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Welcome to:
Strange ways people communicate and what to do about it
http://www.techcityuk.com/technation/
@TechCityUK
Human software
Strange ways people
communicate
and what to do about it
Sandler Training is a proud sponsor of
SyncNorwich& SyncTheCity
Ermine AmiesManaging Director, Sandler
Training
@Sandler_Ermine
In-house sales and management training,
Presidents’ Club & recruitment assessments
Ermine Amies
@Sandler_Ermine
Teach what you learn to someone you work with tomorrow
and to someone you love over the weekend
UNDERSTANDING HUMANS HARDWARE? SOFTWARE?
Figure out what programmes people run
• Why the Golden Rule is just plain wrong• How people are wired - human behavioural styles • Who you are and how others perceive you • Play detective and work out how to understand the
mysterious ways of others • Flex your approach – be more successful and
communicate better with less stress
Exchange and observe
What are you good at doing at work?What do you want out of today?Who would play you in the film or TV series of your life?
And notice:• What your partner talks about• How they say it – type of words• Body language• Tonality• And more clues…..
Communication styles
•Increase your influence and success• Teach it/Use it in your work•Teach it to someone at home
Communication styles Increase your influence and success
• Learn about the four main human behavioural styles • Who you are and how others perceive you • How to read other people and better understand
them • How to adjust your communication style to achieve
your sales and much much more
DominantD-style
InteractiveI-style
SupportiveS-style
ConscientiousC-style
The Extended DISC® ModelTask-orientation
People-orientation
Reserved Active
C-style D-style
S-style I-style
Extended DISC® DiamondC D
S I
Distance
Logic
HelpfulnessFriendliness
ResultsChange
Influence
Activity
PeoplePositivene
ss
FactsCorrectnes
s
PrecisenessStandards
Thoroughness
Patience
Playing detective:know what you are looking for
Step 1: Understanding the DISC-Styles
D-Style• Decisive, tough• Strong-willed• Competitive, demanding• Independent, self-centered
• Under pressure - lack of concern• Fear - loss of control
“I never worry about action, but only inaction.”
- Winston Churchill
I-Style• Sociable• Talkative, open• Enthusiastic• Energetic• Persuasive
• Under pressure – disorganised• Fear - social rejection
“Whoever is happy will make others happy too. ”
- Ann Frank
S-Style• Calm, steady• Careful, patient• Family-oriented• Good listener • Modest• Trustworthy
• Under pressure - too willing• Fear - loss of stability
“Nothing in this world can take the place of persistence. Talent will not; nothing is more common than unsuccessful people with talent. Genius will not; unrewarded genius is almost a proverb.”
- Calvin Coolidge
C-Style
• Precise• Follows rules• Logical, careful• Formal, disciplined
• Under pressure - overly critical• Fear - criticism of work
“I have no special talent. I am only passionately curious.”
- Albert Einstein
Playing detective: start with yourself!
Step 2: Identifying Your Own Style
D I S C or a mix?
Playing detective: look for clues Step 3:
How to Identify their Styles
One: OBSERVE
• What the person talks about• How they say it – type of words• Body language• Tonality• And more clues…..
Two: ASSESSTask-orientation
People-orientation
Reserved Active
C D
S I
Two: ASSESSC D
S I
Distance
Logic
HelpfulnessFriendliness
ResultsChange
Influence
Activity
PeoplePositivene
ss
FactsCorrectnes
s
PrecisenessStandards
Thoroughness
Patience
Figure it out!
•So now you think about the person you shared objectives for the seminar with
What style(s) did you notice?
Get flexible ! Step 4:
Adjusting Your Communication Style
Here’s why!
People like to do business with people they feel understand them.
People like people that are like them.
Communicate using the other person’s DISC style and improve your communication and
results.
Try out a Communication Strategy •What’s your Style?
• Think of someone specific
• Are they • Active or Reserved?• Task-oriented or People-oriented?
Do they talk about:
Owl - C• Facts, analyses, details,
rules, instructions
Dove – S• Agreements, principles,
past, proofs, one’s team
Eagle - D• Goals, oneself, hard
values, results, change
Parrots – I • People, team spirit,
good things, future, oneself
DominantD-style
InteractiveI-style
SupportiveS-style
ConscientiousC-style
Plan your communication strategyTop 3 “Dos”: (Examples: Be more direct. Talk less.) 1. 2. 3. My Top “Don’ts”: (Examples: Provide lots of details. Move quickly.) 4. 5. 6.
Extended DISC® DiamondC D
S I
Distance
Logic
HelpfulnessFriendliness
ResultsChange
Influence
Activity
PeoplePositivene
ss
FactsCorrectnes
s
PrecisenessStandards
Thoroughness
Patience
Increase your influence and success in 2015 • Lessons learnt• Start doing?• Stop doing?
• Teach DISC & the birds to someone - work & home
• Referrals: • Do you or someone you know want a DISC workshop with
reports in your company? • Speakers for an association or professional institute?
Request Information:•Copy of the slides•Handy guide on how to work with other styles•Newsletter on business development, sales and hiring
Winning ticket
Question or Information?Speaker?
Y/N TIO
THE GOLDEN TICKETS
Referrals:
• Someone who wants to do a workshop on DISC• MD of a successful company ambitious for
growth• Speakers for your company or industry
association• Company recruiting staff at all levels• Company committed to staff development
Want more Sandler? • 25 Feb: Master Class – Stop Accepting Mediocrity from your Sales Team• 25 Feb: CIPR Make your Account Management Rock • 27 Feb: Hethel Innovation Centre – Extended DISC workshop
for Entrepreneurs & Start-Ups• 3 March Norfolk Chamber of Commerce Meet the Buyer Special
Be better at Pitching• 12 March: Sandler Foundations of Selling – 8 weekly sessions• 25 March: Selling for Professional Services• 25 March: Recruiting A Player Sales People and Managers• 27 March: Association Congress Chief Executives Forum - London• 22 April: Sales Master Class• 22 April: Business Development Workshop (includes Extended DISC) Plus online webinars, audio, books, self assessment quizzes, Recruitment Hiring Xrays and Assessments for Managers, Sales People and Teams
Thurs 19th March – Techstars Experience19th to 21st Nov – Sync the City 2015
Fri 27th Feb– NorDevCon
Thurs 12th March – Crowdfunding success stories - talkie
Events Coming Soon……
