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Introduction to DISC Behavioral Styles

Franchise Sales Team Workshop

Kathy Muller, instructor

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What Drives the Buying Decision?

“People don’t buy because they’re made to understand, they buy because they feel understood”

- Dr. Tony Alessandra “The Platinum Rule”

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More About DiSC DiSC IS

A universal language of Behaviors and Emotions.

An observable language. A neutral language. A silent language.

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More About DiSC DiSC is NOT

A measurement of Intelligence An indicator of Values A measurement of Skills and

Experience A gauge of Education and Training

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DiSC vs. MBTI DiSC = Dominance, Influence,

Steadiness, Conscientiousness Measures behaviors in various

situations (D) Problems, challenges (I) Contacts, influence (S) Consistency, dependability (C) Procedures, constraints

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DiSC Reliability Spearman-Brown “split-halves”

reliability coefficient Dominance (r=92%) Influence (r=89%) Steadiness (r=91%) Compliance (r=90%)

- Source: Validity and Reliability, the Roodt Report

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DiSC Model  

   

D i

C S

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DiSC 4 Primary Dimensions*

Dominance – strong-willed, strong-minded people who like accepting challenges, taking action, and getting immediate results.

Influence Steadiness Conscientiousness

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DiSC Model  

   

D i

C S

Active * Quick Decisions * Direct * Risk Takers

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DiSC 4 Primary Dimensions*

Dominance Influence – “people” people

who like participating on teams, sharing ideas, and energizing and entertaining others.

Steadiness Conscientiousness

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DiSC Model  

   

D i

C S

Accepting

People-Focused

Receptive

Agreeable

Active * Quick Decisions * Direct * Risk Takers

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DiSC 4 Primary Dimensions*

Dominance Influence Steadiness – also “people”

people who like helping, working behind the scenes, performing in consistent and predictable ways, and being good listeners and team players.

Conscientiousness

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DiSC Model  

   

D i

C SThoughtful * Cautious Decisions/Risk * Indirect

Accepting

People-Focused

Receptive

Agreeable

Active * Quick Decisions * Direct * Risk Takers

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DiSC 4 Primary Dimensions*

Dominance Influence Steadiness Conscientiousness – these

people are sticklers for quality and like planning ahead, employing systematic approaches, and checking and re-checking for accuracy.

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DiSC Model  

   

D i

C S

Accepting

People-Focused

Receptive

Agreeable

Questioning

Logic-Focused

Skeptical

Challenging

Active * Quick Decisions * Direct * Risk Takers

Thoughtful * Cautious Decisions/Risk * Indirect

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DiSC Patterns* 15 work behavior patterns Primary and secondary styles Strengths and weaknesses

indicated by Intensity Index (pg. 5)

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DiSC – Work Style Tendencies 78% = 2 tendencies 15% = 1 tendency 5% = 3 tendencies 2% = 0 or all 4 tendencies

- Source: Life Associates Database

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Buying Style Characteristics*

Like this presentation and want to know more? Contact me, Kathy Muller, kmuller@iced.net or 281.256.4324 – looking forward to hearing from you!