Extended DISC – Extending People

Posts tagged ‘behaviour’

DISCovering: LEAVING VOICEMAILS AND SENDING EMAILS

For  DISC Styles

1: Dominance High “D” Style
Leaving Voicemails for Dominant Styles

  • Give your phone number at beginning and end
  • Articulate clearly at a quicker rate of speech
  • Tell them exactly why you are calling
  •  Tell them exactly what you want them to do
  • Let them know what to expect with next step

Sending e-mails to Dominant Styles

Robert,

I know you’re constantly looking for ways to increase efficiencies, leverage technology to your advantage and gain a competitive advantage over your competition.
Click here to read a hard-hitting article that teaches how to leverage high-tech to create high-touch client relationships.

Success all ways,
Scott Zimmerman
The Cyrano Group

2: Influence High “I” Style 
Leaving Voicemails for Interactive Styles

  • Use a warm, expressive tone of voice
  • Give the impression that you are upbeat
  • Suggest a meeting where you can share ideas
  • If appropriate, give them your “private” number
  • Let them know the first meeting is exploratory

Sending e-mails to Interactive Styles

Dear Bob,

I know you’re big into sending out info that increases your top-of-mind awareness with your clients, prospects and colleagues. That’s what makes you so successful!
Check out this cool article that teaches how to leverage high-tech to stay in meaningful contact with hundreds of people.
Let me know what you think!

Best,
Scott

3: Steadiness High “S” Style
Leaving Voicemails for Steady Styles

  • Lean back in your chair and relax
  • Smile as you speak warmly at a measured rate
  • Sound personable; yet still professional
  • If possible, tell them who referred you
  • Thank them in advance for returning your call

Sending e-mails to Steady Styles

Dear Robert,

I know you care deeply about keeping your clients, helping others and staying in contact with all your prospects.
I just found this article that teaches how to leverage high-tech to create high-touch client relationships and I wanted you to have the information, too.
Feel free to call me if you want to DISCuss this personally.

Warmly,
Scott

4: Conscientious High “C” Style
Leaving Voicemails for Compliant Styles

  • Articulate clearly at a steady rate of speech
  • Remain cool, calm and professional
  • Tell them exactly why you are calling
  • Tell them exactly what you want them to do
  • Let them know what to expect with next step

Sending e-mails to Compliant Styles

Robert,

I just read a very informative article about how smart salespeople are systematising every aspect of their client/prospect communication activities.
You may click here to read an article that teaches how to leverage high-tech to automate high-touch campaigns.
Toward your marketing success,

Scott Zimmerman
Managing Partner of TheCyranoGroup.com

 

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How to Communicate “in style” with DISC Styles

Now that we can identify the DISC styles, let’s have a look at how each styles’ communication preferences.

When preparing to engage with a “D” Style, plan to:

• Be direct
• Provide alternatives
• Ensure he/she wins
• Disagree only on facts
• Enjoy the battle
• Do not be emotional
• Do not dominate
• Act quickly, he/she decides fast
• Do not “walk over” him/her

When preparing to engage with the friendly “I” Style, be prepared to:
• Be a friend, do not ignore them
• Schedule time for chatting
• Have fun and act silly
• Let him/her speak
• Give recognition
• Speak about people and feelings
• Remember to follow up
• Move closer

Engaging with the caring “S” Style is easy when you:
• Slow down your presentation
• Build trust
• Focus on people
• Provide the information they need
• Present issues logically and in sequence
• Secure commitment piece by piece
• Be sincere, do not dominate

With the more reserved and sometimes serious “C” styles
• Provide facts
• Do not touch
• Be patient, slow down
• Give plenty of detailed information
• Control your own activity
• Do not talk about personal issues
• Do not pressure
• Focus on issues

Of course it helps if you know your own style and communication preferences, but anyone can make these adaptations to ensure their message is received and easily processed by each of the different styles.

Cheers,
Sharon
DISC Personality