Behavioural Style

DISC and Understanding Communication Style

Despite our impressive vocabularies and access to the latest technological tools – the internet, e-mail, the telephone, faxes – to support our communications, the increasing number of failed relationships, in our work or private life, are evidence that none of us are as effective in expressing ourselves or in our understanding of other people as we would like to believe.

Behavioural Style Analysis is designed to change all that. The instrument allows us to better understand our own behavioural and communication style, as well as to identify the behavioural styles of those around us.

When we communicate effectively, we succeed

The Style Analysis Instrument helps us to identify our own communication style and learn how to adapt it to individuals who are different from us.  The instrument examines natural and adapted behaviours and the reports provide strategies to meet the diverse communication needs within teams and organisations. DISC Style Analysis has been validated in over 25 countries since its introduction in 1928, and is one of only a few behavioural assessment models with universal validation.

Style Analysis adentifies "how an individual behaves" and highlights the interaction of four factors, but strongly argues against labelling people. It has been proven that people with similar styles tend to exhibit specifically similar types of behaviour. Being made aware of this is a powerful advantage for the individual, as well as for career development professionals and prospective employers.

Behavioural Training is the key to enabling better communication between people.  As we begin to appreciate our behavioural similarities and differences, we lay aside former "right" and "wrong" labels.  Individuals can perform according to their strengths, increasing productivity and improving interpersonal relationships.

Behavioural profiling helps people win and achieve a greater degree of success in life and work.

"Achievers throughout history have had one thing in common.

They knew themselves."

Achievers don't underestimate what they can do. They don't sell themselves short. They know their own limitations, and by realising their potential weaknesses, are able to develop plans to overcome their shortcomings and take full advantage of their strengths.

Being able to "read" the behavioural design of another person is a powerful aid in helping us to effectively work with them. We will be able to understand their individual motivation and behavioural preferences in order to effectively communicate with them. Once a person is aware of their personal style, they can focus on their strengths and realise the personal strengths of others around them. Teamwork improves with understanding how and why people react and interact as they do.

Behavioural style and Selling

It’s impossible to sell anything without first creating a relationship. Selling, at its core, comes down to relating to others, understanding their needs and communicating with them efficiently. The salesperson who does a good job relating with others is the one who makes the sale.

The fact that people have different communication styles often slows down the relationship building process. To improve our communication effectiveness we need to know and adjust our own behaviour to the different style of those around us.

With TTI's DISC behavioural assessment tools, salespeople can learn to identify their own and others' behaviour styles to improve their communication and their selling technique.  Once a salesperson has identified the behavioural style of their prospect, they can then modify or adapt their presentation – body language, tone of voice, specific word choice, sales strategy – to be compatible with the customer.