DISC Behavior Styles

"It's not what you do, it's how you do it.
It's not what you say, it's how you say it."
-Bill Bonnstetter

DISC is the acronym for a Universal language of four types of observable behavior and emotional responses that we all engage in to some degree.

The actions of all four behavior styles lead to high performance sales, teams and companies:

the D is the results master; 'pulls the trigger'; takes action; makes decisions; focuses on the bottom-line

the I is the master networker; promotes the company; brings optimism; cheers the team on; focuses on building client and customer bases and strategic partnerships

the S is the customer service master; the supportive team player; provides stability and calm; performs the necessary routine tasks; focuses on employee and client support

the C is the safety and quality control master; makes sure nothing falls through the cracks; makes sure that the rules and regulations are met; focuses on accuracy of information and actions.

Since business wants as much market share as possible, the needs and responses of all four behavior styles [including employees, management, customers and suppliers] are paramount considerations in most decisions for staying in business, growing market share and earning a high level of customer loyalty and repeat buyers.

Behavior Styles have collected a variety of descriptors from animals to 'Type' Personalities and letters of the alphabet. All help people better understand their own behavior, the behavior of others and how to resolve conflicts with win-win solutions.

I 'speak' the DISC language because it is the most easily understood and client friendly language for understanding human behavior and teaching communication skills. In my humble opinion, it doesn't matter what you name the behavior styles so long as people easily understand and 'read' them.

Brief Glimpse into 'reading' the DISC language of behavior:

INITIATES DECISIONS, ACTIONS, CONVERSATIONS, INTRODUCTIONS=D and I
RESPONDS MORE THAN INITIATES DECISIONS AND CONVERSATIONS=S and C
TELLS MORE THAN ASKS=D AND I
ASKS MORE THAN TELLS=S AND C
MORE INTERESTED IN RESULTS, ACCURACY AND TASKS=D AND C
MORE INTERESTED IN PEOPLE AND FEELINGS THAN DOLLARS OR DEADLINES=I AND S

Our DISC four-quadrant behavior theory profiles derive from the consulting psychologist, Dr. William Moulton Marston in his book The Emotions of Normal People. Marston's most publicly recognized contribution was his development work for the first lie detector.

Using Marston's theory, it is possible to apply the powers of scientific observation to behavior. Thus, we can be objective and descriptive rather than subjective and judgmental in our observations of how people go about doing their work, making decisions and living their lives.

SHARLENE ALEXANDER    CPBA CPVA CPA
Raising the Bar for Bottom Line Performance
  [678] 561-6780  

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