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Impact Your Sphere of Influence

Impact Your Sphere of Influence. Gaining Personal Endorsement Know Yourself Control Yourself Know Others Appeal to the Basic Needs of Others. Impact Your Sphere of Influence. D I S C – A Universal Language. Benefits of D I S C Gain commitment and cooperation

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Impact Your Sphere of Influence

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  1. Impact Your Sphere of Influence • Gaining Personal Endorsement • Know Yourself • Control Yourself • Know Others • Appeal to the Basic Needs of Others

  2. Impact Your Sphere of Influence DISC – A Universal Language Benefits of DISC • Gain commitment and cooperation • Build a more effective team • Resolve and prevent conflict • Gain endorsement • Increase your influence on others • Better time management

  3. Impact Your Sphere of Influence The History of Behavioral Language Empedocles 444 B.C. Earth – Air – Fire – Water Hippocrates 400 B.C. • Sanguine – Melancholic – Choleric – Phlegmatic Moving Forward: C.G. Jung 1921 • Thinking – Feeling – Sensation – Intuition William Marston 1928 “The Emotions of Normal People” • Dominance – Inducement – Steadiness – Compliance

  4. Impact Your Sphere of Influence Once Upon a Time in a Far Away Land A long time ago a person was sitting on a rock and they noticed people: • Some were forceful, direct, and results oriented • Some were optimistic, fun, and talkative • Some were steady, patient, and relaxed • Some were precise, accurate, and detail oriented

  5. Impact Your Sphere of Influence 4 Basic Behavioral Styles (Normal Behavior) Dominance (How you approach Problems) Influencing (How you interact or influence People) Steadiness (How you respond to change and Pace) Compliance (How you respond to rules and Procedures)

  6. Impact Your Sphere of Influence Value Your Style Brings • Compliant Style • Maintains High Standards • Define, Clarifies, Collects Information • Asks Probing Questions • Steady Style • Dependable Team Player • Patient and Empathetic • Logical Thinker Dominant Style • Challenge Oriented • Initiates Activity • Bottom Line Thinker Influencer Style • Optimistic and Enthusiastic • Creative Problem Solver • Motivates Others

  7. Impact Your Sphere of Influence Behavioral Style Wants and Needs • Compliant Style • Wants Proof & Evidence • Needs Procedures • Steady Style • Wants Security & Peace • Needs to Serve Others Dominant Style • Wants Results • Needs to Direct Activities Influencer Style • Wants engagement and the “Experience” • Needs Interaction with Others

  8. Impact Your Sphere of Influence Behavioral Style Fear and Emotion • Compliant Style • Emotion is Fear • Fear of criticism of their work • Steady Style • Emotion is Non-emotional • Fear is loss of security Dominant Style • Emotion is Anger • Fear is being taken advantage of Influencer Style • Emotion is Optimism • Fear is social rejection

  9. Impact Your Sphere of Influence Behavioral Style Descriptors • Compliant Style • Accurate, Analytical, Conscientious, Fact-finder, Precise, Systematic • Steady Style • Amicable, Friendly, Good Listener, Patient, Predictable, Stable, Steady Dominant Style • Adventuresome, Authoritative, Competitive, Decisive, Direct, Problem Solver, Risk Taker Influencer Style • Charming, Confident, Convincing, Enthusiastic, Good Mixer, Optimistic, Talkative

  10. Impact Your Sphere of Influence The Basic Wants of Each Behavior Style • Compliant Style • Information / Data • Steady Style • Security / Stability Dominant Style • Results / Action Influencer Style • An “Experience” and… To Be Liked

  11. Impact Your Sphere of Influence The Dominant Style • Their Style • Voice • Strong, clear, confident, fast-paced • Volume • Loudest • Body Language • Uses direct eye contact • Points finger • Leans toward you Adjust Your Style • Voice • Strong, clear, loud, confident, direct • Pace • Fast and to the point • Body Language • Keep your distance • Strong handshake • Direct eye contact

  12. Impact Your Sphere of Influence The Influencing Style • Their Style • Voice • Animated, friendly, rambling explanations • Volume • Fairly loud • Body Language • Smiles a lot • Expressive gestures Adjust Your Style • Voice • Enthusiastic, energized, friendly • Pace • Fast, non-linear • Body Language • Get close, use touch • Humor OK • Friendly eye contact

  13. Impact Your Sphere of Influence The Steadiness Style • Their Style • Voice • Low tone and warm • Volume • Soft • Body Language • Small hand gestures • Relaxed and non-emotional Adjust Your Style • Voice • Warm, soft, low volume, steady, calm • Pace • Slow and metered • Body Language • Relaxed, lean back • Methodical • Friendly eye contact

  14. Impact Your Sphere of Influence The Compliant Style • Their Style • Voice • Little or no modulation, precise, cool or aloof • Volume • Quiet • Body Language • Few hand gestures • Direct eye contact • Controlled Adjust Your Style • Voice • Controlled, direct, thoughtful, little modulation • Pace • Slow and methodical • Body Language • Keep your distance • Firm posture • Direct eye contact

  15. Impact Your Sphere of Influence Communicating with the DominantStyle Communicating with the High “D” • Be clear, specific and to the point • Stick to business • Come prepared with well organized proposal • Present facts logically and efficiently • Provide options and recommendation not opinions • If you disagree, take issue with the facts • Provide a win/win opportunity

  16. Impact Your Sphere of Influence Communicating with the Influencing Style Communicating with the High “I” • Plan interactions that supports their dreams • Allow time for relating and socializing • Talk about people and their goals • Put details in writing or they’ll forget • Ask for their opinion • Provide ideas for implementing action (not dreaming) • Offer incentives (immediate or short term)

  17. Impact Your Sphere of Influence Communicating with the SteadinessStyle Communicating with the High “S” • Start with personal comments (Break the ice) • Show sincere interest in them as a person • Present your case logically, softly, non-threateningly • Ask specific (preferably “How?”) questions • If the situation impacts them personally, look for hurt feelings • Provide personal assurances and guarantees • Allow them time to think

  18. Impact Your Sphere of Influence Communicating with the Compliant Style Communicating with the High “C” • Prepare your case in advance • Approach them in a straightforward, direct manner • Use a thoughtful approach (Build credibility by looking at all sides of an issue • Present specifics and do what you say (don’t be vague) • Take your time, but be persistent • Provide them with information and data • Allow them their space

  19. Impact Your Sphere of Influence Style Tendencies Tendency to Use Logic Tendency to Trust Tendency to Move Quickly Tendency to Be Loyal GreaterLesser SCDI ISDC DI SC SCDI

  20. Impact Your Sphere of Influence Endorsement - Your Personal Stock Price Clarity ---------------------- Creativity------------------- Competence---------------- Communication----------- Action----------------------- Know what you want (Goal) Try different methods Be the best at what you do Adapt your communication style Do Something NOW!

  21. A Formula for Results Clarity Clarity(Understand why we open the doors every morning and your purpose for being here) Having Your Target in Sight Define the Desired Outcomes (What would success "look like?") Think Win-Win (There has to be something in it for others in order to have Buy-in or Ownership) Use Present Moment Awareness to Gather Feedback to Measure Your Effectiveness with others

  22. A Formula for Results Creativity Creativity(Being willing to experiment and try many resources and methods) Recognizing, Seizing, and Making Opportunities Accepting and Giving Encouragement  for Excellence Self-Training or Company Training on Creativity Realizing that Motivation is Internal and Comes from Within Practice Your Training using the 10,000 Rule

  23. A Formula for Results Competence Competence(Being the best you can be in your area of expertise...being able to "deliver the goods") Identify Your Strength Competencies that Are Excellent Identify Your Weaknesses that are Causing You to be Ineffective Identify the Success Factors of Your Job

  24. A Formula for Results Communication Communication(Giving and receiving the message in an effective manner) Understand Yourself and Your Communication Style Control Your Emotions to Assure Non-interference of the Message Know Your Targeted Person or Audience Be Aware of Tone of Voice, Pace of Speech, and Body Language

  25. A Formula for Results Communication Action(Without Action...nothing else has much of an impact) Understand that 1, 2, 3 & 4 Above are of No Value without Implementation Take Action Every Day to Move ForwardPractice, Practice, Practice (The 10,000 Hour Rule) Ability and Systems are Dependent on Your Applied EFFORT

  26. Impact Your Sphere of Influence What Do We All Want? We simply want to have our needs metandour fears relieved!

  27. A Formula for Results So What Do You Do Now? Endorsement does not happen by accident. Practice until you knock the cover off!

  28. Impact Your Sphere of Influence Jim Corter, CPBA President of Corter Consulting, Inc. www.Corter.com JimC@Corter.com

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