What’s your style?

We meet new people everyday, at first they are strangers and any future relations is mostly determined by that first encounter. Unconsciously and bravely, mostly as non-expert, we face these meetings. These missed occasions… how many times did we miss the chance to deepen these relations just because we acted in the wrong way? We’re just amateurs in this field… 

I’ve met lot of people in my life, today I meet about 60 new people every week. I’ve always considered it a real growth experience. The number of relations is very important but even more important it’s their quality. We all start from scratch, the start line, that’s why I decided to train my best to face that moment to share experiences and knowledges. In Referral Marketing this ability allow us to really be strategic and increase our turnover.

Reactions and answers of people in a given situation depend on environment perception (more or less favourable) and the self perception (stronger or weaker).

Knowing one’s behavioural style helps giving shape and increasing one’s awareness, the awareness of one’s natural behaviours and emotions.

Understanding a behavioural style helps behaving in the most appropriate way for a fruitful interaction.

According to researchers, behavioural features can be grouped into four main “personality style” and show specific features for each style. Everybody has 4 styles, the main difference lying in the importance given to a single feature.

These behavioural styles can be seen as shades of grey, rather than black or white and they always overlap. To figure out your style, you have to start from the primary feature (or the main one), followed by the secondary feature and so on.

The system of the dimensions of visible behaviours is acknowledged as universal language of behaviours.

In 440 AD. Hippocrates observed people because he believed that climate and natural environment would influence human behaviour and aspect. He divided people in a maximum of 4 behaviours.

In 1921 Carl Jung published 4 psychological types: Thinking, Feeling, Sensation, Intuition. He thought people to be either introvert or extrovert.

In 1928 doctor William Moulton Marston published “The Emotions of Normal People”, where he describes a theory still used nowadays.

DISC language (acronym for the initial letters of the 4 styles) is based on an observable behaviour and a proper test allows us to find our most relevant style:

Dominance – challenge: how you face and react to challenges and problems, and how your exert power. People reaching the highest points are exigent, energetic, egocentric, have great willpower, are leaders, determinate, ambitious, aggressive and pioneers.

Influencing – contacts: the way your interact with others to talk them into your point of view. People reaching the highest points are convincing, magnetic, politicians, enthusiast, persuasive, confident and optimistic.

Steadiness – consistency: the way you react to changes, variations of rhythm in your environment. People reaching the highest points are calm, relaxed, patients, possessive, predictable, stable and tend to be detached and cold.

Compliance – constraints: how you react to rules and practices imposed by authorities. People reaching the highest points are prudent, cautious, precise, ordered, systematic, diplomatic, accurate and rational.

DISC measurement system analyses all these factors to show strength and weakness, the real behaviour and trends related to a certain behaviour. Behavioural research suggests that the most efficient people are those able to understand themselves and the others.

DISC test is a way to become powerful to create win-win situations. It’s not a label, nor a judgment or a manipulation tool.

DISC is a neutral language, there are no good or bad results. Each factor has its strengths and its weaknesses. Our behavioural model is a combination of highs and lows of all the factors combined.

Based on international validation tests, it is estimated that digital evaluations have a precision higher than 85%.

Each room is full of referrals. The pair-word style and reference is a feature of Referral Marketing as shown by studies on behavioural style of professionals, on the capacity to interact and to generate referrals useful for their activity and those of other businessmen.

Tell me what’s your style and I’ll tell how much you can give and get references.

ANdrea.