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…

,

Identifying the DISC style of others is the first step to building rapport and connection. The next, and crucial, step is consciously and intentionally pacing your energy and rhythm with the person you are speaking with. This is practicing behavioral flexibility.

People notice difference, not similarity. When we have rapport with someone, we naturally adopt some of their pacing and adapt to their style. The more intentional you become about doing this, the better you can create an interactio…

Your customer’s DISC style influences how they buy and how they want the interaction to go. Every DISC style has identifying behaviors that are classic to them. These behaviors might show up in gestures, facial expressions, pace, or the way someone communicates.

Communication is one of the best identifiers because it is natural and often a knee-jerk reaction. Both the content and delivery of what someone says give you clues. Rather than waiting for someone to offer information, prompt them by a…