The document provides an introduction to the DISC behavioral styles model used in franchise sales team workshops. It describes DISC as measuring four primary behavioral dimensions: Dominance, Influence, Steadiness, and Conscientiousness. It notes that DISC measures observable behaviors in different situations rather than intelligence, values, skills, or education. The document also outlines characteristics and tendencies associated with each of the four DISC dimensions.
1. Introduction to D I S C Behavioral Styles Franchise Sales Team Workshop Kathy Muller, instructor
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Notas do Editor
Opener: Self-Assessment or Complete the sentence List 3 strength traits (consider what you’re good at) List 3 traits you’d like to improve. Materials PowerPoint presentation 3-ring binder workbook w/DiSC model, Intensity Index, 15 Profile Patterns, Quick Reference Two (2) sample profiles for team analysis Individual DiSC profiles for analysis (participants) Pens, highlighters, blank paper Two calculators (optional)
Note: Trust and confidence! When we adapt to create a comfortable environment for the candidate, we increase our odds of gaining the sale.
Rule #1 : Use and discuss DISC language only with those who know the language. Rule #2: Exhibit your knowledge of the language by knowing your behavioral style, silently recognizing other people’s styles and then adapting your behaviors for improved communication. Rule #3: Teach others the language in a setting where appropriate time is available for understanding.
Rule #1 : Use and discuss DISC language only with those who know the language. Rule #2: Exhibit your knowledge of the language by knowing your behavioral style, silently recognizing other people’s styles and then adapting your behaviors for improved communication. Rule #3: Teach others the language in a setting where appropriate time is available for understanding.
Critical difference! MBTI = Myers Briggs Type Indicator, measures personality types. Personality is hard-coded at birth; can be adjusted but not changed. We control our behaviors ; we can adapt to the workplace or situation.
Note: reliability of DISC is very, very good.
NOTE: We all have elements of the four styles, with a primary or “home base” and (usually) a secondary, which we revert to in high stress/strong emotional situations. D=Dominance (Challenge), how you responds to problems and challenges I=Influence (Contacts), how you influence others to your point point of view S=Steadiness (Consistency), how you respond to the pace of the environment C=Compliance (Constraints), how you respond to rules and procedures set by others. Works across cultures and history!
D’s are Direct and Reserved Emotion = Anger Work Choices = Controlling Examples (from webinar): Lucy (from Peanuts) Donald Trump, Martha Stewart, Dr. Phil McGraw, a doberman To Participants : can you name someone we know who fits this description? List on flipchart, whiteboard or notes
D’s and I’s are Fast-Paced
I’s are Direct and Open Emotion: Optimism Work Choices = Communicating Examples (from webinar): Snoopy Jay Leno, Ellen DeGeneres, Drew Barrymore, yellow Lab To Participants : can you name someone we know who fits this description? List on flipchart, whiteboard or notes
I’s and S’s are People-Focused
S’s are Indirect and Open Work Choices = Implementing Emotion: Non-emotional (very emotional but won’t show it) Laura Bush, Shaquille O’Neal, Mother Theresa, a Collie Examples (from webinar): Charlie Brown To Participants : can you name someone we know who fits this description? List on flipchart, whiteboard, or notes
C’s and S’s are Cautious and Thoughtful
C’s are Indirect and Reserved Work Choices = Planning Emotion: Fear Examples (from webinar): Linus Bill Gates, Julia Roberts, Dr. Spock, a Poodle To Participants : can you name someone we know who fits this description? List on flipchart, whiteboard or notes
C’s and D’s are Logic- or Task-Focused
Examples Page 5 High numbers (double-digit) = strengths Low numbers (single digit) = weaknesses or “areas for improvement” Activity : Read over the Intensity Index and the 4 primary patterns. Self-assess (refer to Opener activity): what do you think is your primary style? What is your secondary? Write it down for later.
The behavior of most of the population is a combination of two (or more) styles. Step 1 of learning the DISC language is to learn the Pure Styles and be able to recognize a person’s core behavior and adapt accordingly.
Group Activity: Typical Questions asked by D styles: What does it cost? Can I change it? Are you sure you know what you’re talking about? Who else is in your system/owns (brand)? Can I get it now? After break: distribute individual assessments; review, possibly discuss Then Go into buying (and selling) styles
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