DISC: Learn to Discern their Style

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We should be careful to get out of an experience only the wisdom that is in it – and stop Mark Twain there; lest we be like the cat that sits down on a hot stove-lid. She will never sit down on a hot stove-lid again – and that is well; but also she will never sit down on a cold one anymore.

Finish this sentence: I can’t stand talking to him/her because s/he always:

  • Hears a challenge and sees a contest in every situation
  • Is easily distracted and gets off topic
  • Won’t make a decision alone
  • Becomes insulted and defensive over the slightest disagreement

Before I understood how DISC helps me understand where other people are coming from, I would become frustrated, even angry, when I was confronted by someone in their style as they reacted to a statement I made or situation I was involved in.

I think it’s human nature to expect people to treat us in our style. Problems arise when we are in our style and they are in theirs, and their style is not the same as ours. Many times I’ve said:

  • I’ll never do that again!
  • I’ll never talk to them again!
  • That’s the last time I’ll have anything to do with them (or that company)!

Now that I know how to discern other people’s style and how their style influences their response, I have learned the key to communicating with people. As a result, I am a better communicator. When I am really good at it, the person thinks I am the same as them, when in truth, I may be a polar opposite!

You, too, can learn this highly valuable process to become more successful and less stressed in your business, your relationships, and your life. Start today with a DISC like the KITE DISCtest247.com because you need to know your style first. When you and I review your results in the debrief, I’ll help you understand how to put your discerning tools into action.

 

DISC: The Analytic Tool that can do so much for You

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Better teams > better project management

Better teams > better project management

Pick your situation:

  • You are a business owner and you are hiring an employee or employees
  • You have an important project and you need to assemble the best team and you’re not sure how to do that
  • You are an HR professional, and the people you are hiring are not working out, and you need to know why

These are a few we’ve thought of, and we are pretty sure there are more ways you’ll discover where you can and should use DISC to understand someone’s style and how the person will fit with your business.

The use of analytics like the KITE DISCtest24/7 has grown in recent years as the world recovers from economic turmoil. Why? Because the cost to make a mistake is just too high. Misfits cost us money. We need a tool that will help us spot a misfit BEFORE we hire them or add them to a team.

I am working with a client who made a mistake in hiring a few months ago. My client thought the new hire was a good match for the business. He had sales experience in a number of industries. My client had a gut feeling the new hire was a good fit and spent many hours training the new hire in the product and introducing the new hire to existing clients. In other words, setting the new hire up for success.

My client was super surprised when complaints about the new hire started rolling in rather than orders for the products. Another shocker was when the new hire failed to show up at appointments. A little over 90 days from hiring, the new hire was out the door. That amounted to thousands of dollars in payroll, the value of my client’s time, stressed out co-workers, and other expenses.  It was a disappointment for my client!

Needless to say, we are going to use analytics and the KITE DISCtest24/7 to understand the top three applicants as my client takes steps to replace the misfit.

The complexity that is an integral part of humanity can be understood when we use readily available tools. We’ve all had to work with a misfit at some point in our lives. When we avoid the misfit situation, we are all happier and our business runs more smoothly. Isn’t peace of mind worth it to you?

Business Growth: Being Extraordinary

Extraordinary things only happen to extraordinary people.
– Reepicheep

Reepicheep from NarniaI had the opportunity to watch the third installment in the Narnia series with our 8-year-old granddaughter recently. Reepicheep is the mouse character pictured at the right. At one point in the story, he says to Eustace that extraordinary things only happen to extraordinary people.

I firmly believe that Reepicheep is right, and I’ll let you in on a little secret. I see this in the people I meet every day. Your story is phenomenal. You’ve done some remarkable things.

You see, I think that we are all extraordinary people, without exception. If you think you are common, ordinary, and not worthy to be called extraordinary, I hope you will read on and consider my argument as to why you are, truly, extraordinary and why you should use this to guide your business tactics.

Right now, today, are you where you thought you’d be when you graduated from high school? College? Discharged or retired from the military? From my conversations with many of you and my personal experiences, we have all made choices during our lives that have brought us to this point. These choices and the resulting experiences are what makes you extraordinary. There is no duplicate of you. You are the only one who has your unique combination of life experiences and personality. This gives you a unique perspective that you should use to your advantage.

How can you use your perspective to your advantage? By designing business tactics customized to take advantage of your experiences. This might require some introspection on your part, but it will be worth it if the exercise moves you toward the outcome you want.

We all know we have to be different from our competition. What makes you extraordinary is what will serve you as your differentiator from your competition. Sometimes, our differentiator is so different from our competition that we have difficulty believing that we can be successful. If you are in doubt, step back and analyze everything – your feelings (including your doubts), the true reality of the situation, and how your experiences will make you the better option for your target market.

It’s a well-known fact that YOU are the biggest impediment to your success. You’re wasting precious time. You have to get on with being extraordinary.

How People Buy

This information comes primarily from a blog post by my friend Jay Niblick, founder of Innermetrix (http://www.innermetrix.com/index.html), the company that provides the DISC Index, Values Index, and Attribute Index tools I use. Thank you, Jay, for this great assistance!

The topic is sales. I don’t think it matters what you do, you are selling in some way even if your title does not include the word “sales” in it. Whether you are leading a team of people or trying to get someone to do something, you are trying to persuade the person to take action.

Many times we encounter people who seem reluctant to buy or who make decisions quickly. What’s up with that? The answer might be that their buying style is governed by their type of personality. Read these descriptions below to understand the different buying styles. When you recognize these styles, you will also know how to respond to people to move them through your sales process.

Buying Style #1 – The Decisive
The first buying style is called the Decisive. These buyers have a clear picture in their mind of what results they want. They are often seen as “Type-A” people, preferring to make buying decisions very quickly. They are more often interested in “winning” or “promoting their own agenda” so they like to buy when they feel they have “gotten their way,” so to speak. They are attentive to actions or communication that will speed up those results. Discussions about details and minutiae are distracting to these individuals. They prefer to discuss top-line, big-picture concepts when considering the value of any offering.

Buying Style #2 – The Interactive
The second buying style is called the Interactive. These buyers want to shape and mold events and enjoy “getting their way” when it comes to negotiations or buying something. Unlike the High D, however, High I’s tend to go about this by working with or through people – much more collaboratively. They are interested in people and like to interact with others, understand others and to be understood by others. They are most receptive to making a buying decision when they feel a sense of connection with the person, are in a more social environment and have had the opportunity to express their emotions, thoughts, fears or excitement about the offering first. Like the High D, this person is also particularly inattentive to details, preferring to stick to the big-picture and emotional benefits of the solution.

Buying Style #3 – The Stabilizer
The third buying style is called the Stabilizer. These buyers are more passive and introverted and interested in the how and why of a solution (i.e., the details and minutiae that the I and D couldn’t care less about). Their primary interests are in maintaining stability within themselves and whatever situation they find themselves in. Messages that don’t address the specifics, or that champion radical change, are likely to alienate rather than resonate. They prefer to buy things that will increase the stability in their lives, provide more security, and are well known and well proven. They prefer to “take their time” more than any other dimension so any offering should give them plenty of time to decide.

Buying Style #4 – The Conscientious
The fourth and final buying style is called the Conscientious. These buyers are also more passive and introverted. Like the High S, they too take a much more detailed (the most) and accuracy-based approach to their buying habits. Their buying decisions are very much driven by questions of accuracy, detail, reliability, level of proof, etc. Without sufficient data to prove any statements made to a High C, you will fail to achieve their buy in. Why is a favorite question for a high C buyer. Prove it is the second most common one. They are very concerned with doing things accurately. They are receptive to offerings that provide proof that the solution works, proposals that are meticulously detailed and absent of ANY grammatical mistakes or typos.

In my practice, understanding this type of information about the people I work with is invaluable to me. Approaching people in their style makes me more effective and makes their results better for them. I think this is a key to being a good business coach.

For more information or clarification on this, drop me an email at sbarr@thebarrassociates.com.