copyright © crkinteractive 2009. all rights reserved. 1 understanding behavioral styles &...

Copyright © CRKInteractive 2009. All rights reserved. 1

Understanding Behavioral Styles &

Motivation

Your Facilitator:

Chapter 1


“Above all else, know thyself”

- Socrates 400B.C.


Know their Strengths and Limitations

Read People and Situations

Adapt Their Behavior

Truly Successful People:


1. I like challenges.

2. I like interacting with other people.

3. I tend to be relaxed and easygoing.

4. I tend to have high standards.

Select the one phrase that best describes you at work.


1. All people are motivated!

2. People are motivated for their reasons, not yours!

3. There is no single best motivational pattern!

4. A person’s strength over-used can become a weakness!

Motivation Principles


5. When I know more about you than you know about me, I can influence our conversation!

6. When I know more about you than you know about me, I can influence YOU!

7. It is possible for me to know things about you that you don’t know.

Motivation Principles


Task/Work Oriented

Slower Paced

Less Assertive

More Assertive

Faster Paced

People and Relationship Oriented


This is not a test

There is no best score

It is not a predictor of success

Answer from a work perspective

Answer the way you are, not the way you think you should be

This is yours to keep

DISC Personal Profile


D I S C Segments7

6

5

4

3

2

1

High Energy

Low Energy


What helps me do my job?

What hinders me in doing my job?

How can I be more effective?

About My Style?


High “D”

Getting immediate results

Causing action

Making quick decisions


High “I”

Contacting people

Verbalizing articulately

Viewing people and situations optimistically


High “S”

Creating a stable, harmonious work environment

Demonstrating patience, loyalty and cooperation

Being a good listener


High “C”

Concentrating on key details

Thinking analytically

Focusing on quality and accuracy


Assessing / EnduringReserved

Quiet

Outgoing

Spontaneous

“C”

Indirect Direct Slower Pace Faster Pace“S”

Accepting/ Flexible

“D”

“I”


Effective salespeople adapt each interaction to the other person’s behavioral style.

!Key Point!


Be clear, concise, to the point. Don’t get personal. Talk about results. Let them make decisions. Anticipate direct talk - Be

direct with them. Provide options.

Adapting to the High “D”


Understand their interest in people. Compliment or Recognize them

often. Tie your objectives to their dreams. Put details in writing. Offer incentives for risk. Share their enthusiasm.

Adapting to the High “I”


Earn their trust

Take a “step-by-step” approach

Provide sequential methods to accomplish desired results

Condition them prior to change Have a plan for problems Recognize their contributions to

“the Team.”

Adapting to the High “S”


Be patient - let them demonstrate expertise

Provide logical, proven methods

Provide plenty of details

Get agreement on a time line.

Refer them to other High C’s

Adapting to the High “C”


Mixing styles makes an effective work team

Mixing styles can cause conflict among people

We can be effective dealing with any style if mutual trust and respect exist, and

If we have the skill and will to adapt.

Basic Concepts

copyright © crkinteractive 2009. all rights reserved. 1 understanding behavioral styles &...

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