Influencing For Business Results
Flexing Communication Styles (Using DiSC®)
Objectives
1. Reduce
misunderstandings and conflicts by viewing behaviors
positively or neutrally
2. Recognize varying behaviors by analyzing self & team perceptions
3. Influence others to sell the value of ideas, products and/or services
4. Flex four communication styles to achieve business results
Purpose
To influence, you must “sell” how the features of your idea, product and/or service benefit others. How are you adding value, providing opportunities, and satisfying needs? What interests some people may not motivate others. How are you anticipating concerns, overcoming objections, and solving problems?
Customer needs may widely vary, or even conflict. And overselling certain features may cause greater resistance. These challenges require all professionals to vary their behaviors — to “flex” a variety of communication styles — for effective business results.
Why is it difficult to communicate with certain people? Why are some people so readily open to change while others seem set in their ways? Why can’t some teams get anything done while others smoothly sail forward?
Some people impatiently interrupt with domineering points of view. Others impulsively jump to simplistic, unrealistic conclusions. Some people passively avoid conflict while quietly possessing grudges. Others insensitively criticize any idea that is not theirs, causing analysis-paralysis.
Are these “difficult people,” or are your judgments of others’ behaviors part of the problem?
People tend to view the world from a variety of differing,
often conflicting, perspectives.
The Everything DiSC For Management, Workplace or Sales, or the DiSC Classic 2 Plus or DiSC Classic 2.0, a pre-work assessment instrument used within this workshop, identifies communication
styles — behavioral tendencies or patterns of how you typically think, feel,
act, and react to various situations.
These insights will provide additional ways to work more effectively
with others to achieve individual, team, and organizational goals.
Effective communicators reduce the likelihood of misinterpreting others’ behaviors and being misunderstood by others. These leaders know themselves, recognize the demands of varying situations, and adapt strategies to achieve desired results.