Communicate for Success!

By: Donnie Purto

August 12, 2024

When it comes to selling or coaching, one core skill reigns supreme: communication. But communication isn’t just about exchanging words; it's about understanding and connecting with others in a way that resonates with them. A powerful tool to enhance this connection is the DISC communication model, which helps you tailor your approach based on the pace and priorities of your audience.

The Power of DISC Communication

The DISC model divides communication styles into four main types:

1. Dominance (D): Fast-paced and results-oriented.

2. Influence (I): Fast-paced and people-oriented.

3. Steadiness (S): Slow-paced and people-oriented.

4. Conscientiousness (C): Slow-paced and data-oriented.

Understanding where someone falls within this model can dramatically improve your communication effectiveness.

Observing Pace and Priorities

Two key aspects to observe are pace and priorities.

- Pace: Are they fast-paced or slow-paced in their communication? Fast-paced communicators often value efficiency and directness, while slow-paced communicators may prioritize thoroughness and a thoughtful approach.

- Priorities: Is their focus on people or data? People-oriented communicators thrive on relationships and emotional connections, whereas data-oriented communicators prioritize facts, figures, and accuracy.

Applying DISC to Your Communication Strategy

1. Identify Your Own Style: Start by understanding your own DISC style. Are you more dominant and results-focused, or perhaps conscientious and data-driven? This self-awareness is crucial for adapting your communication approach.

2. Observe and Adapt: Pay attention to how your customer, prospect, or team member communicates. Are they quick and assertive, or more deliberate and reflective? Do they focus on the human element or on the specifics of the data? These observations will guide you in adjusting your style to meet theirs.

3. Tailor Your Approach:

   - For Fast-Paced Communicators (D and I): Be concise and action-oriented. Get to the point quickly and emphasize results and benefits. They appreciate a dynamic and energetic approach.

   - For Slow-Paced Communicators (S and C): Provide detailed information and take your time. Be patient and thorough, addressing their need for accuracy and relationship-building. They value stability and thoughtful consideration.

4. Communicate with Empathy: Use your understanding of their style to frame your message in a way that aligns with their preferences. This means showing empathy towards their priorities, whether it’s focusing on how a decision affects people or presenting clear, data-driven insights.

5. Adjust as Needed: Communication is not static. Be prepared to adjust your style as you gather more information about the other person’s preferences and as the conversation evolves.

Conclusion

Mastering the art of communication through the DISC model can be a game-changer in your sales and coaching efforts. By understanding your own communication style and recognizing the styles of those you interact with, you can craft messages that resonate more deeply, foster better relationships, and drive more successful outcomes. Remember, effective communication isn’t just about talking; it’s about connecting on a level that aligns with the needs and preferences of your audience.