UNDERSTANDING PERSONALITY STYLES

D   I   S   C

The Goal is to provide Leaders with tools, information, and skills to assist them in personal and professional relationships.

You may want to grab hold of the book Positive Personality Profiles, by Robert A. Rohm, Ph.D. the author of the DISC model/profile explanation. www.Amazon.com

As Leaders or Rising Leaders, it’s important to be aware not only of our personality, but of the people we encounter and the people on our Team. As we coach and develop our Rising Stars, their personalities will give us insight into how we can best assist them, encourage them and even motivate them.

Here are some things that you will learn in this module:

• Your Personality Type
• Observable Characteristics of Personality Styles
• What Are the 4 Personality Styles OR Temperaments
• How to Sell by Personality Style
• The Behavior Style – How to Conduct a Sponsoring Interview
  (an outrageous screening vehicle to work with the right people!)
• How to Appreciate Individual Differences
• How Each Individual Style Manages Time
• There is NO Right or Wrong Style
• When You Understand the Personality Types, You Work Better and
  YOUR Business Can Literally EXPOLDE!

These are Interesting Statistics:

• 10% of the general population are from the D profile.
• 25% have the I profile as their primary driving force.
• 30-35% has the S profile.
• 20-35% of the general population has a C profile.

• Most sales leaders fall into the I & D profiles.
• Most sales professionals are S, I or D.

Here are some key things to remember – first each of us is a unique blend of these four styles. At times, we need or choose to be totally “D” or “S” in our personality style. People make adjustments depending on the situation they are dealing with. People that are good communicators adjust their style to work with others. When we understand others and are willing to adjust we will be more effective in working as a team, building relationships, and communicating.

Understanding + willingness to adjust = effectiveness.

It won’t be easy to make the change – it’s a new concept – but the rewards you get from understanding others will be worth it!
Just start by observing, listening, and trying to understand where the person is coming from.

DISCOVERING YOUR BEHAVIOR STYLE
Personality Profile

Outgoing & task oriented = D		Reference Book: Positive Personality Profile Robert A. Rohm, Ph.D.
Outgoing & people oriented = I
Reserved & people oriented = S
Reserved & task oriented = C

 

OBSERVABLE CHARACTERISTICS OF
PERSONALITY STYLES

	Dominant	Influential	Steady	Cautious
VERBAL Words	Tells more than asks Talks more than listens Mostly verbal communication Makes emphatic statements Blunt and to the point	Tells stories and anecdotes Shares personal feelings Informal speech Expresses opinions readily Flexible time perspective Digresses from conversation	Asks more than tells Listens more than talks Reserves opinions Less verbal communication	Fact and task oriented Limited sharing of feelings More formal and proper Focused conversation
VOCAL Tone Pitch Vocal quality Speed of voice	More vocal variety More forceful tone Communicates readily High volume, faster speed Challenging voice intonation	A great deal of inflection More pitch variation More variety in vocal quality Dramatic High volume, fast speech	Steady, warm delivery Less forceful tone Lower speech Slower speech	Little inflection Few pitch variations Less variety in vocal quality Steady monotone delivery Low volume, slow speech
VISUAL Body language	Firm handshake Steady eye contact Uses gestures to emphasize points Displays impatience Fast moving	Animated facial expressions Much hand/body movement Contact-oriented Spontaneous movements	Intermittent eye contact Gentle handshake Exhibits patience Slower moving	Few facial expressions Non-contact oriented Few gestures

 

CONCISE GUIDE TO THE FOUR PERSONALITY STYLES
Each group has its own value, specific strengths and unique place in the world.

Dominant	Influential
Description Competitive Controlling and authoritative To the point Risk taker and decisive Wants Direct answers A Challenge Authority & power Bottom line results Doesn’t Want External controls Trivial interference Speaking Direct Authoritative Takes control Confrontational Tell it like it is Listening Likes direct, concise message Likes innovative, problem-solving ideas Dislikes repeated details	Description Outgoing, empathetic Persuasive Enthusiastic, motivating Organization builder Wants Recognition Status Opportunities Favorable work environment Doesn’t Want To be unappreciated Rejection Isolation Speaking Persuasive Positive Articulate Constantly aware of others Listening Responds to approval Wants recognition Wants discussions No insults

 

CAUTIOUS	STEADY
Description Procedural Precise Loyal Systematic Wants Structure Accuracy Security Proven systems Doesn’t Want Unjustified Criticism High risk actions Speaking Conscientious Cautious Concerned Detailed Listening Needs clearly defined direction Wants respect & sincere praise Prefers written guidelines and frequent updates	Description Persistent Dependable Cooperative Harmonious Thorough Wants Stability Predictability Benefits Consensus Doesn’t Want Unjustified pressure Sudden Change Conflict Insincerity Speaking Careful Not confrontational Patient Tolerant Attitude of wait and see Listening Time to hear details Wants time to think it through Needs clear goals and expectations

 

SELLING BY PERSONALITY STYLE

	Dominant	Influential	Steady	Cautious
TARGET	Show that you’ve done your homework on the industry and on them personally.	Show how our product can increase their social recognition and excitement, while saving them effort.	Show how our product will stabilize, simplify and support their existing practices and relationships.	Bring logical proof that accurately documents our quality, track record and value.
CONTACT	Speak quickly with and in a businesslike manner. Focus on results, facts and the bottom line.	Speak with friendly enthusiasm about aspirations and dreams. Let them set the conversational pace.	Relax and talk warmly and informally. Focus on feelings, relationship and building trust.	Speak slowly, clearly and accurately. Explain why you are meeting them.
EXPLORE	Ask open and closed questions and focus on desired results and time limits. Provide facts about yourself while gathering information about them.	Ask open questions that explore their dreams, motivations, expectations and their “why”. Work business related questions in with social questions.	Ask open questions that draw them out, especially around sensitive areas. Show tact and sincerity in probing about their work and relationship needs.	Ask open and closed questions that investigate their knowledge, systems, objectives and objections. Make your questions short and crisp.
COLLABORATE	Emphasize efficiency, profit and savings. Present quick, concise analysis of their needs and your solutions.	Emphasize uniqueness, innovation, excitement, visibility and saving effort. Style of presentation is as important as substance.	Emphasize security, harmony, steadiness and corporate benefits. Involve them by asking what they think.	Emphasize logic, accuracy, value, quality and reliability. Present obvious disadvantages.
CONFIRM	Provide options with cost benefit summary of each. Acknowledge that the final decision is theirs.	Act with assumption and promptly. Use testimonials and incentives.	Make a mutual action plan. Provide personal guidance, direction and assurance.	Provide logical options with documentation. Give them enough time and data to analyze their options.
ASSURE	Provide reminders of your track record. Show them that you stand behind your product to deliver their results.	Save them effort and complications while making the buyer look great. Check for proper product usage.	Be sure to follow-up. Continue building your business relationship with personal attention and assistance.	Set a specific timetable for when you’ll measure success. Continue proving your reliability, quality and value.

 

THE PERSONALITY STYLE
SPONSORING INTERVIEW SYSTEM

 A few quick questions to discover behavior style:

• Tell me a little about yourself.
• What do you like most about your current job and what do you like least?
• Describe for me the ideal job situation for you if you could have it the way you want.
• What do you need more than anything else in your life right now?
• If you had what you needed, what would you want in addition to that?
• At this stage of your life, what do you value more than anything else?

Dominant	Influential	Steady	Cautious
Characteristics: Result oriented, makes decisions, controls people, power and authority, makes own rules.	Characteristics: People oriented, loves to talk, motivational, enthusiastic, recognition oriented.	Characteristics: Family oriented, loyal, slow to change, security minded, goes by the rules.	Characteristics: Detail oriented, perfectionist, critical, analytical, takes time to show change.
Communication: Short interview. Let them talk.	Communication: Long interview, relationship building. Let them speak.	Communication: Two-part interview, accept questions, share facts, build credibility.	Communication: Two-part interview, share facts, build credibility.
Benefits: Potential management, high income potential, independence.	Benefits: Recognition, helping people, participation, awards, prizes, loves to work with people, many friends.	Benefits: Guarantees, time with family, training, support.	Benefits: Facts in print, financial stability, statistics, written materials to take home to spouse.
Fears: Being taken.	Fears: Loss of social recognition.	Fears: Loss of security.	Fears: Criticism of work.
Questions: “What past management experience have you had?” “What qualities do you have that will make you eligible for leadership?”	Questions: “Can you see yourself having an impact on people and changing lives?” “Would you enjoy traveling and winning awards?”	Questions: “Would you be able to work a system where you have a road map?” “Are you a consistent worker?”	Questions: “If you have a step by step plan, and answers to your questions…?”

 

APPRECIATING INDIVIDUAL PERSONALITY STYLE DIFFERENCES

	Dominant	Influential	Steady	Cautious
How each style assists	Offers unsolicited advise Gives prescriptions Insists on utilization “Here’s what I’d do if I were you.”	Listens with empathy Helps person come up with own answers “What do you want?”	Likes to be asked Non-directive Makes self available Encourages and admires “I’m here if you need me.”	Offers informative and practical advise Provides structures Analyzes problems step by step “Here are the pros and cons.”
How each style controls	Takes charge and initiates Uses authority Uses direct control Tells what should be done	Uses finesse and humor Keeps harmony by not revealing position Pleases and mediates	Sets high standards for others Makes others dependent on help Does what is right and provides best	Uses structures, agenda and methods Maintains organizational controls Documents position and present evidence
How each style analyzes	Examines “bottom line” impact Selects data to support own position Prefers quick study	Examines data for social implications Solicits analysis of others Accepts new and conflicting data Seeks open-ended exploration	Compares against ideal model Examines for quality Tests for relevancy	Prefers step by step method Wants whole in detail Wants to find the practical payoff Organizes data to examine alternatives
How each style compromises	Barters competitively Provides separate areas of autonomy Likes hard bargaining Responds to urgency and opportunity	Gives in order to receive Keeps action going Gets others to initiate, then adapts Seeks integrated win-win outcome	Demands consistency with principles Responds to needs of others Seeks integrated solution Wants correct outcome	Responds to logic and data Goes along little by little Uses rules of order Agrees after thorough exploration

 

HOW PERSONALITY STYLES MANAGE TIME

	Dominant	Influential	Steady	Cautious
STRENGTHS	Covering many tasks Generating many approaches Driven to complete projects	Trying new things; sense of optimism Resolving conflicts Finding ways around difficulty	Working with others Helping and assuring Doing what is relevant and best Seeking excellence	Analyzing and getting facts In depth study of problems Methodical and systematic
WEAKNESSES	Doing too much at the same time Everything is urgent Acting impulsively	Waiting for others to lead Always open to change Overly flexible	Saying yes to too many people Trying for perfection	Overly analytical Being too cautious Minimizing risks
TIME WASTERS	Putting out fires Jumping from task to task Projects at various stages of completion	Abrupt change in direction No visible plans	Rescuing everyone else Critical of self and others Feeling depressed over unfulfilled expectations	Need to over organize office and inventory Continuing discussion at meetings Holding up for more information
FEAR	Losing an opportunity Not appearing competent	Loss of approval Too much disagreement	Missing a chance to be helpful Not being able to do your very best	Not understanding the situation Not being comprehensive and complete
ADJUSTMENTS	GET FOCUSED Key in on a few tasks – “This is the thing to do now.”	GO FIRST Stay with it – “Here’s what I think should be done.”	SET LIMITS Closed door policy – “Here’s what I need.”	GET GOING Think and do – “Here’s what I am going to do.”