carefully, utilise references and facts not simply opinions
Prepare before hand, slow down, and think before you act
Be open to questions and feedback
Provide information in writing
Demonstrate sincerity and modesty

"S" Style communicating with a "C" Style

Provide background information
Respect their technical attitude
Understand the C likes their independence
Provide all relevant information
Provide fact based feedback

Selling with Style

This section is to help you identify which style you are selling to.

"D" Customer

•Is aggressive
• May be blunt
• Is demanding
• Very impatient
• Interrupts others
• Becomes irritated easily
• Is direct, says what they think
• “What’s the bottom line?”
• Focuses on the big picture
• States own opinions as facts
• Often appears to be in a hurry
• Makes decisions quickly, almost hastily
• May talk to many people at the same time
• May have difficulty understanding others’ viewpoints/feelings

How to Sell to a "D" Customer Do's

• Be direct
• Provide alternatives
• Ensure he/she “wins”
• Give immediate feedback
• Concentrate on the subject
• Act quickly
• Let him/her speak and listen to them
• Focus on issues
• Show interest
• Provide direct answers

How to Sell to a "D" Customer Do not's

• Go into all the details
• Provide too much information
• Try to control the situation
• Talk too much
• Lose focus
• Slow down
• Take issues personally

Factors that Motivate a "D" to purchase

• Achievement
• Easiness and quickness
• Make him/her a pioneer or different from the masses
• Building status
• Possibility to win
• Ability to buy quickly and to move on
• Make him/her look strong, independent, a risk taker

"I" Customer

• Talks a lot
• Is animated
• Gets easily excited
• Is open and friendly
• Appears disorganised
• Does not listen for long
• Stays away from hard facts
• Does not pay close attention
• Jumps from subject to subject
• Does not focus much on details
• Talks about people he/she knows
• May make decisions spontaneously
• May ask the same questions several times
• May touch; comfortable with physical contact

How to Sell to a "I" Customer Do's

• Maintain positive atmosphere
• Help to achieve popularity/recognition
• Allow to express him/herself
• Take time to chat and talk
• Be more expressive
• Be more enthusiastic
• Focus on the big picture
• Focus on the people aspects
• Get involved in the process

How to Sell to a "I" Customer Do not's

• Talk about too many details
• Fail to socialise
• Bring up negative issues
• Fail to have fun
• Set restrictions
• Be pessimistic

Factors that Motivate a "I" to purchase

• Recognition
• Popularity
• Visibility
• Feelings and emotions
• Maintenance or improvement in atmosphere
• Feeling of belonging
• Testimonials and references
• Fun
• Ability to meet new people

"S" Customer

• Is easy-going
• Appears calm
• Listens carefully
• Appears thoughtful
• Nods and goes along
• “Let me think about it.”
• Likes own physical space
• Does not get easily excited
• Asks questions and enquires about the specifics
• Seems to have strong opinions but does not express them vocally
• Completely new ideas/things seem to make them uncomfortable
• Ponders alternatives, slow in making decisions

How to Sell to a "S" Customer Do's

• Proceed in logical order
• Ask specific questions to find out true needs
• Provide support
• Provide precedents to reduce uncertainty
• Remember fairness and justice

How to Sell to a "S" Customer Do not's

• Forget your promises
• Make unexpected changes
• Be unreliable
• Forget to provide enough information
• Move too fast
• Be impatient

Factors that Motivate a "S" to purchase

• Security, Reliability and Safety
• Maintenance of existing routines and systems
• Structure
• Fairness and justice
• Family-issues/feelings
• Removal of threats and uncertainty

"C" Customer

• Is quiet
• Focuses on details
• Proceeds cautiously
• Asks many questions
• Not comfortable with physical contact
• Appears reserved and somewhat timid
• May have done homework on the products/services
• Studies specifications and other information carefully
• Makes decision only after studying pertinent facts/issues
• May be very critical; criticism based on facts, not opinions

How to Sell to a "C" Customer Do's

• Listen carefully
• Answer questions calmly and carefully
• Be thorough; remember to include all relevant information
• Slow down your presentation
• Utilise written supporting materials
• Find out what the key issues are and focus on them

How to Sell to a "C" Customer Do not's

• Move too fast or too close
• Spend too much time with small talk
• Lose patience in providing all the requested information
• Expect decisions right away

Factors that Motivate a "C" to purchase

• Logic
• Plenty of information to make a “good” decision
• Clear, cold facts and details
• Factual comparisons
• Study and test results
• Security and Safety
• Clear instructions

Stressing in Style

Over the corse of time it is likely that there are going to be circumstances that cause each Style to stress in their own way (COVID 19 being a big one). Below is how to help each style deal with surrounding stressors

What could be Stressing an D?

Lack of control over a situation
appearance of being unprofessional or weak.
the possibility of being taken advantage of.
not getting definitive answers.
revisiting topics like schedules, COVID-19 responses, weather changes, politics.
interruptions
lack of independence or being able to take action.
falling into a boring, unchallenging routine.
dealing with the emotions of others.
anything that challenging their core belief of “I’m valuable if I’m producing or on top.”

What could be Stressing an I?

fewer opportunities to be social
feeling rejected even if there’s no objective evidence of it
not getting the attention they crave
lack of collaborative activities
routines feeling old, stale, or stifling
drop in energy level
not being able to follow impulses like gathering a group for happy hour or going to the gym
pessimistic or distracted attitudes of others
isolation or distance from others
fewer opportunities for self-expression
anything that challenges their core belief: I’m valuable if I can attract people.

What could be Stressing an S?

disrupted routines at work and home
all the unknowns making it difficult to plan ahead
having to multitask, especially when work-home divisions are blurred
the energy it takes to be on video calls
seeing people struggle and not being able to help
having over-committed, taken on too much at work and home
not feeling innovative, when innovation is what is needed
being unable to participate in their usual (and comforting) holiday traditions
having to work more independently, making more decisions on their own with less feedback from others
ways of maintaining positive relationships challenged by pandemic, work situations, or other changes
anything that challenges their core belief: I’m valuable if I’m accepted, if I can please.

What could be Stressing a C?

Not having all the desired facts to make decisions
Emotions displayed in response to political unrest, economic instability, mass shootings, or other news
Not knowing how best to respond to the needs of their loved ones
Anticipating more social and in-person events
Trying to show empathy via technology
Making well-considered plans then having to change them
Not being able to meet their high standards
Working under time pressure
Being unprepared
Not knowing when or how their organization will respond to changes enabled by coronavirus vaccinations
Anything that challenges their core belief: I’m valuable if I’m competent

How to help yourself Cope during times of Stress and Pandemic

The 3 things to try and focus on as a D style and to help elevate stress are 1. Progress 2. Control 3. Justification. Here are some tips and tricks

Remember that no one has the control they once did. The pandemic, return to workplaces, and even vaccination protocols are disruptive. So take a deep breath and let get go of self-judgment. Practice self-acceptance.
Identify what you need to, and ultimately can, control. Then let go of what you can’t. Focus your energies where you can have the most positive impact today or this week.
Allow for more time. You love always seeing progress. But right now you might need more time. This doesn’t mean you don’t hold yourself and others accountable, you just alter the timeline and necessary supports needed.
Don’t do it all yourself. Collaboration matters. While you might want to see things getting checked off a to-do list, your influence and long-term goals might be better served by finding ways to collaborate, delegate, and support.
Ask for feedback. No one has been prepared for all the stress we’re now experiencing, so we all need some perspective. Ask how others are perceiving you today. Listen and thank others. Consider their words.
Consider establishing routines based on what you value. For example, if you value learning, take a regularly scheduled online course. If you value a relationship, schedule regular calls with that person.
Start a new project. Find one that’s challenging or one that can be finished fairly quickly. Give yourself a sense of accomplishment and progress.
Stay open to others’ ideas and be willing to compromise.

The 3 things to try and focus on as a I style and to help elevate stress are 1. Excitement 2. Being heard 3. Relationships. Here are some tips and tricks:

What are you curious about? Learn new skills. Try an online class, which will also allow you to meet new people. Or set up a regular skill-sharing event or show-and-tell night with people you know, where attendees take turns teaching the others how to do something.
Even though they have been transformed during the pandemic, maintain or develop your social networks. There are many new communities to discover and explore.
Don’t take it personally if your introverted friends and family aren’t responding to your friendly outreach with the same energy. Withdrawing might just be how they’re coping with stress, and it is very likely that they still appreciate hearing from you.
Swap your mental list of things you can’t do and people you can’t see right now for a list of what you can do and people you can see. Write this “can” list down. Once you start listing, you may find you have more ideas than you knew. This is an opportunity to build relationships in new ways.
Read a bit about cognitive load theory to gain a better understanding of why it’s just so hard to focus right now.
Many of us are consuming more media than we were before, but doomscrolling can really spike stress levels, especially for passionate i-style folks. Try stepping back for a moment before getting swept away in the current of social media.

The 3 things to try and focus on as a S style and to help elevate stress are 1. Reassurance 2. Harmony 3. Direction. Here are some tips and tricks:

Make a plan for staying connected to friends and family; don’t wait for it to happen naturally. This may mean putting regular events on your calendar reminding you to text, call, or write someone.
If you have over-committed, find a way to take some things off your plate, even if it means temporarily disappointing someone else. And practice saying “no” to extra tasks when your to-do list is already full.
You may be worried about bothering other people by asking for help. But being honest about your feelings can actually help others by normalising their own feelings of stress.
Work on building your comfort with both conflict and making mistakes, two things that are normal and often healthy.
If you have trouble speaking up or getting a word in during video meetings (when it’s harder to read bodily language and have overlapping conversations are frequent), send a note to your team with ideas
Concrete, project-based tasks are comforting, and it feels good to check them off your list. But that might mean you procrastinate on bigger-picture or more creative aspects of your work that also need your attention. Block out time that is only for brainstorming and creative thinking.
Is there a low-stress way for you to collaborate with one or a few people on a fun project? Maybe a couple friends gather over video chat to make some origami holiday decorations

The 3 things to try and focus on as a C style and to help elevate stress are 1. Competence 2. Understanding 3. Stability. Here are some tips and tricks:

Take the time to examine whether your goals and expectations are reasonable and attainable right now.
Consider that there might not be an optimal answer or best choice. If you make a poor choice, that might be data for your next one.
Develop, practice, and upgrade your skills in empathy. Empathise so you can understand and test assumptions. Don’t rush empathy, and don’t try and empathise before you truly understand the situation. Take an extra five minutes to listen and ask questions before trying to connect with the other person.
Contribute more than criticise.
Look beyond the data. Look to the people side of things. How are your actions affecting others? Try not to be too stubborn. Stay open to alternatives.
Avoid isolating yourself. This may involve practicing being vulnerable. Vulnerability and the courage to be open to another person are the keys to real human connection.
You don’t have to do it all. Build up your delegation skills.
We’re all finding new ways of celebrating and you might need time to imagine what those will be like, how you can join in, and how you want to contribute. It’s never a bad time to thank someone or let them know how much you appreciate their contributions.
Establish routines based on what you value. For example, if you value a relationship, schedule regular contact with that person. If you really enjoy teaching, offer to demonstrate how to use an online platform, play a new game, or develop a skill.

Page updated

Report abuse