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Dean Lindsay on DISC Training …
DISC Training can help. We each have our own style, our own way we like to communicate with others, our own way of being influenced as well as influential (different strokes for different folks). This is a basic human fact. It is also a fact that we need to make a positive impression when we meet someone. Unfortunately, a tremendous amount of human energy is used unproductively in talking past or “at” each other. We often fail to make a real connection with someone because we have a set of behavioral preferences that do not mesh with those of the person on the other side of our bifocals. No Connection = No Influence.
Progress Agents utilize DISC Training to help create a keen awareness of individual behavioral differences and, without being chameleons, modify their own preferences to make a favorable impression. Even though we are all unique, most people do fit into a certain style or predictable pattern of behavior. People with similar styles tend to exhibit specific types of behavior common to that style. Such patterns of behavior influence how people prefer to communicate and interact.
We need to strive to understand and embrace these different behavioral styles. This makes us better able to interact with other folks, even those who appear to be very different and sometimes hard to understand. When we identify the behavioral differences in ourselves and others, we can adapt our style to create a comfortable environment for the person we are speaking with.
A solid understanding of the DISC behavioral model is useful for aligning with others through solid first impressions. DISC measures observable behavior and emotions. The development of the DISC model is based on the work of American psychologist Dr. William Marston, an expert in behavioral styles.
In 1926, Marston published The Emotions of Normal People, in which he grouped people along two axes: either active or passive tendencies relative to their favorable or unfavorable view of the environment.
Say what? Here is a view of DISC from 30,000 feet:
Some people are Reserved and some are Outgoing. One type is not better than the other.
Some people are People-Oriented and some are Task-Oriented. One type is not better than the other.
Each of us is a unique blend of: Reserved or Outgoing, mixed with the quality of being People-Focused or Task-Focused.
Marston’s DISC research showed how behavioral characteristics may be grouped into four fundamental styles (D.I.S.C.):
Of course, all typologies are approximations.
People vary along these four dimensions rather than fitting wholly into one. However, understanding the four different behavioral styles makes us better able to make positive impressions, even with those who we see as “different” or hard to understand.
Being sensitive to these differences creates a relaxed environment where people want to move the relationship forward and offer their best.
Recognize and respect individual nuances, make adjustments, use good judgment, and adapt. Learning and incorporating the DISC model of behavior is valuable for increasing trust and keeping communication open.
In my work over the years within organizations, I have had the opportunity to research DISC extensively and train on the DISC model in several of my customized customer service, sales and workplace culture development programs. Please contact me for further information on DISC training.
A few interesting side notes:
Much later in his life, Dr. Marston created “Wonder Woman” while serving as an educational consultant for DC Comics. Authoring the Wonder Woman comic, Marston used a pen name: Charles Moulton.
“Most of us actually stifle enough good impulses during the course of a day to change the current of our lives.” — Dr. William Marston
The desire to understand the reasons for our diverse behavior has been an age-old preoccupation.
The explanations of the ancients were interesting:
Empedocles (444 B.C.), the founder of a school of medicine in Sicily, believed that everything is made of earth, air, fire, and water. These external elements combine in an infinite number of ways, thus explaining the diversity of behavior.
In 400 B.C. the Greek physician Hippocrates concluded that it is not external factors that shape behavior. He disagreed with many of his day who believed human behavior was determined by being born under a certain astrological configuration of planets. Hippocrates theorized that it was something that takes place “inside” the individual.
Hippocrates believed that if people had a fast, hot fluid running inside their body, they would be direct, decisive, and a leadership-type person. If one had a fluid that was warm and slow, that person would be family- and relationship-oriented.
Even though Hippocrates’ ‘blood theory’ didn’t hold much water, it was the first substantial method for identifying and grouping types of human behavior.
Please contact me for more information on DISC Training