In my consulting business (http://www.discwizardonline.com) I utilize a behavioral tool called DISC. It breaks behavior down into four types – Dominance, Influence, Steadiness and Compliance. People have a combination of all four types in the behavioral style but usually one or two are predominant.
The next time you’re in a Starbucks or your local coffee shop and can casually observe people (No staring! You don’t want to be thrown out.), check out people’s body language, tone of voice, and drink choices and see if you can determine their DISC style.
High Dominant people tend to be powerful and bold in how they move. Extroverted but task oriented, they do everything quickly and focused on getting the job done. Ordering coffee? They’re going to be direct and succinct. No fluffy, frilly drinks for them – most likely black coffee. They will put their change in the tip jar – mostly because they don’t want it jingling in their pockets. They may buy The Wall Street Journal and will browse it while waiting for their order. Unless they are meeting someone there, don’t expect them to stick around. They’ve got things to do!
High Influence people love coffee shops! It’s the perfect place to socialize. They are expressive and open with their body language. They smile and their eyes twinkle. They will talk and joke with the barista and people in line! They’ll put all their change (dollars and cents) in the tip jar plus a little extra. Their drinks tend to be complicated and highly involved e.g. tall, light, double espresso, caramel macchiato, light whip, extra hot. If they are by themselves, they will read their horoscope as they wait for their drink if they haven’t already befriended the person who is also waiting for their drink.
High Steadiness people are very mild mannered. No bold gestures or movements. They tend to dress very simply – nothing too flashy. They wait quietly in line and when it’s their turn, they’ll order their coffee with cream and sugar or a latte – nothing too complicated. If their order is wrong, they’ll drink it anyway. They may sit quietly with a good book or the newspaper. They won’t make direct eye contact with strangers although if they do inadvertently, they will smile shyly and look away.
High Compliant people tend to be constricted with their body language. They dress conservatively and may come across aloof and cool. They may ask a few questions to make sure they get exactly what they want. Their change will be carefully tucked back in their wallet after being counted for accuracy. When waiting for their drink, they’ll be watching the barista to be sure it’s made right. And if it’s wrong – although they are generally introverted – they will speak up!
So did you recognize yourself in these descriptions? You may be a combination of two or more of the styles. If you want to learn more about the DISC styles and how you can use this insight into human behavior to increase your ability to influence others, see the product below.
