Last month, we began breaking down the DiSC® Behavior Styles, starting with D – the Dominant personality type. This month, we’re sharing tips for communicating with those individuals who fall into the I quadrant – influence.
What you need to know about an I prospect:
- He is a creative problem solver.
- He is not a great listener when it comes to the details.
- He desires others to ask for his ideas.
- He will likely be enthusiastic about what you have to offer.
You’ll hear an I prospect say things like:
- “What if we did it this way?”
- “Here’s another approach…”
- “I have an idea for that…”
Strategies to communicate with an I prospect:
- Don’t skip over the small talk. An I prospect will want to connect with you, whether it’s over a common interest or hobby or a shared connection, and will probably take great offense if you rush to jump right into business. Make sure to take the time for some chit-chat.
- Focus on the big picture. An I prospect isn’t good with details. If you get too detailed, he may appear to be listening but is already thinking one step beyond what you are saying. You might even tell the prospect you will handle the details.
- Don’t do all the talking. Make sure you ask the prospect for his ideas; otherwise, he may feel frustrated or neglected.
Keep these strategies in mind the next time you are speaking with a prospect who is clearly exhibiting signs of the I behavior style.
Do you want to learn more about DiSC® ? Our friend Lori Gorrell at Upward Solutions Coaching and Consulting is a certified Everything DiSC® Workplace coach and has worked with teams like yours across the country.
