Key to Success: Understanding Yourself

1

1
2
Key to SuccessUnderstanding Yourself

• Achievers throughout history have had one thing
  in commonthey know themselves.
• Achievers dont underestimate what they can do.
  They dont sell themselves short.
• They know their own limitations and, by realizing
  their weaknesses, are able to develop plans to
  overcome their shortcomings and take full
  advantage of their strengths.

3
Success in the knowledge economy comes to those
who know themselves,their strengths, their
values, and how they best perform.
ref. Peter
Drucker
Our old strengths offer little protection
against the new world. ref.
Joel Barker

4
Power Points of Human Behavior

• You cannot motivate another person you can only
  create an environment in which people become
  self-motivated.
• All people are motivated, and they do things for
  their own reasons, not yours. Thus, the
  challenge is not motivation, it's LEADERSHIP.
• An individual's strengths over-extended are
  frequently the biggest source of limitation.

5
Power Points of Human Behavior

• If I understand me better than you understand
  you, then I can control the communications
  between us.
• If I understand me and you better than you
  understand yourself, then I can predict and
  control how you will respond.

6
Behavioral Power Points

1. DISC is the doorway to communication. The
   uniqueness of each person extends far beyond the
   DISC model. Therefore, behavioral models should
   NOT be referred to as personality tests.
2. The use of a behavioral model is to create
   win/win relationships, not in any way to
   manipulate pigeonhole or label a person.
3. Every person has the potential to be a winner. We
   all win in different ways. One behavioral design
   is NOT a better leader than another.
4. Your behavioral design is the combination of the
   Highs and Lows of all four factors. (DISC)
5. Every person has the ability and can adapt to any
   profile. Adapting does require increased energy.
   How long a person can adapt is unique and
   different to each person. The DISC model
   identifies for you, your natural tendencies and
   gives you the knowledge to CONSCIOUSLY adapt as
   the situation requires.

7
4 Dimensions of Normal Behavior
Behavioral Profile (DISC)

• Dominance (D Factor) - How you handle problems
  and challenges
• Influence (I Factor) - How you handle people
  and influence others
• Steadiness (S Factor) - How you handle change
  and pace yourself
• Compliance (C Factor) - How you handle rules
  and procedures set by others

8
BEHAVIORS EMOTIONS
WHAT
WHY
HOW
9
DISC Measures Observable Behavior Emotions
The how of your life How you walk, talk,
shop, drive and play. It is the language of
people watching.
You can read and know all four factors of a
persons behavioral design just through observing
or listening.

10
READING THE GRAPHS
GRAPH I
GRAPH II

• What Others Expect
• Your Mask or Game Face
• Adapted Style
• Reaction to Present Circumstances
• Conscious Behavior
• Most Changeable
• Battery Pak
• What you are like most of the time

• Response To Pressure
• Your Gut Reaction
• Natural Style
• Reaction Based on Past Experiences
• Unconscious Behavior
• Least Changeable
• Plugged In
• What you are like when you can be you OR
  when you are under stress pressure or fatigue.

11
General CharacteristicsDominance
D
DOMINANCE

12
General CharacteristicsInfluence

13
General CharacteristicsSteadiness
S
STEADINESS
DESCRIPTORS Amiable Friendly Good
Listener Patient Relaxed Sincere Stable Steady Tea
m Player Understanding

14
General CharacteristicsCompliance
C
Compliance
DESCRIPTORS Accurate Analytical Conscientious Co
urteous Diplomatic Fact-finder High
Standards Mature Patient Precise

15
The Question of Balance
At Best (Good News)
At Worst (Bad News)

• Egotistical resists criticism
• Never slows down
• Changes without planning
• Fear losing being taken advantage of
• Impatient listener
• Sometimes move too fast

• D Dominance Directness
• High ego strength
• Gets things done quickly
• Seeks change
• Want to win
• Wants direct answers
• Can move/act fast

• Has difficulty staying focused
• Can talk too much about themselves
• Can be very disorganized
• Fears not being liked/easily led
• Pollyanna out of touch
• Verbose

• I Inducement Influencing
• People-oriented
• Open-willing to share feeling
• Doesnt need to be neat
• Wants to be liked
• Optimistic
• Verbal

• Holds on too long/can be stuck
• Martyr/takes on others problems
• Sometimes lacks creativity
• Afraid to take risks
• Procrastinates - paralysis

• S Submission Steadiness
• Loyal predictable
• Family and group oriented
• Very well organized
• Created stability safety
• Makes changes carefully

• Perfectionist/never satisfied
• Overly sensitive
• Nit-picky/efficient not effective
• Fears criticism of work
• Self-questioning

• C Compliance Competence
• Follows rules/expectations
• Watches people carefully
• Motivated to be accurate
• Values work
• Asks careful, thoughtful, questions

Most weaknesses are often our strengths overused
John Geier

16
Needs-Driven Behavior of DISC
High need to follow rules and policies
High need for control
High need to Verbalize ideas
High need to accommodate

17
SUCCESS INSIGHTS WHEEL
EMOTIONS ON THE WHEEL
BLUE Emotion Fear Fear Criticism of Work
RED Emotion Anger Fear Being Taken Advantage of
GREEN Emotion Non-Emotional Fear Loss of
Security
YELLOW Emotion Optimism Fear Social Rejection

18
SUCCESS INSIGHTS WHEEL
Creative Slow Start / Fast Finish Vacillating Temp
eramental
Competitive Confrontational Direct Results-Oriente
d Sense of Urgency Change Agent
Precise Accurate Concern for Quality Critical
Listener Non-Verbal Communicator Attention to
Detail
A
Product-Oriented Slow to Change Self-Disciplined P
essimistic
Process-Oriented Quick to Change Independent Optim
istic
N
Accommodating Dislikes Confrontation Persistent Co
ntrols Emotion Adaptable Good Listener
High Trust Level Not Fearful of
Change Contactability Rather Talk than
Listen Verbal Skills Projects Self-Confidence
Good Supporter Team Player Persistent Cooperative
Sensitive to Others Feelings
N Natural A Adapted

19
SUCCESS INSIGHTS WHEEL
Creative Slow Start / Fast Finish Vacillating Temp
eramental
Competitive Confrontational Direct Results-Oriente
d Sense of Urgency Change Agent
Precise Accurate Concern for Quality Critical
Listener Non-Verbal Communicator Attention to
Detail
A
Product-Oriented Slow to Change Self-Disciplined P
essimistic
Process-Oriented Quick to Change Independent Optim
istic
B
High Trust Level Not Fearful of
Change Contactability Rather Talk than
Listen Verbal Skills Projects Self-Confidence
Accommodating Dislikes Confrontation Persistent Co
ntrols Emotion Adaptable Good Listener
Good Supporter Team Player Persistent Cooperative
Sensitive to Others Feelings
A Person A B Person B

20
SUCCESS INSIGHTS WHEEL
WORDS THAT DONT WORK
Feeling Perception Your Opinion
Clever Educated Guess Experimental
Frequent Interruptions Follow Directions In My
Opinion
A
New Revolutionary Cutting Edge
Standardized Structured Uniform
B
Theoretical The Same for Everyone Sophisticated Re
quires Study
Substantial Change Innovative Play to Win
Complex Abstract Override the People
A Person A B Person B

21
People Reading Process
Task Oriented Cool/Distant Precise About Use of
Time Thinking Creative
Fast Acting High Risk Direct Extroverted Task
Through People Logical
Slow Acting Low Risk Introverted Inquires Sensing
Logical
People Oriented Warm/Close Imprecise About Use of
Time Feelings

22
SUCCESS INSIGHTS WHEEL
VALUE TO THE TEAM
Thinking and Implementing Creative Ideas
Connecting the Plan
Getting Results
Implementing and Fine-Tuning the Plan
Getting Results Through People
Implementing the Plan
Promoting Ideas
Promoting and Implementing Ideas

23
SUCCESS INSIGHTS WHEEL
RECOGNIZING OTHERS
Tone of Voice Strong, clear, confident,
fast-paced
Tone of Voice Monotone, precise, cool aloof
Volume Quiet volume, deliberate
Volume Loudest, forceful
Body Language Very few, if any hand gestures,
direct eye contact, controlled
Body Language Uses direct eye contact,
points finger, leans towards you
Tone of Voice Low voice tone,
warm detail-oriented
Tone of Voice Animated, friendly,
rambling explanations
Volume Soft volume, methodical
Volume Fairly loud, casual
Body Language Small hand gestures,
relaxed, non-emotional
Body Language Smiles a lot, uses
expressive gestures

24
SUCCESS INSIGHTS WHEEL
Voice Slow pace Competent
Voice Rapid pace Limit emotion
UNDERSTANDING OTHERS
Dos for Communicating Expect them to want a
lot of information Do respond logically
Dos for Communicating Expect them to be
blunt Be quick
Donts for Communicating Dont be too personal
or informal Dont get too close to them Dont be
disorganized
Donts for Communicating Dont ramble or
chitchat Dont waste time Dont offer assurances
you cant deliver
Voice Slower pace Warm
Voice Rapid pace Friendly
Dos for Communicating Expect them to be calm
and methodical Do listen attentively
Dos for Communicating Expect them to show
emotions Be empathetic
Donts for Communicating Dont force a quick
response Dont interrupt them Dont mistake their
willingness to go along for satisfaction
Donts for Communicating Dont be cur or
cold Dont be too businesslike Dont be
impersonal or talk down to them

25
SUCCESS INSIGHTS WHEEL
APPRECIATING THE DIFFERENCES OF OTHERS
Natural systems developers
Ability to make decisions quickly
Good quality control people
Willingness to state unpopular positions
Willingness to dig for information
Risk Taking
Natural optimism
Tenacity for order
Trusting of others
Natural ability to organize tasks
Ability to make others feel welcomed or included
Record-keeping skills

26
Its not what style you are its what you do
with what you are.
Bill J. Bonnstetter

27
Adapting Your Style
When communicating with one of the other four
styles, check for the signals they are giving you
to adapt your style of communication.
D Style
Look at their watch Leaning back in their
chair Challenging or disagreeing with you
I Style
Looking around the office or room Skepticism Negat
ivity
S Style
Asking you to repeat the information Trying to
gently end the meeting
C Style
Evasiveness Almost no verbal communication Difficu
lt questions so you will end the meeting

28
SUCCESS INSIGHTS WHEEL
Body Language Keep your distance Firm
posture Direct eye contact No gestures
Body Language Keep your distance Strong
handshake Direct eye contact Controlled
gestures Lean forward
ADAPTING YOUR STYLE FOR DYNAMIC COMMUNICATION
Tone of Voice Controlled Direct Thoughtful Littl
e modulation
Tone of Voice Strong Clear, loud Confident Direc
t
Pace (Speech Action) Slow-Methodical
Pace (Speech Action) Fast-Abrupt
Word and Content Here are the facts No Risks,
Proven, Analysis, Guarantees
Word and Content Win, Lead the field,
Results, Now, New, Challenge
Body Language Get close Use touch Relaxed ,
humor Friendly eye contact Expressive gestures
Body Language Relaxed Methodical Lean
Back Friendly eye contact Small gestures
Tone of Voice Enthusiastic High and low
modulation Friendly Energized
Tone of Voice Warm Soft Steady Low Volume
Pace (Speech Action) Fast-Skip around
Pace (Speech Action) Slow-Logical
Word and Content Fun, I feel,
Sociable, Will make you look good, Exciting
Word and Content Step-by-step, Help me out,
Guarantee, Promise, Think about it

29
TO COMMUNICATE WITHHIGH D DOMINANT

• Be clear, specific, brief, and to the point.
• Stick to business. Come prepared with all
  requirements, objectives, support material in a
  well-organized package.
• Present your facts logically and concisely.
• Ask specific (preferably what) questions.
• Provide key alternatives to help them make
  decisions.
• Provide facts and figures about the probability
  of success and effectiveness of success.
• If you disagree, take issue with the facts, not
  the person
• After talking business depart graciously.

30
Effective people dont just do things
differently they do different things.
Stephen Covey