For everyone everywhere
I love people…with all their idiosyncrasies and craziness, I love them. Some are harder to like, though….so I need help to find a common place to reach them and to connect with them so that we can play together, work together, enjoy each other.
For more than 25 years, I have been teaching the DISC behavioral model… a model that identifies differences in preferred, default behaviors of people, many of which are undistinguished by them. It’s a core competency in all of my training programs because it helps people to know themselves better and to understand their strengths, weaknesses, motivations and annoyances. The programs also teach how to identify the DISC styles of others and (here’s the gold!) how to adapt to them so that they can have the experience that they want.
The last part is the toughest part and where the greatest reward is. Everyone of us has people that we struggle with. You might be very free wheeling and people who like order and structure drive you crazy…or the opposite! What DISC teaches you is to identify and understand those default differences and to work WITH them instead of pushing AGAINST them. Other people will never be the way you want them to be, and resisting that reality is the cause of suffering and resentment….both of which are optional. By identifying their DISC style, and knowing what they want and don’t want, you can adapt your own behavior when you are with them so that you are more similar and have more opportunity for connection….a connection that THEY will enjoy.
As a sales professional, It is critical that you connect with a variety of people…not just the people who are naturally similar to you or the people you ‘like’. To do that requires something outside yourself as a filter through which you can see the other person. Left to our own nature, we will distance ourselves from people we don’t naturally like and justify why ‘they’ are not worth our time and attention, like: “They are rude” or “They’re too wimpy and can’t make a decision” or “They’re too picky and don’t look me in the eye” or “They’re flighty and distracted and I can’t get them to focus on what we’re talking about”. All of which are judgements of behavior that the other person is demonstrating…but NOT the behavior itself. If we just identify the behavior – straight answer, wants to involve others in the decision, asking specific questions about the process or product, engaged in the excitement of the process – and the DiSC style associated with it, we can anticipate their behavior so that when it occurs we won’t react to it, but rather move with it. It’s called behavioral flexibility and as sales/service professionals it’s helpful to expand the ability to be different with different people, because they don’t all want what you/we want. They want what THEY want.
I bring this training to leaders, recruiters, sales managers, sales and design professionals, customer service associates as they all need to be effective working with many different types of people and having a method and strategy for doing that. Let me know if your team would benefit from greater skill and interactions with your customers and clients.
For those of you in Massachusetts, I have DISC training modules that are available through the Workforce Training Fund Grant Program that allow you to bring this training to your sales and customer service teams for 50% off! If you are a Dominant, you’ll love the deal and the payoff for your team. If you are an Influencer, you’ll be excited by the opportunity and fun of learning something new that you can use. If you are a Steady, you’ll love that you can understand people better and give them a more comfortable experience. If you are a Compliant, you will appreciate the cost savings amortized over the fiscal year. Whichever you are and wherever you live, this information can help your managers, sales, and customer service people be more productive and effective. I promise.
Now, go sell something.