Picture this: you’re in a meeting with your coworkers or staff. The goal is to come up with ways to attract new patients. One gal strongly states, “Listen! We’ve got to have more carrots to entice them to come in!” Another guy responds, “Perhaps if we up’d our FaceBook time and built strong relationships with our current patients, then we could give them prizes for inviting their friends! That would be FUN!”
Communication is fascinating! The more we can learn, the better our skill and understanding. The last two weeks, we have talked about how the best communication is like a tennis game as well as the importance of talking WITH someone as opposed to talking TO them. To access these blogposts, just click here.
This week, we will focus on another extremely useful communication insight we can discover by using the DISC System. But to fully understand it, please know there are only four DISC Styles. Everyone is a combination of these four, to different degrees of strength. Most people have at least two strongest styles, some people have three, and a small percentage have just one.
We will get into much more detail and application in future blogposts, but for now, just think of someone (maybe it’s you) who:
- D – Has to TAKE CHARGE
- I – Always ADDS FUN
- S – Is so very PATIENT
- C – Loves the DETAILS
To expand on these descriptions:
- D-Style: Takes charge, gets things done, is decisive and authoritative
- I-Style: Is enthusiastic, outgoing, positive and persuasive
- S-Style: Is steady, dependable, cooperative and patient
- C-Style: Likes procedures, is systematic, precise and conscientious
So as we listen to people talk, here is another valuable insight we can gain (special thanks to PDP Global for sharing this):
***If their D-Style is stronger than their I-Style, they will tend to be a “Direct Teller” – using more direct language, more forceful communication, often more imperative sentences (like “Get me the file”) which can come across as bossy. The first example of the gal in the staff meeting above is a Direct Teller.
***If their I-Style is stronger than their D-Style, they will tend to be a “Persuasive Seller” – using more persuasive language, more enthusiastic communication and tend to come across as “sales-y”, sounding like they are trying to talk you into something, as in the second example of the guy’s idea to increase FaceBook time and offer prizes.
This week, I want to encourage you to notice if someone tends toward being a “Direct Teller” or a “Persuasive Seller” – one more useful tool in developing excellent communication skills.
QUESTION: Do you think it can be of value to understand if someone is a Direct Teller or a Persuasive Seller? I’d love to hear your thoughts and observations. Please share in the comment section below.
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