Do you REALLY communicate with Customers?
Written on the 22 July 2014 by Clyde Colson, Extended DISC Australasia
We all face situations daily when our typical approach – or style - that often works well, just does not achieve the results we are aiming for. Our approach makes perfect sense to us, but the others do not appear to “get it”. We may try different approaches, but the process is hit or miss. It is frustrating and unproductive. What causes all these problems?
What is a Personal Assessment System?
There are a raft of systems promoted in Australia and New Zealand and many of these are based on the DISC theory which was developed in the 1920s by Carl Jung. Jung described people based on four characteristics: Dominance (D), Intuition (I), Steadiness (S) and Compliance (C).
Do you truly understand yourself?
We have all made ourselves what we are. Carl G Jung said “your personality is earned - you have not received it as a gift”. Already in our childhood our parents, relatives and friends have “done their best” to help us form our personalities. We have, however, psychologically made all the decisions concerning the formation of our personalities by ourselves. Most of these decisions have been made in our subconscious mind without us actually ever realising it. This is the reason why we are not always aware of the whole potential of our personality.
How do I determine my natural behavioral style?
An Extended DISC Personal Analysis Report is based on a questionnaire, which is completed in around ten minutes. The answers are computer analysed and a personal profile report of up to 50 plus pages is produced within minutes. There are several methods of obtaining the report but perhaps the most popular method is for the questionnaire to be completed on-line, submitted to the server and the resulting report e-mailed back in PDF format within ten minutes. (This is very useful in recruitment as the report is available to discuss with the candidate at the initial interview).
The report explains in a clear, concise, and easy to read format with text and graphics the natural behavioral style of the person completing the questionnaire. An important and unique feature of the Extended DISC Personal Analysis Report is that it is based on the unconscious and allows the comparison of a person’s conscious behavioral style to a person’s unconscious behavioral style.
How does this help me understand others?
Because Extended DISC identifies the behavioral style that takes the least energy and effort, requires the least concentration, and is the most pleasant for you, it illustrates the mode that you normally use to react and is most frequently exhibit outwardly in your behavior. Armed with this knowledge, you can modify your behavior to fit the needs of a particular situation or individual(s).
The Extended DISC Personal Analysis Report uses key words to describe different behavioral styles and helps you understand why some people are more difficult for you to communicate with than others. It also explains how to identify different behavioral traits in other individuals and how we should address and respond to them once we know their natural behavioral style.
Effective communication is a fundamental requirement in selling, be it a product or yourself. Generally speaking, a person will buy from you because they feel comfortable with you. If you cannot demonstrate that you understand them and adjust to their way of doing things, you have an uphill battle in convincing them that they should deal with you.
How do I get my own Extended DISC Report?
Author: Clyde Colson, Extended DISC Australasia