Page 3 - Disc-In-Action Final

Adapting Your Communication Style

In order to communicate effectively, it’s important that you consider the behavioral style of your listener.

Say for instance that you are trying to propose a solution to a Client and that person happens to be a high C (Owl). If
you haven’t prepared what you’re proposing with enough facts and data, he or she might consider you insincere and
ill-prepared. If on the other hand you are trying to pitch to a high D (Eagle) and you go in with facts and figures, that
person might be bored and walk out of the room.

Communicating with a high ‘D’ (Eagle): Competitive, enjoys a challenge, problem solver, direct and to the point,
takes charge.

· Be clear, specific and to the point. Do not ramble on or waste their time.
· Stick to business. Do not chitchat.
· Do not come with the decision made.
· Disagree with the facts, not the person.

Communicating with a high ‘I’ (Parrot): Strong need to interact with others, talkative – may have difficulty listening,
positive sense of humor, may be disorganized, optimistic and enthusiastic.
· Allow time for relating and socializing. Do not be impersonal or task oriented.
· Be excited and generate enthusiasm. Don’t drive facts and figures
· Ask for their opinion. Don’t speak without giving them the opportunity to share their thoughts.
· Provide testimonials from people they see as important or prominent. Don’t talk down to them.
· Listen and let them talk but do not get lost in conversation.

Communicating with a high ‘S’ (Dove): Great listener, methodical and patient, will want to finish a project before
starting another, has a need to serve others, needs preparation for proposed changes – does not like change for the
sake of change.
· Start with personal comments – break the ice. Do not rush into business or the agenda.
· Listen and be responsive. Do not force a quick response.
· Do not be demanding or forceful. Slow down and allow time for them to decide.
· Build and maintain trust – do not promise something you cannot deliver.

Communicating with a high ‘C’ (Owl): Extremely organized, pays attention to detail, likes to have supporting evidence
and may worry about the consequences caused by change.
· Prepare your case in advance. Do not be disorganized or messy.
· Be specific and provide details. Don’t be vague or make generalizations
· Do what you say you can do. Do not fail to follow through.
· Be tactful and reserved, refrain from getting emotional.