ADAPTING YOUR STYLETO EVERYONE

Have you ever…

…met someone with whom you just “connect”?

…met someone whose small actions just rubbed you the wrong way?

…shook a stranger’s hand and thought “I don’t like you” for no obvious

reason Said “That person exhausts me”

Behavioral Analysis

~NOT a Personality Test

~NOT about Good or Bad

~NOT Psychiatry

~Measures Observable Behavior & Emotions~

DISC

D: Dominance I: InfluenceS: SteadinessC: Compliance

4 Dimensions of Normal Behavior

Dog Equivalent D

D PHONE SKILLS?

Seinfeld: Spot the D

Dog Equivalent I

I PHONE SKILLS?

Seinfeld: Spot the I

Dog Equivalent S

S PHONE SKILLS?

Friends: Spot the S

Dog Equivalent C

C PHONE SKILLS?

Friends: Spot the C

Your Responsibility to ADAPT

ADAPT TO D:

ADAPT TO D:

ADAPT TO I:

ADAPT TO I:

ADAPT TO S:

ADAPT TO S:

ADAPT TO C:

ADAPT TO C:

“D” Style:• Look at their watch• Leaning back in their chair• Challenging or disagreeing with you

“I” Style:• Looking around the office• Skepticism• Negativity

“S” Style:• Asking you to repeat the information• Trying to gently end the meeting

“C” Style:• Evasiveness• Almost no verbal communication• Difficult questions so you end the meeting

Forgetting to adapt?

OBSERVE – UNDERSTAND - ADAPT

WHEN IN DOUBT – MAKE AN “S” OF YOURSELF!

DISC measurements

Natural Style – social venue; boy-meets-girl; friends and confidantes

Adapted Style – co-workers, superiors; clients;

Percentage of each style measures governing behaviour

Remember – this is not who the person is, it is their behaviour

PROFILE #1

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Profile #2

RESOURCES

“The Likeability Factor” by Tim Sanders

www.discprofile.comMe –of course! Gerri Sefi, Self-

Employment Coach – committed to helping aspiring entrepreneurs realise their financial and lifestyle dreams.