DiSC Profiles
EPIC
Other Assessments
Information
Enter your E-Mail Address to
Keep Up To Date About DiSC
Subscribe to DiSC Profile Blog:

Subscribe with FeedBurner

Inscape Certified Trainer

Posts Tagged ‘DiSC Profiles’

Last updated by at .

Monday, July 23rd, 2012

This post is a follow-up to our original announcement, on May 30, 2012, about Adaptive Testing.

Beginning July 21, 2012, Everything DiSC assessments will use Adaptive Testing (AT) and a new, more sophisticated scoring algorithm to give participants the most precise DiSC® style assignment possible.

AT is more aligned with contemporary psychological testing—it’s frequently used in aptitude tests, so you may be familiar with the AT assessment method.  With AT, respondents are presented with questions and their responses determine the next questions they’re given.

How is the Everything DiSC® AT assessment better than the 79-item assessment?

In addition to thorough beta testing of the Everything DiSC® AT measurement, we hired two independent agencies to perform multiple rounds of analysis focused on construct validity.  Two of the most well-respected academic assessments in the psychological community were used to establish construct validity of the Everything DiSC AT assessment: NEO PI-R™ and 16PF®.  The agencies also compared the construct validity of the Everything DiSC AT assessment to the Everything DiSC 79-item assessment and the DiSC Classic 28-item assessment.

Here’s what we learned:

  • People who responded inconsistently averaged 35% improvement on scale reliability
  • The AT measurement is 12% more accurate than the 79-item assessment
  • The AT measurement is 32% more accurate than DiSC® Classic

Will the Everything DiSC® Profiles change?

Everything DiSC Umbrella MapThe only profiles that will be different on July 21 are the Everything DiSC® Supplements for Facilitators.  The adaptive testing data allows us to include additional information to help the facilitator better understand when participants have atypical profile results.

The Everything DiSC Supplement for Facilitators will now include an “umbrella graph” (left) that is used to calculate DiSC style and dot placement.  Two other new graphs (below) show scores on the Priority Subscales for the eight priorities (subscales) specific to the Everything DiSC product taken.

Everything DiSC Priority Subscales

These subscales indicate whether the respondent has any extra priorities.  While the majority of respondents will still have only three priorities, our improved measurement allows us to show up to two extra priorities.  The extra priorities will be shown using advanced shading. In the examples below, there are four priorities: the three typically associated with the i style (Action, Enthusiasm, and Collaboration) as well as one extra priority (Results) shown by the striped shading on the circular map.

Everything DiSC MapEverything DiSC Priority Subscales

Also, since participants will be responding to product-specific questions, a unique Supplement for Facilitators will be generated for each Everything DiSC product using data and priorities specific to the product.  So, it’s possible to have a high priority subscale in one product but not another, depending on the responses to the application-specific questions.  Otherwise, nothing will change in the profiles at this time—more data means a participant’s dot placement will become even more precise, though this isn’t something the average participant will notice.

Please refer to these two documents for more information:

Everything DiSC Research Report for Adaptive Testing Assessment

Everything DiSC Adaptive Testing Information and FAQ’s

Wednesday, May 30th, 2012

The foundation of the DiSC Model, as described by William Marston in his book, The Emotions of Normal People, was a circle as is represented in today’s Everything DiSC Profiles—the third generation DiSC Profile.   The dot placement and shading in the circular model provides a clear visual of the continuous nature of DiSC in a more simple and intuitive manner that is incredibly straightforward and powerful.

What Is Changing?

Currently the Everything DiSC Profiles ask the participants to respond to 79 items on a 5-point likert scale determining how frequently each item or adjective describes them.  That 79-item assessment will no longer be available after mid-July 2012 when Adaptive Testing (AT) will launch for any Everything DiSC assessment providing a new, more sophisticated scoring algorithm to give participants the most precise DiSC style assignment possible.  Adaptive testing will maximize the precision of the style assignment, participant confidence and personalized feedback.  Based on extensive validation research conducted by two independent agencies that specialize in psychometric testing, the AT measurement is 12% more accurate than the 79-item Everything DiSC profile and 32% more accurate than the DiSC Classic Profile.

The New User Experience

Everything DiSC AT assessment participants will see two major differences when responding.   First, adjectives will be replaced with phrases.  Research indicates that people resonate and relate more with a phrase than a word.  Phrases eliminate the need for adjective definitions and set the stage for more precision in responding and scoring.

Everything DiSC Profile Adaptive Testing Questions

Second, if participants respond inconsistently on a specific scale (sometimes a high endorsement of S items, sometimes a low endorsement of S items) the EPIC System will send additional questions to clarify the correct score of that scale.  If responses indicate the participants have two equally strong styles, tie-breaker questions will be given to help clarify between those two competing styles.  The respondent may be given five to ten extra items that will more precisely measure the scale.

Everything DiSC Profile Tie Breaker Questions

How Many Questions Will There Be?

The number of questions in the Everything DiSC profiles will be different for each participant depending on how they respond to the previous phrases.  As the participants respond, EPIC will adapt the questions given based on the individual’s previous responses.  Response time will not change—it will still take about 15-20 minutes to complete an Everything DiSC AT assessment.

What Will Be New?

The only report that will be updated on June 2 is the Everything DiSC Supplement for Facilitators. The map (see below) will have advanced shading that will show whether the respondent has extra priorities (no more than two).  The typical priorities for the respondent’s style are shown by the solid shading in the map; extra priorities will be shown by the advanced shading.  Unexpected items will be listed as phrases rather than adjectives.  More data from the adaptive testing means that a participant’s dot placement will be more precise.

Everything DiSC Profile Advanced Shading Example

As each Everything DiSC product was introduced, the older profiles look dated.  The decision was made to update the look and feel of the existing reports rather than allocating resources to develop new applications.  Since the Everything DiSC Workplace and Everything DiSC Comparison Reports are the most widely used, they will be the next reports to be updated.

The updated reports will be released later this year when beta testing has been completed.  Immediately after, work will begin on updating the rest of the profiles in the Everything DiSC Profile family.  For registered Everything DiSC Training Kit owners, the facilitation updates, including the videos, will be available for download prior to the launch of the updated profiles.  Please make sure you’ve registered your Training Kit to get these updates as they are released!

Please refer to these two documents for more information:

Everything DiSC Research Report for Adaptive Testing Assessment

Everything DiSC Adaptive Testing Information and FAQ’s

Tuesday, August 30th, 2011

First: Some Words Of Wisdom From A Corporate Warrior

I can hear some of you now, words of wisdom for someone I don’t even know; but please bear with me for a moment.  The one thing I ask of you is to not succumb to the temptation to pad your resume so you can save time and take the first offer that comes and get off the rolls of the unemployed.  I know, I know it’s tempting…I’ve been there.  But take this for what it’s worth…the only thing worse than being unemployed is working day in day out at a job that makes you miserable.  It will be the hardest money you will ever earn and rarely leads to career success.  Stay with me here I’m trying to help you be both successful and happy.

Develop That “Killer” Resume and Get More Interviews and Prepare for Them More Effectively!

I will not be able to give you a complete guide to writing that “standout” resume because entire books are written with just that goal in mind.  But I can give you one or two golden nuggets that will likely not be found elsewhere.  For one great guide on resume writing visit: www.money-zine.com/Category/Resume-Writing/.

It is vitally important to develop your resume so it stands out from the “big stack” of similarly qualified resumes.  Not only does it make you stand out, it also helps a recruiter understand how you will fit into a team, and naturally begin to come up with questions they want to ask you.  This is exactly what you want!  A recruiter with questions and curiosity – they schedule interviews!  This is an easy statement to make about developing that “killer resume” but it is much harder to accomplish.  Again stay with me and I’ll explain!

The Stress of Looking For A Job

I really understand the stress and strain of trying to find a job.  In my career I have been out of work for more than a year.  It is especially stressful and frustrating in this economy.  But let’s face facts, unless you have a resume that stands out from the massive piles of resumes recruiters get each day your chances of getting an interview, much less offers, diminish greatly.  So “Job #1″ create that resume that catches the eye and delivers information that is unique and increases your odds of getting that all important interview.

Rules To Follow When Creating Your Resume

Follow the great words of Shakespeare, “To thine own self be true.”  Never paint a picture of yourself that is untrue or cannot be substantiated.  You don’t want to accept a job based on “false claims” or a position you are unprepared for or you will not be happy in.  I know it is tempting to fudge your resume or stretch the truth about yourself in order to get back into a job.  But look at it this way, you will have taken yourself off the market based on false information and that next opportunity will pass you by, not to mention the risk of ruining your reputation.  It is one thing to falsify your experience it is another to misrepresent who you truly are as a person.

So Exactly Who Are You?

Good question, huh?  This is by far the most difficult information to characterize and put on paper.  Consider these questions that potential employers are seeking answers to and will undoubtedly be raised in an interview:

  • What are your strengths?
  • What are your weaknesses?
  • What motivates you?
  • What demotivates you?
  • How do you develop and maintain relationships?
  • What are your life and work priorities?
  • What are your work habits?
  • How do you overcome challenges and prioritize work?

If you are not self-aware these questions can be almost impossible to understand, quantify and answer about yourself.  What makes having answers for these questions even more important is that recruiters and potential employers are paying more attention to the intangible “soft skills” exhibited by prospective candidates above and beyond education, experience, etc.  Most companies will perform a “behavioral” portion to your interview in addition to a skill-based one.  They’re likely to ask tough questions about you to see how well you know yourself – questions you might not have thought much about.  That is because it is just the information that will tell them if you will fit into their “corporate culture” and if you will be an effective and successful team player.

So How Do You Discover These Qualities and Tendencies About Yourself?

One way to find out more about you is to complete a DiSC Personality Test.  It will help you understand yourself and how your behavior affects others making your resume more effective!  It was developed by leading psychologists, has been used by more than 44 million people, and is used by more than 70% of Fortune 500 companies to develop solid, effective teams.  It will provide you with valuable information about you.

So How Do I Add Value To My Resume?

With more applicants than there are jobs, employers can be very picky.  When you apply for a job, your resume is likely to be one of hundreds the employer has received – all with similar intellectual and experiential qualifications.  A properly developed resume makes it stand out from the crowd, and highlights your unique behavioral style.  Employers are concerned with your skillset and experience.  They’re also just as concerned with how well you’ll fit into their company culture and the team you would be working with.  Because you’ll be more self-aware, you’ll more easily develop a unique resume and ace the behavioral portion of your interviews.  You’ll know how to maximize on your strengths and minimize your weaknesses as part of your resume.  By adding the information you get from the DiSC Profile to your resume you will stand out from the crowd.

The All Important Interview

After all the work of discovering who you are, developing that “killer” resume, and sending it everywhere you can think of you get a hit and you are offered an interview.  I know, you get a knot in your stomach just thinking about it.  So there you are sitting in the room and the easy part of the interview is happening, the “tell me a little about yourself” portion.  I know some of you are saying “that’s the easy part” but consider the dreaded question…”what are your weaknesses?”  Now comes the time when your mouth goes dry, your armpits get sweaty, and your stomach lurches.  Take heart, if you followed my recommendation about using a DiSC Profile to become self-aware the entire interview will be a breeze.  Because you have answers, in affirmative language, for any behavioral question you might get asked.  You are prepared.  Refer to that data and you should be fine.

You will be able to answer those tough questions with ease.  You may even find that your behavioral interviews are much shorter because the hiring manager already has had his behavioral questions answered by your resume and interview.  Companies hire not just for talent but for cultural fit – they want both head and heart!  So answer from your heart and you will be fine.

So What’s Next?

Thoroughly research the best ways to develop a resume from many sources.  But in the end add behavioral information employers are seeking and get the right “fit” for both your experience and “who you are” to maximize your success and happiness.

Tuesday, June 14th, 2011

What Makes Them Vital To Human Resources and Managers?

Use DiSC Profiles to Hit the Hiring TargetThe DiSC Profile remains a very valuable tool when developing training and development programs for newly hired personnel. By using these assessments prior to hiring candidates, organizations are ahead of their competition in understanding how candidates might fit into their culture and how they can cultivate them in the post-hire process of training and development.

While it seems impractical to believe that every person you hire will possess every skill necessary to be successful in their prospective position, you can plan to help these people learn and utilize new skills to help them grow in the future and succeed.

How Can They Affect The Post Candidate Selection Process?

These assessments will assist human resources and managers to develop a customized and focused curriculum of post-hire training for the new employees. By discovering their unique personalities and behavioral styles during the pre-hire process, human resources and senior management can gain a clear understanding of each person’s potential strengths and weaknesses in regard to the business culture and the position for which they are being considered. By analyzing and understanding the results of these assessments, human resources and senior managers, can more easily understand how they can organize and develop more effective groups and teams. When these assessment results are used to evaluate and understand each person’s individual personality and behavioral styles you gain an organizational advantage and your entire business benefits. These assessment results can also assist human resources and senior managers to develop a smooth and carefully thought out approach how to assimilate new hires in their organization.

The Reason Why Effective Training Is Critical?

The development of strong, cohesive teams is critical to organizational success and training is key to that achievement. If human resources and senior management can develop new employees while proactively addressing areas of development they can save significant time and effort because these new hires will get training specifically tailored to their individual needs. One of the most strategic benefits management realizes is the leverage provided by these assessment results when developing specific training programs that are based on the specific needs of those new employees.

What Occurs Following The Initial New Hire Training?

After the initial new employee training has been completed senior management can monitor their progress and make adjustments in the areas that need improvement. They also need to make sure that consistent and continuous improvement is made to secure overall success. It is important that human resources invest time, energy, and most of all money so as not to constrain productivity.

The Way They Impact Other Areas Of Employee Development

These assessments provide both a powerful learning and a vital gateway for human resources and senior management to understand the behavioral styles of all their employees. In the end, understanding behavior will lead to better overall communication. These reports will help individuals to adapt their natural styles so they can more successfully interact with others because behaviors are not easily changed without the right guidance. These reports can be used in a multitude of areas including discovering and valuing others strengths, and helping them find and develop their own strengths. Furthermore, by helping employees develop their strengths and limit their weaknesses, senior managers can help to limit unproductive internal communication and simultaneously reduce conflict.

Finally, using the DiSC Profile in an organization’s workplace will improve the overall productivity levels in all areas of the environment. If human resources and senior management will focus their time and efforts in continuously improving the training and development of all employees, that organization will achieve more success, reduce turnover, and boost overall team satisfaction.

Wednesday, May 18th, 2011

Every company and organization maintains varying opinions and concepts concerning the methods and desired goals pertaining to the creation of organizational teamwork.  If managers and leaders within your organization can get access to effective tools, like The DiSC Profile, their probability of success increases substantially.

Several Unique Suggestions To Cultivate Teamwork

DiSC Profiles Help Build Successful TeamsAt this point, I’m certain most of you will be wanting to know exactly how you accomplish this seemingly monumental undertaking.  Probably the most daunting problem you must deal with is how to comprehend and contend with all of the individual personalities, behavioral tendencies, along with the egos associated with them.  The introduction of a DiSC Profile into any team building program will offer team managers personalized information on each team member.  If there are significant communication issues the use of an Everything DiSC Workplace Profile could be warranted. By analyzing everyone’s DiSC Profile the manager will quickly realize what motivates, demotivates, what they tend to avoid, how they react to stress, their natural behavioral tendencies, and much more.  This is exceptionally beneficial information for the manager given that they might also discover their particular group culture and exactly how they function as a team by grouping the individual DiSC Profiles into a Group DiSC Report.

Whenever addressing team discord that develops it is imperative to identify individuals with strong personalities and viewpoints that compete for dominance within each and every team and discover how to effectively interact with these individuals.  Competition and discord within almost all teams might also adversely impact individuals as they make an attempt to impose their particular personal agendas on the team.   Considering that we have now identified and reviewed the obstacles to creating teamwork we should discuss what we are able to do to influence effective teamwork within an organizational work environment.

Creating Effective Team Performance In Every Organization

The very last thing a company needs and desires is individuals that will not gel with others as a cohesive unit. All organizations ultimately make an attempt to retain the services of individuals that will effectively perform the duties that are required of their position or role as well as contribute to the corporate mission. Unfortunately at times those individuals fail to perform their vital responsibilities and the team suffers in addition to every single member of the team.

Teamwork is very important because within organizations, all departments and divisions are interrelated and a smooth coordination between every aspect of an organization is critical to its success.  Promoting teamwork is an important responsibility of all levels of management and leadership because doing so will help strengthen total workplace productivity and efficiency.  It’s not easy to cultivate cohesive teams because the needs and wants of individuals within those teams are often in conflict with one another.  However, if a concentrated attempt is undertaken to bring those competing forces together and understood it can easily transpire.

Just What Impacts Individual Performance?

It cannot be overemphasized for leaders and managers to clearly define and communicate the organizational goals and objectives that need to be attained and the factor that individual performance represents.  The contribution of each and every team member in setting goals and their accountabilities in achieving the defined goals can certainly motivate all of them.  Deliver the maximum amount of information, project goals, along with the resulting deadlines that you can to each and every individual while including all of them in that course of action.  Finally, it cannot be over emphasized, that leaders and managers should make it crystal clear that each and every member of the team is accountable to play an important part in the successful outcome.  These uncomplicated factors will inspire all to be vigilant in delivering their steady best efforts for the team to be ultimately successful.

The Role Of Leadership

Team Direction using a DiSC ProfileWithout effective, conscientious, diligent leadership you will risk having individuals lose focus, go off in different directions, thus leading to the team coming apart.  Uncover those individual team members with leadership characteristics and delegate them with responsibilities as team managers to observe as well as motivate their team mates.  Select these individuals very carefully and only pick those who will lead by example and be viewed by the others as role models to be emulated by their fellow team mates.  Designating a leader that will inherently lead others to accomplish a common goal will be a fundamental component of achieving a high functioning team.

Clear Goals Create Clear Communication

There is absolutely no place for doubt and uncertainty within your team because it is vitally important that each and every team member clearly understands their own individual roles within your team and how they each can achieve success.  As the leader you must plan and execute individual meetings to evaluate their particular progress toward achieving their goals and correct them if they stray from that goal.  Encourage them to prioritize their work activities.  Frequently communicate to each and every individual how achieving their individual goals will affect their fellow team mates and their job evaluation.  Check to ensure that doubts are not developing and they do not feel that there are any barriers developing to hinder their success.  Communication breakdowns are one of the key factors that will lead to team ineffectiveness developing.  Ensure that each team member has a clear understanding of the organization’s mission and vision and the part they individually play in achieving those stated goals.  Have an open door policy so each individual feels comfortable giving feedback when they experience challenges.  Finally, rinse and repeat, to keep everyone on track.

Some Activities To Help The Teambuilding Effort

Keep it informal, fun, and engaging in order to create an accommodating environment of camaraderie among all the team members.  The mere fact of the group discussing the results of their individual DiSC Profile will promote understanding, deliver insights, and lead to that effective teamwork that you are seeking.  Develop and deploy activities and games that promote interaction and sharing that is quite different from their particular normal workplace.  These types of things help promote communication, understanding, and appreciation toward all the team members.  Furthermore, taking some time away from the workplace environment for casual activities like barbecues, lunches, etc. will also promote your team building process mainly because it gives all individuals the opportunity to interact with each other in a very different light and form those important personal bonds required for strong cohesive teams.

One closing thought; don’t forget to develop attractive recognition and rewards programs so everyone has an opportunity to feel appreciated for what they do.  The DiSC Profile can also help with this because it will give you clues as to how individuals like to be recognized.  This will likely go a long way to creating an environment of belonging and a sense of acknowledgment for everyone’s efforts.  The effect of those small things goes a long way to motivate the whole team and create a unified feeling of success.

Much Teambuilding Success!

Thursday, November 11th, 2010

“C” CONSCIENTIOUSNESS DiSC Profile STYLE

DiSC Profile Conscientiousness StyleThe “Conscientiousness,” or “C” DiSC Profile Style individual, is quality-focused, slow-paced, methodical, and task-oriented.  They focus on the details and are primarily concerned about doing things the “right” or “correct way” every time.  These individuals are overly analytical and frequently set much higher standards for themselves than others and are detail oriented to a fault.

You can recognize them as being very reserved and more indirect than other styles.  These people present a formal front, with a closed posture and “can’t read” facial expressions.   They don’t like to express their feelings readily.

Selling to the “C” Style:

When selling to the “C” style, make sure you have your facts straight.  You’ll need to answer analytical questions, showing references where possible.  These individuals don’t need you to socialize with them – they really don’t want you to.  These people want you to provide detailed information in order to make a correct buying decision.  Then they will thoroughly assess your information before coming to a conclusion.  Be slow-paced and formal in your approach with them – don’t become overly enthusiastic or animated.  Focus instead on facts, logic, and detailed analysis.

Do’s & Don’ts

Most salespeople tend to sell to others the way they would like someone to sell to them.  That’s not going to work!   In sales it’s important to remember this rule:  “Do unto others as they would have you do unto them.”

Do

  • Focus on “why”
  • Use a logical approach
  • Answer questions accurately
  • Provide evidence of quality

Don’t

  • Be overly enthusiastic or social
  • Be unprepared or lack product knowledge
  • Appear disorganized
  • Rush decision-making

For help in understanding your sales style and to improve your selling See: Everything DiSC Sales Profile.

Tuesday, November 9th, 2010

“S” STEADINESS DiSC Profile STYLE

DiSC Profile Steadiness StyleThe “Steadiness,” or “S” DiSC Profile Style individuals, is also people-oriented – but at a much slower pace than the “i” style.  The “S” person doesn’t like to be forced into making changes or quick decisions.  They’re patient, loyal, and calm, making them excellent listeners and “peacekeepers” when conflict breaks out.  Their focus is on being overly cooperative with people.

You can identify these individuals by their reserved, indirect, but people-oriented approach to others.  Their speech may appear softer, with an open posture.  They will have relaxed, warm facial expressions and prefer a casual approach.

Selling to the “S” Style:

When selling to the “S” style, it’s important that you listen to them. They need to feel you understand their needs.  Assure the individuals that you and your organization are customer- and service-oriented.  Just don’t push them into quick buying decisions.  Show how you’re interested in a long-term relationship with their company, and that they can depend on you whenever necessary.  The “S” style customers are more loyal to you when other vendors come knocking on their door.

Do’s & Don’ts

Most salespeople tend to sell to others the way they would like someone to sell to them.  That’s not going to work!   In sales it’s important to remember this rule:  “Do unto others as they would have you do unto them.”

Do

  • Focus on “how”
  • Assure client’s buying decision
  • Provide excellent attention and service
  • Patiently listen to needs

Don’t

  • Rush client into quick buying decisions
  • Forget to regularly follow-up
  • Have an “I don’t care” attitude
  • Be abrupt or fast

For help in understanding your sales style and to improve your selling See: Everything DiSC Sales Profile.

Thursday, November 4th, 2010

“i” INFLUENCE DiSC Profile STYLE

DiSC Profile Influence Style“Influence,” or “i” DiSC Profile Style individuals are frequently thought of as “people persons.”  They’re enthusiastic and upbeat – enjoying the interaction with others in a humorous, lighthearted way.  These individuals can appear to be the eternal optimists, usually seeing the glass as half-full rather than half-empty, and can be quite persuasive about things they’re passionate about.

You can identify them as being outgoing and direct, very talkative and interactive.  These people tend to speak quickly, use animated expressions, and express their feelings freely.  They can appear to be casual and friendly in their interactions with others and love to express themselves in a jovial, humorous way.  Sometimes you’ll notice trinkets or fun gadgets in their office – it’s their way of adding levity to the work environment.

Selling to the “i” Style:

When selling to the “i” style, match your pace and presentation to their energetic approach.  Be friendly and sociable – let them know you like them personally.  Where appropriate, take them to lunch.  You need to provide testimonials and personal stories on how other people have responded to your company’s product or service.  Show enthusiasm for the benefits your product or service can provide.  Also, make sure you support the individuals by providing whatever detailed follow-up work is necessary; don’t ask them to do it.  Make it easy for them to buy from you.

Do’s & Don’ts

Most salespeople tend to sell to others the way they would like someone to sell to them.  That’s not going to work!   In sales it’s important to remember this rule:  “Do unto others as they would have you do unto them.”

Do

  • Focus on “who”
  • Provide testimonials
  • Be upbeat and friendly
  • Handle details when possible

Don’t

  • Emphasize technicalities of product
  • Be overly formal and reserved
  • Add to client’s workload
  • Leave decisions unclear

For help in understanding your sales style and to improve your selling See: Everything DiSC Sales Profile.

Tuesday, November 2nd, 2010

“D” DOMINANT DiSC Profile STYLE

DiSC Profile Dominant Style“Dominant,” or “D” DiSC Profile Style individuals, are usually results-oriented.  They thrive on the challenge of solving problems and making quick buying decisions.  These individuals are fast-paced and like to be in charge.  They can become impatient with people or situations that hinder them from accomplishing their goals.  This is one of the reasons why they’re more task-oriented than people-oriented.

You can recognize these individuals as being fast-paced and direct when speaking – they’re more interested in telling you information than in asking your opinion.  They tend to think in terms of the bottom line.  These individuals may have more formal, “can’t read” facial expressions than other styles.

Selling to the “D” Style:

When selling to the “D” style, don’t bog them down with excessive socializing or details – get to the point quickly.  Directly focus on how your product or service can help them achieve their goals.  Emphasize the results you can help them obtain, while always letting them feel they’re in charge.  In other words, don’t waste their time.  Make your sales presentation direct and meaningful toward helping them achieve their objectives.

Do’s & Don’ts

Most salespeople tend to sell to others the way they would like someone to sell to them.  That’s not going to work!   In sales it’s important to remember this rule:  “Do unto others as they would have you do unto them.”

Do

  • Focus on “what”
  • Provide options
  • Be efficient
  • Focus on results

Don’t

  • Assume without getting an opinion
  • Over socialize
  • Emphasize unnecessary details
  • Waste time

For help in understanding your sales style and to improve your selling See: Everything DiSC Sales Profile.

Wednesday, October 27th, 2010

What’s Your Client’s Style?

When it comes to effective selling, one simple fact never changes: Selling is a relationship business.  You already know all about your company’s products and services – and you’ve learned the fundamental aspects of the sales cycle.

Everything DiSC Sales ProfileBut have you ever asked yourself … What helps one salesperson develop immediate rapport with prospects, and not others?  What is he or she doing that is leading to long-term client relationships?  How can I learn to do the same thing?  The Everything DiSC Sales Profile can help.

Research shows that prospects are more likely to buy when they unconsciously trust, and feel at ease with, the salesperson.  They are more willing to open up and provide information critical to closing the sale. It appears that they are almost “helping” you make the sale, as opposed to fighting you in the process.

So how do you build this rapport?  Understanding the behavioral style of their DiSC Profile and effectively selling into how they buy.

About DiSC Styles

The first key is to recognize that different behavioral styles do exist among prospects.  You’ve probably seen from your own experience how one sales approach worked great with one person, yet you got a very different reaction from someone else using that same approach.

Behavioral Styles Impact:

  • How a prospect wants you to sell to them.
  • How a prospect wants you to present information.
  • How much information you present.
  • How a prospect makes buying decisions.

The same approach won’t work with everyone.  As you learn to adapt your approach to make the customer feel more at ease, the relationship will improve and more sales will eventually result.

You can identify an individual’s behavioral style preference by using the DiSC Profiles distributed by Intesi! Resources.

Thursday, October 14th, 2010

DiSC Classic 2.0 Profile and the Myers-Briggs Type Indicator are popular in business settings for the purpose of employee development and team building.  Each has its origin in theories developed during the early decades of the twentieth century.

DiSC Classic Profiles are based on the theories of Dr. William Marston while the Myers-Briggs Type Indicator is based on the theories of Dr. Carl Jung.

The DiSC Classic Profile describes behavioral tendencies based on how people view themselves in the various environments.  The Myers-Briggs Type Indicator describes how people approach the environment intellectually and attitudinally and how they process information.

DiSC Profile Graph ModelThe DiSC Classic Family of profiles is characterized by the use of the graph (as seen on the left).

The DiSC Classic Profile is primarily suited for increasing self-awareness in a setting where the individual can decide how to use the information in his or her relationships with others.

It is self-scored and self-interpreted, and respondents may keep their information private if they choose using either the traditional paper or the Online Web-based (Online via An EPIC Account) versions.

The Myers-Briggs Type Indicator is primarily suited to increase self-awareness for the purpose of getting along with others more effectively.  It is also used to identify the source of problems in relationships with the guidance of a skilled counselor and to prepare a therapeutic plan for growth or change.

They were designed for different purposes and based on different views of human behavioral styles.  Because these two instruments provide different kinds of information, they augment each other as separate views of the same individual.

Everything DiSC Model

The NEW Everything DiSC family of profiles is characterized by the circle graph or circumplex (seen on the left).

Tuesday, September 14th, 2010

DiSC Classic 2.0 ProfileMany people incorrectly assume there must be one best way of accomplishing tasks.  For example, someone may ask, “What DiSC Classic 2.0 Profile Pattern should a manager have?”  There is no one DiSC Classic Profile Pattern that is better for a manager than any other DiSC Classic Profile Pattern.  Managers with different patterns may approach their managerial duties differently, and then may react differently to a particular situation or to an individual employee, but each may be just as effective as a manager.

Success often has to do with a person’s motivation to succeed.  Another factor that contributes to success is that people often modify their environment to suit the way they like to do things.  A High “S” salesperson may focus on developing a sincere, trusting relationship with clients instead of going for the quick close.  People’s success is not connected to having certain behavioral styles.  Instead, people are effective if they know themselves, understand others, and can adapt to the needs of the situation.

Friday, September 3rd, 2010

DiSC Profiles are not intended to encourage people to change their behavioral styles.  Instead, it focuses on helping people identify their strengths and possible limitations.  Also, pressure for radical change implies that someone’s Dimension of Behavior or DiSC Classical Profile Pattern (the way in which a person’s four dimensions of Dominance, Influence, Steadiness, and Conscientiousness combine creates a profile pattern that is different for each combination) is inadequate.  Most people willingly accept the description of their behavioral styles and are eager to develop skills to make themselves more effective.

DiSC Classic Profiles help us to understand ourselves and how our behavior affects others.   We learn how to maximize what we do well, have a positive attitude about ourselves and, most importantly, know how to adapt our behavior to meet the needs of other people.  Instead of being at each other, we can learn to successfully be with each other.  We learn to give others what they need so that we can get what we want.  DiSC profiles are not diagnostic tools, but dialog tools.

Behavioral Styles identified in the DiSC Profile are always shown to be tendencies not fixed responses to situations.

Our most popular online DiSC Profile is the DiSC Classic 2.0.

Monday, August 30th, 2010

DiSC Model OneDiSC Model Two

The DiSC Dimensions of Behavior Model stresses that no Dimension of Behavior or DiSC Classic Profile Pattern is better than any other and that all individuals use all four Dimensions of Behavior in varying degrees.  DiSC Profiles offer a self-assessment of an individual’s own behavioral style in a specific environment called a response focus.

This means that an individual is assessing his or her behavioral style with a specific focus like work, a relationship, or social situation.  The instrument is based on the respondent’s own perception of themselves without feedback from others.  This self-report format has gained wide acceptance because of its face validity.

The instrument provides them with feedback that describes their behavioral style in their selected focus.  It is more difficult to say, “This is not me,” when the individual is the only one who has responded to the 28 forced-choice items, it is easier to reject the results when they are based on input from others.  DiSC Classic Profile is self-scoring and provides immediate feedback.

Many users say they find the Online DiSC Classic 2.0 Profile to be better packaged, more user-friendly, and more easily presented than other learning tools because of its self-scoring format, immediately usable interpretation, and Classical Profile Pattern interpretive information.

Thursday, August 26th, 2010

How To Use DiSC ProfilesDiSC Profiles have broad applicability for individuals and organizations and are cost-effective, flexible resources that can be easily incorporated into a variety of training programs including:

  • Team-building
  • Increasing productivity
  • Delivering better Customer service
  • Improve Selling skills
  • Management training
  • Individual and Group Empowerment
  • Developing Superior Communication skills
  • Increase Problem-solving skills
  • Decision-making improvement
  • Self-awareness and personal development
  • Coaching and mentoring
  • Conflict resolution
  • Career counseling

A DiSC Profile can be built into self-study and classroom curricula.  Uses range from one-time offerings for building personal awareness to ongoing training in the areas mentioned above.

For additional information and a Video see:  How to Use DiSC Profiles.