Module 7-3b Resource

DISC Interaction Guide

Priorities: Results, Action, Competency

Build trust through: Confidence

Priorities: Enthusiasm, Action, Relationships

Build Trust Through: Openness

· Use a confident, no-nonsense approach

· Get to the point

· Give options – sense of control

· Convey respect for them

· Focus on bottom-line results

· Small talk

· Wasted time

· Too many details

· Indecisiveness

· Challenging their authority

· Not giving them control

· Use an upbeat and lively approach

· Give them lots of time to tell their story and talk

· Be open about yourself

· Show empathy for their concerns

· Show how your idea helps other people

· Dry or dull analysis

· Too many details

· Appearing cold or detached

· Disapproving of them

· Being negative or pessimistic

The bottom line

Immediate outcomes

Ease of use, efficiency

Profits, savings

Testimonials and support from other people they know

New and exciting opportunities

How your proposal makes them look good

Ease of use

Priorities: Quality, Competency, Dependability

Build Trust Through: Expertise

Priorities: Sincerity, Relationships, Dependability

Build Trust Through: Kindness

· Use an objective approach

· Go through details

· Have evidence to back up your ideas

· Use logic to connect your solution to a problem

· Let them show their knowledge & expertise

· Emotional appeals

· Coming unprepared

· Appearing illogical

· Being overly enthusiastic

· Pressure

· Being too personal

· Use a casual, low-pressure approach

· Show warmth & sincerity

· Present information in a clear, step-by-step manner

· Allow them time/space to process

· Offer reassurance

· Show benefits to the team

· High pressure

· Being pushy or arrogant

· Being unsure of yourself or what you are proposing

· Sudden changes in your approach

· Conflict

· Unpredictability

Quality, high standards

Your expertise

Logical reasons

Evidence

Successful examples from the past

Stability and security

Guarantees or warranties

On-going support