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Speaking Their Language

Making Connections. Speaking Their Language. 7 Seconds!. Are you approachable? Are you a friend or foe? Are you trustworthy? Competent? Likeable? Confident?. What are the things that puzzle you about others’ behavior and communication?. What Signals Are We Sending?. Words __%

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Speaking Their Language

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  1. Making Connections Speaking Their Language

  2. 7 Seconds! • Are you approachable? • Are you a friend or foe? • Are you trustworthy? • Competent? • Likeable? • Confident? What are the things that puzzle you about others’ behavior and communication?

  3. What Signals Are We Sending? • Words __% • Tonality _ _% • Body Language _ _% 7 38 55 Tonality Body Language Words

  4. DISC is …. A behavioral and communication model developed to understand ourselves and other people Easy to learn, understand, and use An axis based model to understand human behavior A map to more successful interactions with others

  5. DISC is …. People who are more TASK-ORIENTED & ACTIVE • People who are more • PEOPLE-ORIENTED & ACTIVE People who are more TASK-ORIENTED & RESERVED People who are more PEOPLE-ORIENTED & RESERVED

  6. DISC is …. Task Orientation D - Style (Dominant) C - Style (Correctness or Compliant) Reserved Active I - Style (Influencer) S - Style (Steady-Relator) People Orientation

  7. D-Style: • Impatient listener - may not discover the truth • Tendency to offer solutions too quickly • May exceed level of authority • May be argumentative • May not show enough empathyand understanding to others • May lack diplomacy C D S I With some people you click … • C-Style: • May appear distant and too quiet • May focus on facts/details overlooking the human aspect • May not exhibit enthusiasm • May not spend time relating to people • May be inflexible or refer to policies too often • S-Style: • May be slow to move and decide in new situations • May resist or fear change • May not show enthusiasm • May refer to the rules and appear inflexible • May focus too much on the negative and be pessimistic • Bureaucratic • I-Style: • May overlook the details and facts • May spend too much time talking, not enough listening • May mix issues and emotions • May procrastinate with the difficult/unpleasant issues • May forget to follow up • May want to please too much and promises too much …with others you clack!

  8. Key Points of DISC? None of the styles are better or worse. All styles have strengths and development areas. They all just happen to be different. Our style does not limit what we can accomplish or how successful we can be. It simply predicts how we tend to do things. We can find all of the four styles represented by very successful managers. However, the most successful managers know who they are. They modify their style appropriately with different styles of their people.

  9. Canadian Population

  10. Q & A Thank-you Lisa von Massow Principal & Owner Sandler Training/ Endurance Partners Inc. www.endurancepartners.sandler.com Phone: 905-963-1339

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