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LBD Group Think Tank June 2013
Work Your Strengths:Using Your Natural Style to
Build Your Business
Fiona Craig – Reformed Lawyer
LLB (Hons); Diploma in Coaching; Accredited Trainer and Consultant, Extended DISC
3 Key Talents:• Engagement• Persuasion• Flexibility
www.fionacraig.com.au
www.fionacraig.com.au
www.fionacraig.com.au
Find Your Secret Powers
“Use what talent you possess: the woods would be very silent if no birds sang except those that sang best. “Henry Van Dyke
www.fionacraig.com.au
• Client Engagement
• Greater Confidence
• Greater Productivity
• Business Success
• Personal Achievement
It’s All About…
Knowledge + Skills + Strengths + Application = YOU
• What do you know?• What have you learnt?• What are you good at?• How well do you apply it?
It All Adds Up…
www.fionacraig.com.au
www.fionacraig.com.au
You Have The Personality Of A....
www.fionacraig.com.au
Thinking
Feeling
IntuitionSensing
DC
IS
www.fionacraig.com.au
Profiling: Extended DISC
Dominance
InfluenceSteadiness
Compliance
Precise
Follows rules
Logical, careful
Formal, disciplined
Logical
Detail-orientated
Outcome focused
Calm, steady
Careful, patient
Good listener, modest
Trustworthy
Excellent account manager
Loyal and reliable
Customer care expert
Decisive, tough
Strong-willed
Competitive, demanding
Independent, self-confident
Strategic
Outcome focused
Effective Change agent
Sociable
Talkative, open
Enthusiastic, energetic
Persuasive
Relationship builder
Business developer
Excellent front-person
IntuitionSensing
IS
Thinking
Feeling
DCProfiling – Extended DISC
www.fionacraig.com.au
Adjectives AggressiveCompetitiveDemanding
TalkativeSocialCommunicating
DeliberateStableSystematic
PrecisePerfectionistLogical
Describing Terms
ReorganiserProject Leader Idea creatorVisionaryPioneer
“Character” Idea generatorQuick-tongued Inspirer
Worker with a steady trend
Doesn’t get in your face
Feet on the ground
Fears to be wrongFollows the rulesPreciseLogical
How To Identify Is busy with many simultaneous projects
May interrupt youTalks on the phone at the same time
Is not always polite
Very excited, open and friendly
Agrees with youTalks about people he/she knows
Secure, stableProceeds carefullyListens and seems to agree
Things in orderFocuses on detailsPolite in a diplomatic way
D I S C
Behavioural Styles
Identifying Customer StylesC
IS
D
TALKS ABOUT:Goals, oneself, hard values, results, change
TALKS ABOUT:People, team-spirit, good things, future, oneself
TALKS ABOUT:Agreements, principles, past, proofs, one’s team
TALKS ABOUT:Facts, analyses, details, rules, instructions
Facts/Task Orientation
People/Feelings Orientation
5 Senses
How things are
6th Sense
How things could be
C
IS
DD-StyleDo: Be direct Provide alternatives Ensure he/she “wins” Give immediate feedback Concentrate on subject Act quickly Let him/her speak and listen Focus on issues Show interest Provide direct answers
Don’t: Go into all the details Provide too much information Try to control the situation Talk too much Lose focus Slow down Take issues personally
How to Sell to Different Styles: D
C
IS
DI-Style Do: Maintain positive atmosphere Help to achieve popularity/recognition Allow to express him/herself Take time to chat and talk Be more expressive Be more enthusiastic Focus on the big picture Focus on the people aspects Get involved in the process
Don’t: Talk about too many details Fail to socialize Bring up negative issues Fail to have fun Set restrictions Be too practical Be pessimistic
How to Sell to Different Styles: I
C
IS
DS-StyleDo: Proceed in logical order Ask specific questions to find out true needs Provide support Provide precedents to reduce uncertainty Remember fairness and justice
Don’t: Forget your promises Make unexpected changes Be unreliable Forget to provide enough information Move too fast Be impatient
How to Sell to Different Styles: S
C
IS
DC-StyleDo: Listen carefully Answer questions calmly and carefully Be thorough; remember to include all relevant
information Slow down your presentation Utilise written supporting materials Find out what the key issues are and focus on
them
Don’t: Move too fast Spend too much time with small talk Move too close Lose patience in providing all the requested
information Expect decisions right away
How to Sell to Different Styles: C
www.fionacraig.com.au
“Find out who you are and do it on purpose.” Dolly Parton
The Secret to Happiness…