The Communication Tool

D I S C

The Communication tool

D

/ I
C / S
Dominance
•Be On time.
•Let them feel in control.
•Get to the bottom line.
•Limit facts & product knowledge.
•Respect their time.
•Be Business-like & direct.
•Emphasize efficiency,profit, and savings.
•Emphasize cost of inaction.
•Acknowledge the decision is theirs to make. /

D

/ I
C / S
Influencing
•Be Sociable.
•Be people-oriented.
•Use prestige referrals.
•Ask open-ended questions that will reveal the DBM.
•Appeal to their desire for recognition & social acceptance.
•Give them opportunities to express themselves.

D

/ I
C / S
Compliance
•Give them facts.
•They are task oriented.
•Address track record.
•Appeal to quality.
•Give them brochures & support information.
•Appeal to logic & accuracy.
•Ask, “Do you need more information?
•Do not rush.
•Explain what you are doing & why. /

D

/ I
C / S
Steadiness
•Make them feel at home.
•Spend time to build rapport.
•Use statements like, “Patients in the past who have had your exact problems have…”
•Demonstrate empathy & understanding.
•Give them a lot of personal helpby using directive questions.

Who are opposite’s?

D

/ I
C / S

and Why?

D

/ I
C / S

©Roz Fulmer “Making a Difference…Today”!

Strengths as a team member

Roz Fulmer “Making a Difference…Today”!

“High D”

Makes a decision when no one

else wants to

Not afraid to confront tough issues/situations
Accepts change as a personal challenge
Keeps the team focused and on task

“High C”

Thorough
Certain to follow standards and rules accurately
Conscientious
Diplomatic
Methodical and good at preparing meeting agendas and taking the minutes of the meeting

“High I”

Always available to others – gives time easily
Good at inspiring others
Spreads enthusiasm and positive attitudes to others

Easily gives positive feedback to those you work with

“High S”

Good Team Player
Empathetic and sensitive to others’ needs
Good Listener
Easy to get along with
Peacemaker of the Team

Roz Fulmer “Making a Difference…Today”!

Limitations as a Team Member

Roz Fulmer “Making a Difference…Today”!

“High D”

May come across as unapproachable
Insensitive to others
Impatient with others
Tries to get the team moving along before they are ready

“High C”

Overly concerned with Perfection
Aloof, withdrawn, detached
Hampering creativity in others due to desire to stick to the rules
No gray areas

“High I”

Disorganized
Superficial in approach
Lack of follow through
Chaotic at times
Non-focused

“High S”

Indecisive
Indirect
Resistant to change
Non-hostile
Somewhat possessive

Roz Fulmer “Making a Difference…Today”!

Communicating as Team Members

Roz Fulmer “Making a Difference…Today”!

“High D”

Direct, reserved, expressionless
Actions are cautious, non-trusting
Wants short facts, will tell not ask
Eye contact infrequent while barely listening
Limited use of hands, usually clenched tightly, folded or pointing
Preoccupied or vigilant
Limited personal feelings

“High C”

Few uses of voice to emphasize words
Expressions and posture are quiet
Deliberate, studied in speech & writing
Indifferent handshake
Asks many questions
Will ask more often than making statements
Vague, unclear about what is wanted
Tends to lean backwards

“High I”

Emphasizes ideas by tone change
Expressions are aggressive
Can be dominant
Quick, clear or fast paced
Firm friendly handshake
Makes statements more often without thinking first
Lets one know what is wanted
Tends to lean forward to make a point or to be heard

“High S”

Smiles, nods, frowns
Actions open or eager to flee
Little effort to push for facts
Eye contact infrequent
Awesome listener
Friendly, warm gaze
Hands free, palms up & open
Shares personal feelings openly
Attentive to others wants & needs

Roz Fulmer “Making a Difference…Today”!

Responses to Conflict

Note: Both High D’s & I’s “vent” and

Both High S’s & C’s “suppress”

“High D”

(DEMANDS)

Over-assertive
Unbending to others
Strong willed with others
Attempts to impose one’s own thoughts and feelings onto others

“High C”

(WITHDRAWS)

Keeps thoughts and ideas to self
Becomes more controlled
Plans out their next move
Withdraws from others, will not move forward again, flees

“High I”

(ATTACKS)

Explosive
Emotionally attacks others and their ideas, tries to discredit them
Makes others feel “less than”
Tells people how he or she feels about things

“High S”

(AVOIDS)

Gives in to keep peace and harmony
Appears to agree with others
Tolerates things even though he/she may disagree
Desires to save the relationship even if it hurts them more