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DISC Study Guide

DISC Study Guide. Program Objectives. To understand how you project yourself and how others perceive you. To gain the ability to identify other styles. To develop an understanding of how to adapt and optimize your effectiveness with all types of people. To increase your executive presence.

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DISC Study Guide

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  1. DISC Study Guide

  2. Program Objectives To understand how you project yourself and how others perceive you. To gain the ability to identify other styles. To develop an understanding of how to adapt and optimize your effectiveness with all types of people. To increase your executive presence www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  3. You Are Always Communicating! • You communicate when you walk. • You communicate with your word selection. • You communicate with your voice. • You communicate with how often you speak. • You communicate with your hands, head and facial animation. • You communicate the power or lack there of that is in you. • Everything you do communicates something to someone. www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  4. Effective Communication • The Golden Rule: Do unto others as you would want them to do unto you. • The Odyssey Rule: Do unto others as they would want done unto them. If you want to be an effective communicator you must understand the combination to the listeners receptivity! www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  5. Effective Communication • The transference of meaning and data by one competent person to another competent person who is receptive to your message. • Receptivity is a prerequisite to having influence. • Without receptivity the greatest business ideas will not realize their full value potential. www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  6. www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  7. DISC: Universal Language of Observable Human Behavior • Everything learned in the DISC language is totally observable. • Looks at over 19,000 relationships between responses. • Condensed into one of 384 graphs. • Face validity of 88%. • TTI DISC model has been validated in over 25 countries (11 languages). • Language is neutral, not good or bad. www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  8. The Numbers Game 10 42 46 51 7 39 62 14 31 55 66 67 23 54 50 30 19 34 63 43 22 58 47 3 70 6 26 2 11 15 38 35 27 18 13 25 5 9 4 24 61 8 40 65 68 29 41 60 56 21 20 36 49 52 44 17 69 57 64 33 28 53 45 1 16 48 12 37 32 www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  9. DISC: Behavior and Emotions www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  10. Benefits of DISC • Reduce tension between people. • Increase job satisfaction. • Increase self understanding. • Improve team relationships. • Increase sales. www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  11. Natural Style Adapted Style MOST LEAST D D I I C C S S 100 100 90 90 80 80 70 70 60 60 50 50 40 40 30 30 20 20 10 10 0 0 % % 92 85 100 74 11 23 10 27 www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  12. What is DISC? www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  13. How We Communicate www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  14. The Four DISC Factors Compliance Influence Steadiness Dominance 20% 28% 40% 12% Tone of Voice, Words, Pace and Body Language Tone of Voice, Words, Pace and Body Language Tone of Voice, Words, Pace and Body Language Tone of Voice, Words, Pace and Body Language PROBLEMS PEOPLE PROCEDURES PACE www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  15. Recognizing Behavioral Style www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  16. Recognizing Behavioral Style www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  17. Recognizing Behavioral Style www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  18. The DISC Model www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  19. Exercise Pick an individual that everyone knows and identify that person’s core style. www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  20. High D’s • Love a challenge! • Bold, courageous and daring. • Like to make things happen now! • Direct, straightforward and blunt. • Strive for results, strong sense of urgency. • At their best solving a problem or taking a risk. • Their motto is, “No guts, no glory!” www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  21. The “D” Factor [Emotion=Impatience] Bold Driving Pioneering Direct Competitive Determined “Let’s just go for it.” HIGH Situational Peaceful Agreeable Cautious Cooperative Humble Mild “We need to examine the situation before we go charging in.” LOW www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  22. D Focus: RESULTS www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  23. Famous High D’s John McCain Michael Jordan Simon Cowell Winston Churchill Jack Welch Serena Williams www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  24. High D Effective Communication BSM=2 BSM=2 BSM=3 BSM=4 www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  25. High D Executive Presence www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  26. High D Breakout Activity • Break into groups of 2-4 and identify how you would handle the following situation. Be prepared to share your approach. • You are leading a team to present to a high D client. Knowing that she is a high D, how will you shape/manage the following presentation dynamics: • Pace of the presentation • Length of presentation • Amount of data • Warm up and ice breaker • Abrupt and challenging questions • Word selection, body language and tone www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  27. High I’s • Are people people! • Want to be liked and like almost everyone they meet. • Possess the “gift of gab.” • Easily convince others to their way of thinking. • Playful, fun, loving, good sense of humor. • Optimistic, find the best in others and the positive in negative situations. • Their motto is, “All things are possible!” www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  28. The“I”Factor [Emotion=Optimism/Trust] Optimistic Inspiring Persuasive Convincing Sociable Trusting “Our business is going to explode in the next few years. I can feel it!” HIGH Situational Objective Critical Cool Reflective Skeptical Distrusting “That’s nice, but can you show me facts to back it up?” LOW www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  29. I Focus: THE EXPERIENCE www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  30. Famous High I’s Bill Clinton Barack Obama Sarah Palin Ronald Reagan Andre Agassi Oprah Winfrey www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  31. High I Effective Communication BSM=2 BSM=2 BSM=3 BSM=4 www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  32. High I Executive Presence www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  33. High I Breakout Activity • Break into groups of 2-4 and identify how you would handle the following situation. Be prepared to share your approach. • You have assumed leadership of a new team. Your early analysis tells you that the top performers are high I’s with significant morale challenges. How would you approach the first team meeting? • What would you include in the agenda? • How data heavy would you make it? • How participative would it be? • How long should it be? • What words and tone would you use? www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  34. High S’s • Sensible, serene and steady. • Generally easy going, laid back and relaxed. • Value harmony and a sense of stability. • Loyal team players with need to finish what they start. • Logical thinkers who bring lofty ideas back to the real world. • Their motto is, “Stay calm – we’ll make it” www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  35. The“S”Factor [Emotion=Non-emotion] Adaptable Systematic Logical Patient Relaxed Unhurried “Great idea. Let’s form a team and put together a detailed action plan.” HIGH Situational Dynamic Hurried Intense Flexible Progressive Excited “We don’t have time. Let’s move now and plan as we go.” LOW www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  36. S Focus: LISTENING TO UNDERSTAND www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  37. Famous High S’s Colin Powell Tom Brady Princess Diana Pete Sampras Jimmy Buffett Venus Williams www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  38. High S Effective Communication BSM=3 BSM=2 BSM=1 BSM=1 www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  39. High S Executive Presence www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  40. High S Breakout Activity • Break into groups of 2-4 and identify how you would handle the following situation. Be prepared to share your approach. • One of the stars on your team needs to be rolled off a client project to work on a $500 million proposal effort. Your client is a high S. In your approach to him: • What is the most important issue you have to address? • What specific strategies could you use to make him feel more comfortable? • What is important to managing this transition? • If this client does not demonstrate strong objections, why should you worry? www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  41. High C’s • Quality people. • Do it right the FIRST time. • Plan and organize to perfection. • Think clearly and consistently. • Intuitive and good at asking questions to get relevant and complete data. • Use proven methods rather than reinventing the wheel. • Their motto is, “In God we trust, all others use data.” www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  42. The“C”Factor [Emotion=Fear] Precise Perfectionist Orderly Diplomatic Accurate Meticulous “We have procedures and rules that need to be followed.” HIGH Situational Radical Independent Unconventional Fearless Uninhibited Self-willed “They’re just guidelines. Rules are made to be broken.” LOW www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  43. C Focus: GATHERING DATA www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  44. Famous High C’s Warren Buffett Tiger Woods Chris Evert Bill Gates Martha Stewart Al Gore www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  45. High C Effective Communication BSM=4 BSM=4 BSM=1 BSM=1 www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  46. High C Executive Presence www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  47. High C Breakout Activity • Break into groups of 2-4 and identify how you would handle the following situation. Be prepared to share your approach. • You have arranged to meet with the CIO of a major telecommunications firm that your company has never been able to crack into. Based on what you have heard the CIO is a high C who treats consulting companies poorly. • What do you hope to accomplish in the first meeting? • What if anything do you want to share with him? • What can you do to make a good first impression? • What must you not do? www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  48. Problem Solving Approach www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  49. Over-Extensions www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

  50. Natural Tendencies www.odysseyhps.com 2000 ODYSSEY NOT TO BE COPIED OR DUPLICATED

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