Benchmark Business Group

How DiSC® Can Help You Have Better Conversations

September 8, 2020

Imagine that you’re about to sit down with someone to have an important conversation. Perhaps you’re sitting down to get a yes from a prospect. Or, you’re sitting down with a client who is unhappy with the service they received. It might even be a conversation with an employee who isn’t performing to their job expectations.

Now imagine that going into the conversation you had a tool that allowed you to quickly assess what was important to the other person. To understand how they make decisions. To know if they value detailed information or would rather talk about big-picture concepts.

It might seem like we’re talking about magic, but there are real tools that can help you quickly improve your communication skills. One of those tools is DiSC® profiles. Often, DiSC profiles are discussed from a self-awareness point of view. They’re presented as tools to help you understand yourself. And they will. However, one of the biggest benefits of understanding a tool like DiSC is in how you can use it to influence conversations.

Great communicators understand the importance of matching communication styles.

It doesn’t matter if you need detailed information if you have a prospect that sees too much information as overwhelming. It doesn’t matter if you prefer time to think over decisions if your customer wants to make a decision now.

Because, great communicators understand that to get the best conversation out of someone, you need to understand how they approach the conversation. Sure, you need to get certain things out of the conversation, but in understanding how someone else approaches the conversation you can ensure that everyone gets what they need.

Some people can do this naturally. But, if you’re not one of those lucky few, the DiSC profile will give you the foundation you need to improve this skill. The best part is that it’s simple.

For instance, even without understanding DiSC® profiles here’s a tip that you can implement right away:

  • Think about someone that you are going to have a conversation with soon. Ask yourself, when they talk are they fast paced and assertive, or are they more moderate paced and calm? Even if you don’t know the person, within a few moments of the conversation you can start to see the patterns. Listen carefully to their tone and words. Are they rushed? Do they pause before speaking?

This tells you a lot about how they process information. If they are assertive and fast paced, you typically want to match their pace. You don’t want to pause too often or struggle to find answers. If you don’t know, tell them you’ll get back to them and move the conversation to the next steps. On the other hand, if they are more moderate paced and calm, you want to avoid overwhelming them with information. You want to match your pace to theirs. In addition, it becomes especially important to leave time for them to answer. It’s easy to rush someone and talk over them if you are uncomfortable with silence.

Now, is this common sense? Perhaps, but most people don’t take the time to identify or understand communication styles. This example is simplified for the purpose of this newsletter, but ask yourself, how often do you intentionally look at your communication style? Some of this information might seem obvious, but this is just a light example of what DiSC® can teach you. And even if it does seem obvious, implementation is often lacking. Understanding and using DiSC profiles will give you the tools to implement this into every conversation.

Interested in learning more? Call and talk to one of our business advisors today to learn more about the power of implementing DiSC profiles in your business.

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