Disc Selling Series Part 5 | Assessing Steadiness

We continue our series on DISC selling. Today we will talk about assessing another area of our DISC quadrant, Steadiness.

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

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: Unemotional. People who are high in the steadiness quality tend to play things fairly close to the vest while exhibiting a great deal of patience. Conversely, people who are low in this area will tend to be viewed as being quite emotional.

Biggest Fear – Loss of Security

Tone – Accommodating and neighborly. Those high in steadiness are generally great listeners

Communication Style – Keep in mind that these folks will be relationship focused but will speak at a slower pace and, depending on the topic and their relationship with you, may appear to be shy and reserved

Body Language – Stance – Always animated and with a tendency to touch others which may sometimes be viewed as being too forward

Walks – Slowly

Body Language – Comfortable, open, generally reserved smiles

Communication Clue – While you will need to establish rapport, and they are relationship focused, they are also irritated by those who attempt to secure immediate acceptance

They will decide – Slowly and will request plans for change and will respond well to minor point closes

Social Media Clues

Preferred Networks – Facebook

Profile Photo – Casual and with a reserved smile. May include family members

Likes to Post – Photos and particularly photos of family and friends

Update Length – Medium to long

Engagement Factor – Engagement can be good as long as they feel comfortable with you

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!