The uncomfortable part of adapting

Adapting behavior works because people notice difference, not similarity. As you begin to practice adapting to other DISC styles, I want you to pay attention to something else too: your own resistance to doing it.

Some of that resistance comes from how we interpret certain behaviors. If you are adapting to someone with a Dominance style, for example, their direct, abbreviated communication may feel harsh to you because you are more comfortable with descriptive or inclusive communication. If you are adapting to someone with a Steadiness style, you may find yourself wanting to speed things up because their pace feels much slower than your own.

That doesn’t mean the adaptation is wrong. It means it isn’t natural to you yet.

Behavioral flexibility is really about noticing your own preferences without assuming they are the right way for everyone else. The more you practice, the easier it becomes to separate “this feels uncomfortable to me” from “this isn’t working.”

For salespeople: Notice what happens in you when you have to adapt significantly. If your first reaction is, “I don’t sell this way,” stop and ask yourself whether the approach is actually ineffective or whether it simply feels unfamiliar. The discomfort passes with practice, especially when you begin to see how much easier the interaction can become when the customer feels understood.

For sales managers: Be the example you want your team members to follow. Let them see you practice adapting too. Talk about what felt awkward, what you changed, and what happened as a result. If your team sees that behavioral flexibility is something you work at—not something you magically get right every time—they are much more likely to practice it themselves.

Now, go embrace your discomfort and resistance!

oxo
Jody