TABLE OF CONTENTS FIELD GUIDE. DISC Quick ID. Communication Cheat Sheet. The Complete DISC Flash Cards
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1 FIELD GUIDE
2 FIELD GUIDE TABLE OF CONTENTS DISC Quick ID A handy flowchart for identifying your colleagues DISC-types in the field Communication Cheat Sheet Speak their language with this handy guide to the different DISC-types communication styles The Complete DISC Flash Cards All of the major characteristics and tips you need to know to identify and understand your colleagues on the fly.
3 DISC QUICK ID When you re in the wild at a conference, in a meeting, giving feedback to a coworkerhaving access to an individual s DISC profile is an incredible asset. While people aren t likely to start wearing their DISC-type on their sleeve, you can hone your knowledge of DISC-types to help you identify them- -and improve your communicatein the field. EXTROVERTS Enjoy meeting new people Find small talk to be a piece of cake Completely comfortable in large social situations. INTROVERTS Tend to prefer more personal conversations with people they know well Tend to appear more closed off in large social situations TASK- ORIENTED Thinkers Rely on their analytical skills PEOPLE- ORIENTED Feelers Rely on their feelings DIRECT COMMUNICATORS Clear opinions Comfortable communicating them definitively INDIRECT COMMUNICATORS Offer suggestions and possibilities Tend to ask a lot of questions DOMINANCE Extroverts, Task-Oriented, Direct Communicators STEADINESS Introverts, People-Oriented, Communicators INFLUENCE Extroverts, People-Oriented, Communicators COMPLIANCE Introverts, Task-Oriented, Direct Communicators
4 Communication Cheat Sheet Communicating with a High - DO Be direct and to the point - Stay businesslike, and on-target, and they ll appreciate your direct approach. DO Paint the big pictureframe your approach with RESULTS DO enjoy the combat - If you get into a debate with a High-D maintain your confidence and have some fun with it just winning - Acknowledge their viewpoints, and offer yours in the form of questions that they can expand on and make their own, so that once you come to common ground, you can both win. Have we mentioned DO be direct and get to the point? - When communicating with a High-D you need to move quickly or they ll make up their mind before you ve even finished. DO make sure they feel like they are Communicating with a High - DO Keep it light - Keep it sociable, joke around, and treat them like you would a friend. DO Keep the initial information exchange minimal - Use the conversation as a deposit into your relationship with a High-I, then follow up with specifics via later. DO Get them excited - Framing your approach around the experience is the best way to connect with a High-I. interact with them on their points, and share in their excitementit will mean the world to them DO Give them credit - High-Is love to please, and also love recognition and admiration. Give them credit and you ll hit the High-I trifecta. DO Follow up often - Check in often with your High-Is to keep them feeling important, and keep the relationship strong. DO Hear them out - Listen to their ideas, communication Cheat Sheet
5 Communicating with a High - DO Make it safe - Address their concerns, and pro actively demonstrate an understanding of potential risks as well as plans to mitigate them. DO Take your time - Slow down your presentation, or dial your excitement back just a notch, to give a High-S time to consider what you re saying. DO Get little agreements along the way - Soliciting agreement from a High-S along the way is critical to getting their buy-in. DO Invest in earning their TRUST - Listen to them carefully, follow through on your promises, and focus on the facts. Communicating with a High - DO Be over-prepared - Frame your approach around INFORMATION and be prepared to answer lots of questions, and you ll be all set. DO Let the data tell your story - Charts, graphs, and other visual depictions of the stats are all welcome assets when presenting to High-Cs. DO Be direct and friendly - Be direct yet friendly and be sure to answer their questions with facts to earn their respect. DO Follow through - Like their High-S counterparts, High-C individuals are detail oriented, and they will notice if you fail to make good on your promises. communication Cheat Sheet
6 DOMINANCE DESCRIPTORS Direct - Daring - Decisive Competitive - Goal Oriented KEY STRENGTHS Ability to tackle tough problems dealing with many issues Forward-looking, aggressive and competitive Ability to work in an environment that has variety and change Initiates activity and sets a pace to achieve desired results QUICK OBSERVABLE INDICATORS Extroverted or Task or People Oriented More Direct or Frame Your Ask Extroverted Task Oriented Direct Results/Efficiency OBSERVABLE BEHAVIORS Gestures Stand Walk Talk to others Talk on the phone writing Office Read Buy Change Driving style Goal setting Organization A lot of hand movement when talking, big gestures. Forward leaning. Fast, always going somewhere. Direct. Why others are talking may do other activities, as well as interrupt or jump to their next response. Little chitchat. To the point. Results. Direct, to the point. Results oriented. Status conscious, large desk, efficiency. Executive book summaries. Quick decision-makers; new and unique products. Love change. Fast, always summer to get to in a hurry. Sets many goals, usually high risk and not written down. Efficient, not neat. DISC FLASH CARDS
7 INFLUENCE DESCRIPTORS Enthusiastic - Trusting - Influential Persuasive - Sociable KEY STRENGTHS Very optimistic with a positive sense of humor Places focus on people and high trust in relationships Develops friendships quickly, enjoys networking Uses consensus approach to decision-making QUICK OBSERVABLE INDICATORS Extroverted or Task or People Oriented More Direct or Frame Your Ask Extroverted People Oriented Fun, the experience OBSERVABLE BEHAVIORS Gestures Stand Walk Talk to others Talk on the phone writing Office Read Buy Change Driving style Goal setting Organization A lot of big gestures and facial expressions when talking. Feet spread. Weave, people focus, may run into things. Verbal, and at length. Personal with others. It may have poor listening skills. Long conversations. A great deal of tone variation in voice. More wordy, warm people focus. Contemporary, memorabilia of experiences. Fiction, self-improvement books. Quick decision-makers; showy products; impulse buyer. May not notice change. Visual, looking around, radio on. Not good at setting goals. Intention is present, planning is not. Disorganized. A lot of piles. DISC FLASH CARDS
8 STEADINESS DESCRIPTORS Sincere - Patient - Stable Good Listener - Team Player KEY STRENGTHS Ability to present self in a calm and controlled manner, using the ability to concentrate as a means to listen and learn Ability to stay with a task that provides meaningful contribution to the organization A team member who can be open, patient and tolerant of differences Enjoys praising others QUICK OBSERVABLE INDICATORS Extroverted or Task or People Oriented More Direct or Frame Your Ask People Oriented Stability OBSERVABLE BEHAVIORS Gestures Stand Walk Talk to others Talk on the phone writing Office Read Buy Change Driving style Goal setting Organization Will gesture with hands, not large sweeping gestures. Leaning back, hand and pocket. Steady, easy pace. Warm, not pushy. Will listen before talking. Warm conversationalist, friendly and concerned. Long, giving lots of information. Family snapshots, homey atmosphere People stories, fiction and nonfiction. Slow decision-maker: traditional products. Does not like change. Needs much preparation. Relaxed pace, no hurry. Goals are short-term, low risk. May use daily to-do list. Usually some type of system. A little on the sloppy side. DISC FLASH CARDS
9 COMPLIANCE DESCRIPTORS Accurate - Conscientious - Systematic Analytical - High Standards KEY STRENGTHS A promoter of quality systems A good sense of urgency balanced with maintaining high standards Organized, even in relationships. Appreciates company of people with similar ideas, likes being organized and quality-conscience Sensitive to change in the social and work environment QUICK OBSERVABLE INDICATORS Extroverted or Task or People Oriented More Direct or Frame Your Ask Task Direct Information/ Procedures OBSERVABLE BEHAVIORS Gestures Stand Walk Talk to others Talk on the phone writing Office Read Buy Change Driving style Goal setting Organization Very reserved, little or no gestures. Arms folded one hand on chin. Straight line. Direct. Questioning, clarifying. Little chitchat. To the point. Maybe short or long depending on data needed. Direct, to the point, with appropriate data. Graphs, charts, functional. Nonfiction, technical journals. Very slow buyers, proven products. Concerned about the effects of change. Careful, follow the rules. Best drivers. Good at setting safe goals, probably in many areas. Goals may be safe with little risk or reach. Everything in its place. Perfectly organized. DISC FLASH CARDS
10 DISC materials in this field guide were adapted from: The Universal Language Disc: A Reference Manual by Bill J. Bonnstetter and Judy I. Suiter. QUESTIONS? We d love to connect with you. Contact the Sagency team at info@sagencytalent.com to start a conversation today. ABOUT SAGENCY Sagency is a strategic recruiting and planning agency that helps build winning organizations with practical, actionable solutions for growth. The name Sagency is derived from the word, sage: someone who provides practical wisdom. Our name reflects our promise to increase our clients value and impact by helping them hire right and plan for success. sagencytalent.com
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