Sync Norwich Sandler Training Ermine Amies Human Software - Communications Extended DISC at Norwich...

Welcome to:

Strange ways people communicate and what to do about it

http://www.techcityuk.com/technation/

@TechCityUK

Human software

Strange ways people

communicate

and what to do about it

Sandler Training is a proud sponsor of

SyncNorwich& SyncTheCity

Ermine AmiesManaging Director, Sandler

Training

@Sandler_Ermine

In-house sales and management training,

Presidents’ Club & recruitment assessments

Ermine Amies

@Sandler_Ermine

Teach what you learn to someone you work with tomorrow

and to someone you love over the weekend

UNDERSTANDING HUMANS HARDWARE? SOFTWARE?

Figure out what programmes people run

• Why the Golden Rule is just plain wrong• How people are wired - human behavioural styles • Who you are and how others perceive you • Play detective and work out how to understand the

mysterious ways of others • Flex your approach – be more successful and

communicate better with less stress

Exchange and observe

What are you good at doing at work?What do you want out of today?Who would play you in the film or TV series of your life?

And notice:• What your partner talks about• How they say it – type of words• Body language• Tonality• And more clues…..

Communication styles

•Increase your influence and success• Teach it/Use it in your work•Teach it to someone at home

Communication styles Increase your influence and success

• Learn about the four main human behavioural styles • Who you are and how others perceive you • How to read other people and better understand

them • How to adjust your communication style to achieve

your sales and much much more

DominantD-style

InteractiveI-style

SupportiveS-style

ConscientiousC-style

The Extended DISC® ModelTask-orientation

People-orientation

Reserved Active

C-style D-style

S-style I-style

Extended DISC® DiamondC D

S I

Distance

Logic

HelpfulnessFriendliness

ResultsChange

Influence

Activity

PeoplePositivene

ss

FactsCorrectnes

s

PrecisenessStandards

Thoroughness

Patience

Playing detective:know what you are looking for

Step 1: Understanding the DISC-Styles

D-Style• Decisive, tough• Strong-willed• Competitive, demanding• Independent, self-centered

• Under pressure - lack of concern• Fear - loss of control

“I never worry about action, but only inaction.”

- Winston Churchill

I-Style• Sociable• Talkative, open• Enthusiastic• Energetic• Persuasive

• Under pressure – disorganised• Fear - social rejection

“Whoever is happy will make others happy too. ”

- Ann Frank

S-Style• Calm, steady• Careful, patient• Family-oriented• Good listener • Modest• Trustworthy

• Under pressure - too willing• Fear - loss of stability

“Nothing in this world can take the place of persistence. Talent will not; nothing is more common than unsuccessful people with talent. Genius will not; unrewarded genius is almost a proverb.”

- Calvin Coolidge

C-Style

• Precise• Follows rules• Logical, careful• Formal, disciplined

• Under pressure - overly critical• Fear - criticism of work

“I have no special talent. I am only passionately curious.”

- Albert Einstein

Playing detective: start with yourself!

Step 2: Identifying Your Own Style

D I S C or a mix?

Playing detective: look for clues Step 3:

How to Identify their Styles

One: OBSERVE

• What the person talks about• How they say it – type of words• Body language• Tonality• And more clues…..

Two: ASSESSTask-orientation

People-orientation

Reserved Active

C D

S I

Two: ASSESSC D

S I

Distance

Logic

HelpfulnessFriendliness

ResultsChange

Influence

Activity

PeoplePositivene

ss

FactsCorrectnes

s

PrecisenessStandards

Thoroughness

Patience

Figure it out!

•So now you think about the person you shared objectives for the seminar with

What style(s) did you notice?

Get flexible ! Step 4:

Adjusting Your Communication Style

Here’s why!

People like to do business with people they feel understand them.

People like people that are like them.

Communicate using the other person’s DISC style and improve your communication and

results.

Try out a Communication Strategy •What’s your Style?

• Think of someone specific

• Are they • Active or Reserved?• Task-oriented or People-oriented?

Do they talk about:

Owl - C• Facts, analyses, details,

rules, instructions

Dove – S• Agreements, principles,

past, proofs, one’s team

Eagle - D• Goals, oneself, hard

values, results, change

Parrots – I • People, team spirit,

good things, future, oneself

DominantD-style

InteractiveI-style

SupportiveS-style

ConscientiousC-style

Plan your communication strategyTop 3 “Dos”: (Examples: Be more direct. Talk less.) 1. 2. 3. My Top “Don’ts”: (Examples: Provide lots of details. Move quickly.) 4. 5. 6.

Extended DISC® DiamondC D

S I

Distance

Logic

HelpfulnessFriendliness

ResultsChange

Influence

Activity

PeoplePositivene

ss

FactsCorrectnes

s

PrecisenessStandards

Thoroughness

Patience

Increase your influence and success in 2015 • Lessons learnt• Start doing?• Stop doing?

• Teach DISC & the birds to someone - work & home

• Referrals: • Do you or someone you know want a DISC workshop with

reports in your company? • Speakers for an association or professional institute?

Request Information:•Copy of the slides•Handy guide on how to work with other styles•Newsletter on business development, sales and hiring

Winning ticket

Question or Information?Speaker?

Y/N TIO

THE GOLDEN TICKETS

Referrals:

• Someone who wants to do a workshop on DISC• MD of a successful company ambitious for

growth• Speakers for your company or industry

association• Company recruiting staff at all levels• Company committed to staff development

Want more Sandler? • 25 Feb: Master Class – Stop Accepting Mediocrity from your Sales Team• 25 Feb: CIPR Make your Account Management Rock • 27 Feb: Hethel Innovation Centre – Extended DISC workshop

for Entrepreneurs & Start-Ups• 3 March Norfolk Chamber of Commerce Meet the Buyer Special

Be better at Pitching• 12 March: Sandler Foundations of Selling – 8 weekly sessions• 25 March: Selling for Professional Services• 25 March: Recruiting A Player Sales People and Managers• 27 March: Association Congress Chief Executives Forum - London• 22 April: Sales Master Class• 22 April: Business Development Workshop (includes Extended DISC) Plus online webinars, audio, books, self assessment quizzes, Recruitment Hiring Xrays and Assessments for Managers, Sales People and Teams

Ermine Amies@Sandler_Ermine

01485 525220ermine.amies@sandler.com

Thurs 19th March – Techstars Experience19th to 21st Nov – Sync the City 2015

Fri 27th Feb– NorDevCon

Thurs 12th March – Crowdfunding success stories - talkie

Events Coming Soon……