I attended TKTN meeting this month, and enjoyed a particularly interesting keynote speaker. Her name is Colleen Walters, and she explained the importance of knowing the type of person you are talking to, and then adjusting your approach when engaging them. The technique she uses is called D.I.S.C.
Now I know what you're all thinking..."not another acronym!", or "is this anything like the colours?". I realise that there are several similar concepts out there for identifying people personality types...but this one really "spoke to me", so I thought I would share it (albeit in a summarised way).
Basically, using the D.I.S.C. system, there are four personality types;
Dominance,
Influence,
Steadiness and
Conscientiousness.
Below is a table that summarises the various motivators for each personality type.
DISC Personality Traits Table | PERSONALITY | MOTIVATIONS | RESPONDS TO | CLOTHING | CAR | ALSO TO NOTE |
| Dominance | · Thrive on a challenge · Control “freaks” | · Be direct, and never repeat yourself! · Get to the point · Punishment: “This was not the best option, how do you think you should be punished” – give them control. | · Black, black, and more black...with a teeny bit of white. · Square toed shoes · Very little embellishments (like they have time for that!) | · 4WD · BMW (staus car) | · Calculative · Always right...unless it advantages them to be wrong of course. · Can be “steam-rollers” · NOT “touchy-feely” – they may take your hand off! |
| Influence | · Recognition · Popularity/approval | · Social atmosphere · Democracy · “Pretty/shiny things” · Punishment – take the pretty things | · Bright clothes · Highly accessorised | · Convertible | · Life of the party · Centre of attention · Lack focus / easily distracted · “Touchy-feely” |
| Steadiness | · Security · Appreciation · Assurance | · Relaxed and calm atmosphere (shy away from hostility or confrontation) · Needs defined goals · Will get the job done, but own pace. · Punishment – “I’m disappointed in you” | · Soft tones that don’t stand out. · Matching suit · Prefers to blend in. | · Family car – Falcon, Commodore | · Less direct · Supportive · Talk slower · Often speak last...but what they say is very profound · Thinkers · Love HUGS!! |
| Conscientiousness | · Quality answers based on fact · Excellence · Value | · Detail – oriented · Must be right (facts) · Succinct answers – useful data only · Prove them wrong through fact | · Often have only a few favourites, usually a suit so as to minimise decision making | · Deciding on a car is just way too hard for these personality types!!! | · Decision making can be hard - like to have all the facts first · Control through influence (facts) · Often accountants or engineers |
Acknowledgements: Some of this information is taken directly from the notes provided by Colleen Walters, and some is a summary of notes taken during a speech by the same person.
Of course, this is not an exact science. Personality traits are never that clearly defined, but still, you may find this table useful in various ways; whether it be when talking to a prospective client, negotiating a new contract, or even disciplining your children! (which is why I found this system so useful).
I know my personality trait...do you know yours? Your husbands? Your best friends? It's a fun and interesting exercise...give it a try and then try and put this information to use.
Until next time, thanks Colleen for such an interesting insight into me, my family, and my colleagues.
It's by for now from this "C".
Samantha
~Me (Samantha Monahan) pictured with Megan Walker from Market Savvy~
