DISC Social Styles Speaker – DISC Training Article by Dean Lindsay
Marston’s DISC research showed how behavioral characteristics may be grouped into four fundamental social styles (D.I.S.C.):
Dominance, Influence, Steadiness, Conscientiousness
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DISC Social Styles – D – Dominance
These are the Task-Oriented, Outgoing Types.
These folks are direct, demanding, determined, and decisive.
They are confident, competitive, take-action doers.
They will likely ask WHAT questions more than HOW questions.
Some famous dominant behavior types are:
Donald Trump, Margaret Thatcher, Henry Ford, General Patton, Mark Cuban, Barbara Walters, Vince Lombardi.
To deliver a solid first impression to D-types: Be concise and direct. These people need prestige, authority, and control.
DISC Social Styles – I – Influence
These are the People-Oriented, Outgoing Types. These folks are interactive, inspirational, impressive, and interested in people. They are friendly, outgoing, emotional “talkers.” They will likely ask WHO questions more than WHY questions.
Some famous influential behavior types are: Oprah Winfrey, Will Farrell, Bill Cosby, Sally Field (You like me. You really like me!), George Lopez, Bill Clinton, Wayne Brady.
To deliver a solid first impression to I-types: Skip the details, socialize, and show excitement. These people need recognition, acceptance, and to be heard.
DISC Social Styles – S – Steadiness
These are the Reserved, People-Oriented Types. These folks are stable, sensitive, and supportive. They are loyal, dependable, and good listeners. They will likely ask HOW questions more than WHAT questions.
Some famous steady behavior types are: Mister Rogers, Mother Teresa, Albert Schweitzer, Florence Nightingale, Mahatma Gandhi, Tonto (The Lone Ranger’s faithful Indian companion).
To deliver a solid first impression to S-types: Be reassuring and take it slow. These people need security, appreciation , and time to decide if there should be a relationship.
DISC Social Styles – C – Conscientiousness
These are the Reserved, Task-Oriented Types.
These folks are competent, careful, calculating, contemplative, and cautious. They are analytical, detailed, and do not show emotions readily. They will likely ask WHY questions more than WHO questions.
Some famous conscientious behavior types are: Emily Post, Tom Landry, Isaac Newton, Columbo (OK, not a real dude, but you get the point), Johann Sebastian Bach, Michelangelo, Sherlock Holmes (again, not a real guy).
To deliver a solid first impression to C-types: Be prepared and structured. These people need facts and are committed to quality.
Of course, all typologies are approximations. People display varying amounts of these four dimensions rather than just 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.
“Behave so the aroma of your actions may enhance the general sweetness of the atmosphere.” — Henry David Thoreau
(OK, that quote was a stretch. But every DiSC training article can use a little Thoreau.)
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.