In the first post, we covered the "D" in DISC, which is titled Dominance or Drive. (Relating to a person's control, assertiveness and power.)
This post will cover the "I" in DISC, which is called Inducement or Influence. (Relating to a person's behavior in social situations and manners of communication.)
The third post will cover the "S" in DISC, which is called Submission or Steadiness. (Relating to a person's patience, persistence and thoughtfulness.)
The final post will cover the "C" in DISC, which is called Compliance or Conscientiousness. (Relating to a person's structure and organization.)
A high "Influence" character breaks down as follows:
Motivated by: Recognition and Approval
|Oprah Winfrey would be considered an influential character.|
Best Environment: One with a Friendly Atmosphere, the Freedom from Control and Detail, and Opportunity to Influence Others
Accepts: Involvement with others
Major Strengths: Optimistic, Personable, Enthusiastic
Major Weaknesses: Over-selling, Manipulative, Lack of follow-through
Under tension behaves: Attacks
Would Benefit from: Pausing
Their ideal world is where they: Can have fun, Complete challenges in an exciting way, and Have dreams.
Greatest fear: Losing face or social approval.
Classic DISC patterns:
Promoter: high "Inducement," low or zero in other columns
Inspirational: equal emphasis on "Inducement" and "Dominance"
Persuader: highest in "Inducement," second highest in "Dominance"
Counselor: highest in "Inducement," second highest in "Submission"
Appraiser: highest in "Inducement," second highest in "Compliance"
High "Inducement" characters tend to communicate in an enthusiastic, one-way fashion, i.e., they do not listen well (but do it with enthusiasm!). In order to communicate with them, they need to feel they have an audience.
High "Inducement" characters tend to be intuitive in their decision-making. They need someone else to be the fact-checker.
High "Inducement" characters tend to emphasize the future. From others, they want a fellow dreamer.
High "Inducement" characters tend to have emotional highs and lows. They need someone with flexibility.
High "Inducement" characters tend to be a people gatherer. In order for connection, they need access to people.
In order to convince these characters of something, they need to know who else agrees with them.
In order to disagree with these characters, one first must agree with them, and then give them time and space to move on to their next big dream. Don't bother smashing their dreams, but let them come to the conclusion on their own that their dream won't work, and they'll move on to the next.
Next time: Submission/Steadiness