A couple of weeks ago we ventured into the world of EDISC – Extended DISC
What is EDISC? so they talk about a person whose behavioural style is Dominant, Influencer, Steadfast or Compliant when I talk about DISC, I talk about it in language that anybody can understand and anybody can interpret.
I talk about EDISC from a SFKD perspective a STRONG person, a FUN person, a KIND person and a Detailed logical person.
Today I am specifically breaking down The Strong person, the Strong Communicator. This person has the highest energy type of all people in addition to this they are generally big picture oriented. They have the energy and behavioural style of the Bully, the Bull….Get out of my way, I know what I’m doing, I’m not interested in your opinion, just get out of my way and let me get there attitude. Of course with all human behaviours there are the generalisations and the extremes. There are the resourceful behaviours and the un-resourceful behaviours. An un-resourceful Strong Person would be a bully and only in it for themselves. A resourceful Strong Person will make a difference to their work environment, the people they interact with and their world, doing all things with steel-like focus, incredible focus.
The Strong Person always wants to win and un-resourcefully have an attitude of winning at all costs no matter who it hurts. The resourceful is also driven by the need to win, only if the other person is winning or there is also a greater outcome than just their focus. A more ecological focus.
They are usually motivated by threat of failure and have a visual perspective so when conversing with them you can focus on what you can see, what outcome can be seen, in other words they need to see what you are talking about. They will not make a purchasing decision if they cannot SEE or VISUALISE the benefit or outcome.
The core need of a Strong Person is certainty, control. They are no doubt the control freak, no doubt about that. They are outcome focused always thinking of the end in mind. I am a combination of a Strong Person and a Fun Person and can switch easily between these although when I worked for 30 years in Finance I bought my Strong behaviour, communication style to the floor.
When working in finance my staff would come in with a problem and I would appear impatient as I am not too interested in the details. I would be very direct, what has happened, what caused this, what can we possibly do to fix it. Listening to a long winded description about each and every detail would lose my attention. I wanted to find a solution, quickly. I would appear rude “so what can we do” ok listening to the details “so what can we do”, “what outcome can we expect”, “will this fix the problem”.
Quickly recognising this type of person, communication style can really assist in sales as The Strong Person is an Automatic Convincer, they will make a buying decision on the day when the information about the outcome, the product or service will provide or hits the need or the outcome this person requires. Outcome is the primary focus; price will be secondary. Knowing who you are working with and the type of person they are drives the sales conversation.
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