DISC Study Guide
Program Objectives
1. To understand how you project yourself and how others perceive
you.
2. To gain the ability to identify other styles.
3. To develop an understanding of how to adapt and optimize your
effectiveness with all types of people.
4. To increase your executive presence
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You Are Always Communicating!
• You communicate when you walk.
• You communicate with your word selection.
• You communicate with your voice.
• You communicate with how often you speak.
• You communicate with your hands, head and facial animation.
• You communicate the power or lack there of that is in you.
• Everything you do communicates something to someone.
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Effective Communication
• The Golden Rule:
Do unto others as you would want them to do unto you.
• The Odyssey Rule:
Do unto others as they would want done unto them.
If you want to be an effective communicator you must
understand the combination to the listeners receptivity!
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Effective Communication
• The transference of meaning and data by one competent
person to another competent person who is receptive to
your message.
• Receptivity is a prerequisite to having influence.
• Without receptivity the greatest business ideas will not
realize their full value potential.
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Executive Presence
+ Effective Communication
= Receptivity
Receptivity
+ Competence
= Opens doors of opportunity
not available to most consulting
professionals
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DISC: Universal Language of
Observable Human Behavior
• Everything learned in the DISC language is totally observable.
• Looks at over 19,000 relationships between responses.
• Condensed into one of 384 graphs.
• Face validity of 88%.
• TTI DISC model has been validated in over 25 countries (11
languages).
• Language is neutral, not good or bad.
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The Numbers Game
42
10
46
14
66
31
50
19
63
2
13
9
6
18
25
11
43
47
3
70
26
38
55
23
34
58
7
67
54
30
22
51
39
62
15
35
5
61
8
65
27
4
24
40
68
29
41
60
21
69
57
1
33
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64
16
37
52
44
28
53
45
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20
36
49
17
56
48
32
12
DISC: Behavior and Emotions
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Benefits of DISC
• Reduce tension between people.
• Increase job satisfaction.
• Increase self understanding.
• Improve team relationships.
• Increase sales.
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MOST
LEAST
Adapted Style
D I S C
Natural Style
D I S C
100
100
90
90
80
80
70
70
60
60
50
50
40
40
30
30
20
20
10
10
0
0
%
85
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74
23
27
%
92
100
11
10
What is DISC?
D
I
Tends to be
very active in
solving
problems
Tends to seek
out people,
verbally
persuasive
Prefers a
more stable,
predictable
environment
Prefers to
follow rules
and
procedures
How you
respond to
problems and
challenges
How you
interact with
and influence
people
How you deal
with pace and
consistency
How you deal
with rules set
by others
Prefers a more
calculated, well
thought out
approach
Prefers a
reserved, careful
approach to
dealing with
people
Prefers a fast
pace,
unstructured
environment
Tends to set own
rules, do it “my
way”
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S
C
How We Communicate
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Tone of Voice, Words,
Pace and Body Language
40%
PROCEDURES
28%
Tone of Voice, Words,
Pace and Body Language
Influence
PACE
20%
Tone of Voice, Words,
Pace and Body Language
Dominance
PEOPLE
Tone of Voice, Words,
Pace and Body Language
PROBLEMS
The Four DISC Factors
Steadiness Compliance
12%
Recognizing Behavioral Style
Is the person
Extroverted?
Is the person
Introverted?
D
S
I
C
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Recognizing Behavioral Style
Is the person
People-oriented?
Is the person Taskoriented?
I
D
S
C
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Recognizing Behavioral Style
Core D
• Extroverted/Task
Core I
• Extroverted/People
Core S
• Introverted/People
Core C
• Introverted/Task
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The DISC Model
D ~ Dominance ~
•
•
•
•
Directive
Prefers complete authority
Change agents
Intense in approach to problems
and challenges
I ~ Influence ~
•
•
•
•
S ~ Steadiness ~
•
•
•
•
Team player, dependable
Relaxed and easy going
Prefers slower pace
Good at reconciling factions,
calming and stabilizing
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People-oriented
Optimistic, trusting
Talkative
Good at motivating and inspiring
people to their point of view
C ~ Compliance ~
•
•
•
•
Quality-oriented
Reserved
Systematic thinkers
Precise, attentive to details
Exercise
Pick an individual that everyone knows and
identify that person’s core style.
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High D’s
• Love a challenge!
• Bold, courageous and daring.
• Like to make things happen now!
• Direct, straightforward and blunt.
• Strive for results, strong sense of
urgency.
• At their best solving a problem or
taking a risk.
• Their motto is, “No guts, no
glory!”
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The “D” Factor [Emotion=Impatience]
HIGH
Bold
Driving
Pioneering
Direct
Competitive
Determined
“Let’s just go for it.”
Situational
LOW
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Peaceful
Agreeable
Cautious
Cooperative
Humble
Mild
“We need to examine
the situation before
we go charging in.”
D Focus: RESULTS
ENERGIZERS
SATISFIERS
DISSATISFIERS
PACE
WORDS &
PHRASES
BODY
LANGUAGE
TONE OF
VOICE
Challenges
Mundane work
SPEECH:
Win
Keep your distance
Strong
Opportunities to
lead
No authority
Fast, toward
results
Results
Lean slightly
forward
Clear
Direct eye contact
Confident
Strong handshake
Direct
Lead
No challenge
Tough
assignments
ACTION:
Be the best
Fast, toward
results
Be the first
Challenge
Bottom line
Benefits
Fast
Now
Today
New
Unique
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Talk with your
hands using linear
motions
Famous High D’s
John McCain
Michael Jordan
Simon Cowell
Winston Churchill
Jack Welch
Serena Williams
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High D Effective Communication
D: Results
•
•
•
•
•
•
•
•
Be direct
Give alternatives
Let them win
Enjoy the “combat”
Don’t try to build friendship
Don’t dictate
Move quickly, they decide fast
Don’t overpower
S: Security
•
•
•
•
•
•
•
•
BSM=2
Slow down presentation
Build trust
People focus
Give them facts and logic
Get “little” agreements
Listen carefully
Show sincerity
Don’t control or dominate
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I: The Experience BSM=2
•
•
•
•
•
•
•
•
BSM=3
Be personal, friendly
Slow down
Joke around and have fun
Allow them to talk
Provide recognition
Don’t talk down to them
Talk about people
Follow up often
C: Information
•
•
•
•
•
•
•
BSM=4
Give them the data
Don’t touch
Be patient
Give more info then you’d like
Keep control
Don’t talk personally
Don’t be pushy
High D Executive Presence
Communication
Dynamic
High D Adaptation Tips
Self Awareness
• At your worst others may perceive you as too intense,
impatient, dominating, overly direct or harsh.
Body Language
•
•
•
•
Verbal
Communication
•
•
•
•
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Avoid rapid or aggressive hand gestures or pointing.
Avoid angry or impatient facial expression, rolling eyes.
Project calmness.
Open and approachable.
Avoid sharp or threatening comments.
Listen to what is being said and not said.
Slow down speech cadence.
Let the conversation evolve without being too
prescriptive or dominating.
• Voice tone is neutral with subtle inflection to provide
emphasis.
High D Breakout Activity
Break into groups of 2-4 and identify how you would handle the following
situation. Be prepared to share your approach.
You are leading a team to present to a high D client. Knowing that she is
a high D, how will you shape/manage the following presentation
dynamics:
•Pace of the presentation
•Length of presentation
•Amount of data
•Warm up and ice breaker
•Abrupt and challenging questions
•Word selection, body language and tone
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High I’s
• Are people people!
• Want to be liked and like almost
everyone they meet.
• Possess the “gift of gab.”
• Easily convince others to their
way of thinking.
• Playful, fun, loving, good sense of
humor.
• Optimistic, find the best in others
and the positive in negative
situations.
• Their motto is, “All things are
possible!”
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The “I” Factor [Emotion=Optimism/Trust]
HIGH
Optimistic
Inspiring
Persuasive
Convincing
Sociable
Trusting
“Our business is going
to explode in the next
few years. I can feel it!”
Situational
LOW
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Objective
Critical
Cool
Reflective
Skeptical
Distrusting
“That’s nice, but can
you show me facts
to back it up?”
I Focus: THE EXPERIENCE
ENERGIZERS
SATISFIERS
DISSATISFIERS
People interaction
Social rejection
Social recognition
Skepticism
Situations
requiring
enthusiasm
Negativity
PACE
WORDS &
PHRASES
BODY
LANGUAGE
TONE OF
VOICE
SPEECH:
Fun
Use touch
Energized
Fast, animated
I feel
Smile
Enthusiastic
You look great
Expressive
gestures
High and low
modulation
Good job
Stand or sit next to
Persuasive
Exciting
ACTION:
Fast, gesturing
We can do it
Friendly
Invite everyone
Colorful
Picture this
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Famous High I’s
Bill Clinton
Barack Obama
Sarah Palin
Ronald Reagan
Andre Agassi
Oprah Winfrey
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High I Effective Communication
D: Results
•
•
•
•
•
•
•
Don’t touch
Stick to business
Be direct and to the point
Don’t over-promise
Don’t joke
Let them win
Confidently close, don’t let them
overpower you
S: Security
•
•
•
•
•
•
•
•
BSM=2
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•
•
•
•
•
BSM=3
Give them the facts
Slow down
Be friendly, personal, earn trust
Provide assurances of your
promises
Get “little” agreements
Let them talk, you ask questions
Take time before closing
Follow up after the sale
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I: The Experience BSM=2
Have fun
Don’t waste too much time talking
Make sure you close
Give them recognition
Let them talk more than you
C: Information
•
•
•
•
•
•
•
•
BSM=4
Keep your distance
Don’t touch
Give them facts, figures and proof
Don’t waste time
Don’t be personal
Be friendly and direct
Answer all questions, then close
Focus on details
High I Executive Presence
Communication
Dynamic
High I Adaptation Tips
Self Awareness
• At your worst others may perceive your friendly exterior
as lacking substance/credibility and being overly
optimistic and too trusting.
Body Language
•
•
•
•
Slow down.
Avoid too many hand gestures.
Reduce facial animation.
Be more dispassionate.
Verbal
Communication
•
•
•
•
•
•
Fewer words are better.
Slow down your speech cadence.
Listen more and let others carry the conversation.
Use “I think” versus “I feel.”
Use data to back up positions.
Provide ample backup material.
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High I Breakout Activity
Break into groups of 2-4 and identify how you would handle the
following situation. Be prepared to share your approach.
You have assumed leadership of a new team. Your early analysis
tells you that the top performers are high I’s with significant morale
challenges. How would you approach the first team meeting?
•What would you include in the agenda?
•How data heavy would you make it?
•How participative would it be?
•How long should it be?
•What words and tone would you use?
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High S’s
• Sensible, serene and steady.
• Generally easy going, laid back
and relaxed.
• Value harmony and a sense of
stability.
• Loyal team players with need to
finish what they start.
• Logical thinkers who bring lofty
ideas back to the real world.
• Their motto is, “Stay calm – we’ll
make it”
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The “S” Factor [Emotion=Non-emotion]
HIGH
Adaptable
Systematic
Logical
Patient
Relaxed
Unhurried
“Great idea. Let’s form
a team and put together
a detailed action plan.”
Situational
LOW
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Dynamic
Hurried
Intense
Flexible
Progressive
Excited
“We don’t have time.
Let’s move now and
plan as we go.”
S Focus: LISTENING TO UNDERSTAND
ENERGIZERS
SATISFIERS
DISSATISFIERS
PACE
WORDS &
PHRASES
BODY
LANGUAGE
TONE OF
VOICE
Security
Loss of security
SPEECH:
Think about it
Not too close
Warm
Closure
Lack of closure
Thoughtful,
Relaxed
Take your time
Lean back, don’t
rush
Soft
Team harmony
No “home” area
Defined territories
Opportunity to
serve
How can I help?
ACTION:
Let’s go step-bystep
Paced, Relaxed
Trust me
Guarantee
Promise
Security
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Calm
Relaxed
Steady
Small hand
gestures
Calm
Low in volume
Famous High S’s
Colin Powell
Tom Brady
Princess Diana
Pete Sampras
Jimmy Buffett
Venus Williams
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High S Effective Communication
D: Results
•
•
•
•
•
•
•
Be confident, don’t be intimidated
Close sooner than normal
Disagree with facts, not person
Don’t be overpowered
Let them win
Move faster than normal
Come on as strong as them, but
friendly
S: Security
•
•
•
•
•
•
•
BSM=3
2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED
•
•
•
•
•
•
•
BSM=1
Give them the facts
Provide assurances they need
Be yourself
Close when you feel you have trust
Assure them of the right decision
Introduce them to managers
Follow up after sale
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I: The Experience BSM=2
Allow them to talk, but keep focus
Offer minimal product knowledge
Provide follow-up
Give recognition
Listen to their stories
Have fun with them
“Jump” to close when ready
C: Information
•
•
•
•
•
•
•
•
BSM=1
Answer questions with facts
Don’t be too personal
Be direct and friendly
Don’t touch
Give them their space
Don’t fear their skeptical nature
Follow through on details
Give information, then close
High S Executive Presence
Communication
Dynamic
High S Adaptation Tips
Self Awareness
• At your worst others may perceive your quiet demeanor
and low assertiveness as lacking urgency, confidence or
commitment.
Body Language
• Use facial animation to add energy and to hold interest.
• Use subtle hand gestures to make your point.
Verbal
Communication
•
•
•
•
•
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Use more assertive and bottom-line language.
Focus on results and outcomes.
Increase cadence and voice inflection.
Say “NO” if you mean no.
Increase participation level with individuals and within
groups.
High S Breakout Activity
Break into groups of 2-4 and identify how you would handle the
following situation. Be prepared to share your approach.
One of the stars on your team needs to be rolled off a client
project to work on a $500 million proposal effort. Your client is a
high S. In your approach to him:
•What is the most important issue you have to address?
•What specific strategies could you use to make him feel more
comfortable?
•What is important to managing this transition?
•If this client does not demonstrate strong objections, why should
you worry?
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High C’s
• Quality people.
• Do it right the FIRST time.
• Plan and organize to perfection.
• Think clearly and consistently.
• Intuitive and good at asking
questions to get relevant and
complete data.
• Use proven methods rather than
reinventing the wheel.
• Their motto is, “In God we trust,
all others use data.”
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The “C” Factor [Emotion=Fear]
HIGH
Precise
Perfectionist
Orderly
Diplomatic
Accurate
Meticulous
“We have procedures
and rules that need to
be followed.”
Situational
LOW
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Radical
Independent
Unconventional
Fearless
Uninhibited
Self-willed
“They’re just guidelines.
Rules are made to be
broken.”
C Focus: GATHERING DATA
ENERGIZERS
SATISFIERS
DISSATISFIERS
Information
Personal criticism
Quality standards
and rules
Irrational feelings
and emotions
Compliance with
rules
PACE
WORDS &
PHRASES
SPEECH:
Here are the facts
Slow, thoughtful
Prove it
Guarantee
ACTION:
The data shows
Slow, deliberate
Is it risky?
Take your time
Analysis &
research
Think it over
Analyze
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BODY
LANGUAGE
TONE OF
VOICE
Don’t touch
Controlled
Sit or stand across
from
Little modulation
Thoughtful
Direct eye contact
Direct
Little or no hand
gestures
Precise
Famous High C’s
Warren Buffett
Tiger Woods
Chris Evert
Bill Gates
Martha Stewart
Al Gore
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High C Effective Communication
D: Results
BSM=4
• Touch high points of facts and
figures
• Don’t “over-data”
• Move quickly
• Be brief, to the point
• Satisfy their strong ego
• Allow them to win
S: Security
•
•
•
•
•
•
•
2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED
•
•
•
•
•
•
BSM=1
Move slowly
Provide facts and figures
Don’t over-control, be too pushy
Provide assurances
Develop trust
Focus on reliability and service
Encourage personal talk
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I: The Experience BSM=4
Focus on people
Be friendly and fun
Listen to them
Ask questions
Show excitement about products
Close earlier than normal
C: Information
•
•
•
•
•
•
BSM=1
Give data
Remain in control
Examine positives and negatives
Close earlier than you would expect
Follow through on promises
Provide evidence
High C Executive Presence
Communication
Dynamic
High C Adaptation Tips
Self Awareness
• At your worst others may perceive your lack of warmth and
quiet intensity as being unapproachable and detail/data
orientation as missing the people component.
Body Language
• Smile and be friendly.
• Use some/more facial animation.
• Use more hand gestures to put emphasis on important
points.
Verbal
Communication
•
•
•
•
•
•
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Ask fewer tactical or detail questions.
Pull back and stay out of the extreme detail weeds.
Focus on people and relationships.
Be constructive and encouraging with feedback.
Offer a warm hello and goodbye.
Walk down the hall and ask the question in person versus
sending an email.
High C Breakout Activity
Break into groups of 2-4 and identify how you would handle the
following situation. Be prepared to share your approach.
You have arranged to meet with the CIO of a major
telecommunications firm that your company has never been able to
crack into. Based on what you have heard the CIO is a high C who
treats consulting companies poorly.
•What do you hope to accomplish in the first meeting?
•What if anything do you want to share with him?
•What can you do to make a good first impression?
•What must you not do?
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Problem Solving Approach
•
•
•
•
•
•
•
•
Reacting
Efficient
Decisive
Harsh
Observing
Reflecting
Applying
Avoiding
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D
I
S
C
•
•
•
•
Supporting
Trusting
Experimenting
Appeasing
•
•
•
•
Evaluating
Investigating
Planning
Critical
Over-Extensions
• Directs too
much
• Agrees too
much
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• Talks too
much
D
I
S
C
• Questions
too much
Natural Tendencies
• Direction of
others
through
directness
• Service to the
goals of
others
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• Interaction
with others
D
I
S
C
• Selfdirection
through
compliance
Words That Don’t Work
• Frequent
Stoppage
• Follow Directions
• In My Opinion
• Substantial
Change
• Innovative
• Play to Win
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• Theoretical
• The Same for
Everyone
• Sophisticated
• Requires Study
D
I
S
C
• Clever
• Educated
Guess
• Experimental
Purchasing Behavior
• New and Unique = D
• Flashy and Showy = I
• Traditional and Familiar Brand = S
• Proven Products = C
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Breakout Session
• Think of a colleague or client with whom you have had
difficulty relating to or working with.
• Identify that person’s core style and commit yourself to
2-3 strategies that you can apply to improve
communication and the relationship.
• Based on past interactions how do you think this
person perceives you?
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Development Commitments
What are the most impacting one or two things you can
add or eliminate to:
Increase your communication effectiveness?
1.
2.
Enhance your executive presence?
1.
2.
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30-Day Practice
Every business morning, look at calendar and ask
yourself:
• Who am I meeting with today?
• How might they perceive me?
• What do I need to change, if anything, in my
approach or communication style to optimize my
effectiveness?
End of business day:
• How did I do?
• What would I do differently?
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Stay in touch with us!
Tim Allard
tim@odysseyhps.com
540-832-5750
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Playbook” by going to:
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