DISC Selling Series - Assessing Dominance - Adaptive Business Services

In part 3 of this series we discussed how you can quickly assess preferred behavior/communication styles and patterns in others. Now we will begin to dive a little deeper into each of the four quadrants of DISC starting with Dominance.

Remember that those who are high in this factor will typically be considered to be extroverts who will communicate and operate at a fast pace and will focus their attention toward managing tasks rather than nurturing relationships.

Descriptors – Note that people can be either high (above the mid-point energy line) or low (below the line) and that there are descriptors that can generally be associated with each. Also note, and particularly as we move higher up the chart, the intensity of that person’s behavior or communication style will also increase.

Emotion: Anger. This does not meet that these folks walk around mad all of the time. However, they do have a temper and if you want to see that in action … see below for their biggest fear.

Biggest Fear – Being taken advantage of

Tone – Strong, clear, confident, fast-paced

Communication Style – Direct. Not a whole lot of small talk here. They will get straight to the point and focus on the task.

Body Language – Stance – Forward leaning with hand in pocket

Walks – Fast, always going somewhere

Body Language – Gestures – A lot of hand movement when talking. Big gestures

Communication Clue – Does not want to hear about others‘opinions. They are only interested in facts.

They will decide – Quickly and will respond well to direct closes

Social Media Clues

Preferred Networks – LinkedIn & Google+. These are the more professional networks and, LinkedIn in particular, is geared toward business.

Profile Photo – Professional. Limited smile.

Likes to Post – Business or news related links

Update Length – Generally short

Engagement Factor – Will seek to engage but may not be one to return engagement overtures.

It is important to note that very rarely will we find an individual who is made up 100% of the one of the DISC quadrants. They will have a preferred style and that style can actually either be high or low. Unlike other DISC models, TTI recognizes the absence as well as the presence of these qualities and someone’s dominant style may actually be that DISC quadrant that is the furthest (above or below) point from the energy line. Furthermore, as most people will reflect two or three preferred styles, you must be prepared for style shifting. Have you ever started a conversation with a customer and thought … “This is great! We are really connecting here!” Five minutes later you find yourself wondering .. “What in the hell is going on!? We were doing so well and now I have lost them!!”. Welcome to style shifting. We will discuss this more during the adaptation stage of this series.

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Craig M. Jamieson

Managing Member at Adaptive Business Services

Craig M. Jamieson is a lifelong B2B salesperson, manager, owner, and a networking enthusiast. Adaptive Business Services provides solutions related to the sales professional. We are a Nimble CRM Solution Partner. Craig also conducts training and workshops primarily in social selling and communication skills. Craig is also the author of "The Small Business' Guide to Social CRM", now available on Amazon!