DISC RESULTS

YOU ARE Primary "DOMINANCE" AND SECONDARY "INFLUENCE"

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Dominance

Influence

Steadiness

Clarity

Dominance

What Motivates D Style?

  • Results, challenges and action

How does the D Style display feelings?

  • Control, however can be detached
  • Tends not to value feelings
  • Hot-tempered under pressure

How does the D Style interact?

  • One-way, they’re not usually good listeners
  • Tell other how it should be done
  • Not good at explaining

What about the person? The D style is:

  • Professional
  • Logical
  • Dynamic
  • Forceful
  • Overbearing
  • Impatient
  • Insensitive

They require a challenge, is not threatened by change, revels in competition, decides quickly, and has no time for non-achievers, incompetence or inefficiency. They have a strong, open body language and wear bold colours, such as Black and Navy. They have expensive tastes.

They are generally business owners or executives, successful sales people or leaders.

How do you sell a D Style?

  • Stick to the big picture and ask about their goals
  • Ask lots of relevant questions
  • Create competition
  • Show exactly how it can help them achieve their goals
  • Avoid the ‘fluff’
  • Compliment but don’t exaggerate or flatter
  • Never talk down or patronise
  • Never tell them what to do
  • Never tell them what they know
  • The sale MUST be their decision

Influence

What Motivates I Style?

  • Recognition, approval and visibility

How does the I Style display feelings?

  • They are emotional and optimistic
  • Readily express their own feelings
  • Respond to other’s feelings

How does the I Style interact?

  • They talk
  • Love to verbalise

What about the person? The I style is:

  • Zany
  • Artistic
  • Imaginative
  • Enthusiastic
  • Entertaining
  • Creative
  • Dramatic
  • Sarcastic
  • Fun –loving
  • Showy & spontaneous
  • Requires constant changes
  • Regular praising
  • Needs more than one thing happening at a time
  • Usually late for appointments and is disorganised

How do you sell an I Style?

  • Have fun
  • Be entertaining
  • Be passionate
  • Be social
  • Compliment them on everything
  • Talk about ‘them’
  • Ask lots of questions and allow them to talk
  • Speak a little faster, higher pitch and with animation