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Use DISC to make the Sale-20Min-NEW

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>> Welcome back to your next wonderful lecture at IIN. I am your resident host, Eric Barron, and DiSC behavioral expert. I am very fortunate today to be joined with Michaela Rowland from IIN. >> Hi. And thank you. >> Thank you for joining us. She's going to bring a wonderful health coaching perspective to this lecture, and we're going to focus on the DiSC behavioral styles today. >> Yes. >> And we're going to focus on how to treat your customers the way they want to be treated. It's not about you. The golden rule is completely the opposite of what you think it is. It's not treat others the way you want to be treated 'cause it's not about you. It's treating them the way they want to be treated and delivering them information so they can make truly informed, educated decisions. >> So before we move forward, we're going to use Michaela as a little test subject right now. >> Great. >> And I've got my little DiSC chart right here. And once again, this is not an exact science, so we're gonna have a little fun with this. >> Great. >> And we're going to talk about the DiSC behavioral personalities as being very situationally specific. So I'm going to preface this by saying, "Let's think about how you are most of the time in a work environment." >> Okay, got it. >> And I'm going to first kind of look at this and go more north and south. >> Okay. >> On the chart, that breaks down, D, I, S and C. >> I see. >> So typically at work... >> Yes. >> Are you more fast and aggressive and spontaneous? Or are you more steady, cautious, and methodical in how you make decisions? >> Definitely steady and cautious. >> Okay. So right away, I'm kind of eliminating north and going south. >> Okay. >> Now we're going to go east and west. Are you typically warmer, more people oriented, walk around giving everybody a hug or are you more a little bit cooler and really focused on the tasks at hand? >> Interesting. I'm definitely a warm person, but I'm definitely task focused, so you said two different things there, so I feel I fall into two categories. Is that allowed? >> That is completely allowed. >> Okay. >> 'Cause once again, this is not an exact science, and what people watching this can really think about is instead of just saying that there are four boxes here that you are either a D, I, S or C, you could almost look at this as a clock. >> Oh, I like that. Yeah, that's easier to think about it like that. >> You know, so for example, the C box... >> Right. >> Is between six o'clock and nine o'clock as we see here. Now you being a C at 6:30, we are sharing a boundary with an S, you know, 'cause everybody has a primary and typically a secondary behavioral style. So the question is your secondary behavioral style will influence, I guess, your level of warmth that you show. >> I see, okay. >> So if you happen to be a C as a primary style and your secondary style is an S, then what you said makes sense. >> Okay. >> If you're typically a C as a primary style and your secondary style floats more towards the 9 o'clock, 10 o'clock range where you're dominant and all about the bottom line, then you're probably a lot more task-oriented and cooler than you actually think you are. >> Oh, interesting. >> Okay? >> Yeah, that makes sense. >> So it would be great if you could actually sit down with each one of your clients, pull out your handy dandy DiSC chart, and ask them these four simple questions. But that's not going to be the case, nor is it going to be as accurate as you need it to be in order to deliver them the right information. So one of the best ways to gather information to know exactly what your client needs to make an educated and an informed decision is to ask great questions. So let's do a little bit of role playing right now. >>Okay. I'm ready. >> So let me ask you the first question. >> Great. So I'm going to pretend to be a client. >> You're going to pretend to be a client. >> Okay. >> Right, so a lot of these questions are almost pre-Health History. >> Okay. >> 'Cause you want to know who you're talking to and what's important to them before you get into the nitty gritty. >> Okay. >> So once again, you're playing the client. >> Okay. >> So first question. As we get started here, do you prefer that I just kind of give you some of the highlights and some of the basics or should I really walk you through step by step? I definitely want a step by step walkthrough. I want to know all the details. >> All the details. >> Yes. >> So once again, this is not an exact science. I'm just slowly making a mental checklist of, "Wow, little bit slower, a little bit more methodical." This person's most likely an S or C, which would be south. >> Okay. >> So once again, not an exact science. I'm just... All I could do is play the odds. That's all I can do. And the best way to play the odds is to ask five or six or seven of these questions, and then in turn, deliver them information the way they want to receive it? I can't stress that enough. >> Okay. >> Okay, so step-by-step, slow, methodical. One check for South, S and C. >> Okay. >> Okay. >> Next question. What aspect about this process do you think you'll enjoy the most or enjoy the least? However you want to answer that. >> The part I will enjoy the most is just learning this step-by-step process. You know, I've tried this before without using a Health Coach, and I haven't had a lot of success. So I'm interested to hear what you're going to help me do, and, you know, the little steps and the little checkboxes that I'm going to check off throughout the process. >> Well, okay. So ding, ding, ding, I'm gathering information, reinforced again, step by step, used the word learning. >> Yes. >> Which means you're probably not that time sensitive. >> Yeah, that's accurate. >> Right, I mean, if you're not about... You didn't just mention about results. You talked about the process. You also kind of intimated a little bit about working together. You appear to be the way you're acting friendly and approachable and not standoffish. So I'm automatically going south, once again, S or C, and I may even be leaning towards a little bit more S. >> Okay. >> Because I'm sensing some warmth and connectivity. >> Okay. >> But at a minimum, S and C again. Check two. Third question. What do you expect from me throughout this process, from what you know and what you've read about Health Coaches in general? >> I would like, maybe not what I expect, but what I would like is accountability. I think that's one of my biggest downfalls, so while I'm really interested in the step-by-step process, I really need accountability. I would like you to check in with me, you know, on a regular basis just to make sure that I'm continuing to meet my goals. >> Wow. So sounded very authentic, right? And saying, well, I... You basically said to me, you weren't able to do it on your own, so you are open. >> Right. >> More open versus closed. It sounded like you really wanted to work together. So once again, I'm staying south, and I'm probably even saying more southeast on this DiSC chart. So now I'm kind of thinking while we have an S here. >> Okay. >> Okay? We have someone that is steady, cautious, team player, maybe is not thrilled with the whole change process when they've tried it on their own, had a tough time going at it alone. >> Right. >> And is looking for an accountability partner. >> And I think that's something a lot of clients struggle with when they work with Health Coaches. >> Struggle with in what respect? >> They struggle with going it alone, so that's why it's really beneficial for them to work with a Health Coach. >> Sure. And an accountability partner, it's very, very important for many things in life. >> Right. >> So one of the last questions. Now once again, there's probably 12, 15 questions that you should be putting together on your own, so you could use them as, you know, part of your bucket and your recipe of how you uncover this information from your clients. I'm just kind of giving you four to five to get started. Last question for the purposes right now. >> Okay. >> So the question is, what... You mentioned the process. >> Right. >> A number of times. What's so important to you about the process for you to know what's coming? >> I think it's important for me to have control over the situation. And if I know what the process is and I'm clear on the path, then I'll have a bigger chance of success. >> So in addition to some of these questions that I've been asking Michaela today, if you're fortunate enough to have some more information available like verbal and visual cues, I'll continue to make my checklist, right? I mean, sometimes you think about what people are wearing. If someone's wearing something very colorful or a big scarf or a big brooch, and they say, "Hmm," who's more likely to be that type of animated? And that's more likely going to be a high I. I talked earlier about how Michaela even answers these questions about her just being very even keeled, and relaxed, and friendly. So I'm going to look for these other verbal and visual cues in addition to these answers while I make my mental checklist to really narrow things down. >> Does that make sense? >> It makes a lot of sense. I have one more question that I've been thinking about this entire time. >> Sure. >> So as a Health Coach, should they make their client aware that they're doing this personality assessment while they're speaking to them or is it something that, you know, the coach should just take their own notes on? >> Well, number one, it depends if you're doing this face to face or not, so they're visually seeing that you're taking notes. Number one, I'm a big fan of taking notes, first and foremost. >> Right. >> Number two, I always recommend that if you're taking notes to preface to your potential client why you're taking notes. >> I see. >> 'Cause some of these personality styles might be, "Whoa, why you taking notes?" Some might not care. So you're actually taking notes in their best interest, so, you know, prefacing it may sound something like, "You know, Michaela, I just want to let you know I'm going to take some notes today. It's very, very important in order to help you achieve your goals that I get some detailed information and I hear you correctly. So I'm just gonna be taking some various notes along the process. Would that be okay?" >> Got it. So once again, if you're framing it that you're taking notes in their best interest, they'll let their guard down and they'll be a lot more relaxed about the process. What I specifically say, "Oh, I'm taking notes to figure out which bucket of DiSC you fit in." >> Right, okay. >> Of course not, 'cause then they're obviously going to get defensive. >> Exactly, so you don't need to be very specific that you're taking notes for the personality assessment but be transparent. >> Transparent why you're taking notes, and that's really in their best interest. >> Okay. >> Okay. >> So let's have a little fun with this. >> Okay. >> And we'll play a little word game like a little DiSC jeopardy, and they'll play along at home. >> I'm ready. >> Good. >> So Michaela is going to throw me a handful of words, and we're going to decide which of those words is most likely to go with which bucket, a D, I, S or C. >> Okay. And I can choose the words? >> You choose the words, and hopefully I'll get them correct. >> Okay. First word, time. >> Okay, so when I think time, I think which one of these four behavioral styles is most time sensitive, okay? Number one, they're not... When I think time, I don't think methodical, I think faster. And when I think time, I think all about the bottom line and about results, not about the process 'cause we talked a lot about it earlier. So I would say hands down the high D, the high driver, I would put that word in the D bucket. >> Okay. What about the word process? We talked about that a lot earlier. >> We did, we did. So automatically, I'm thinking south is more concerned about the process. And once again, can that be either an S or a C? Process can be either. I would think I would need to combine is that person a little bit more warm, and fuzzy, and personable or are they little bit more distant and cooler before I decide which bucket process goes in. So I definitely think the word process can fall in either in S or C bucket. >> Okay. So you'll definitely ask more questions before you determine. >> Oh, 100%, like we said earlier, I mean, all these questions are just slowly building up a mental checklist in combination with verbal and visual, you know, cues for you to really best decide where that person falls on a very dynamic behavioral spectrum. >> Okay, got it. >> What about the word patience? >> Wow. Who is the most patient of the bunch? Well, I'm thinking more south, right, a little bit slower, steady, and more methodical. I'm thinking that an S is more of a born counselor, is a great listener. Probably many of the wonderful Health Coaches out there... >> Definitely. >> Are high Ss. And they are extremely patient with their clients. So I'll put that person in the S bucket. >> Okay, what about the word fun? >> Wow. Who wants to have fun? We didn't actually talk too much about this today. >> Yeah, we didn't, we didn't have fun. >> We didn't have fun. Oh, thanks a lot. Hopefully, you had fun watching this. But fun, hands down, most animated of the bunch are the high Is. Right there, they're charming, they're personable, they're wearing their emotions on their sleeve, they're much less about the process and much more concerned about, "Is this going to be fun working together?" So I would say that person's clearly a high I. >> Okay. What about the word accuracy, details, numbers, things like that? >> Accuracy. So number one, I think accuracy, more methodical, I'm thinking south, and I think... Clearly, I'm thinking southwest, right? You have the high Cs that are about facts and figures. And to those high Cs, this is not an emotional decision, right? There's no rah-rah and saying, "Hey, you're going to lose 50 pounds in the next six months." >> Right. >> It's much more about the process, and it's more about the how am I going to do that. So I would suggest to all the Health Coaches out there, you really better support your claims with facts, figures, and accuracy if you're going to connect with the high C. >> Okay. So what about the word results? >> Wow, a word that is very near and dear to my heart. I connect with that word. It's results, right? It's not about the process, it's not about the journey. You'll often find me pushing people along the process. "Okay, that's great. That's wonderful. Can we just... Is there a point to the story," right? You know those people that are time sensitive as we discussed earlier. So when you think about results, I clearly think about the north, and I clearly think about the northwest, the high driver. >> Okay, what about the word energy? >> Energy, right? I think energy is somewhat synonymous with having fun. >> Yes. >> Right? And I know I'm sure you talk a lot in your courses about energy. >> Yes. >> A lot of people even, I'm sure, hire Health Coach is to increase their energy. >> Exactly. >> So, you know, energy does transfer. And if we talk about high Is making emotional decisions, you better have an energetic presentation, so I think energy, I think high I. >>Okay, so what about the word emotional? >> Right, which is almost the antithesis of facts, and figures, and accuracy, right? There are a lot of people I'm sure that you work with that simply make emotional decisions where just your enthusiasm and your energy about the process is going to make them hire you. >> Right. >> So where do you think that word goes? >> Ooh. I'm not the expert, but I? >> High I, 100%. These are high energy, high emotional human beings. So yes, definitely in the I bucket. Great job. >> Okay. Okay. What about the word team or teamwork, I guess, you could also say? >> Sure, you know, team-oriented, you know, sometimes you hear the expression teamwork to make the dream work, I think earlier on in this lecture, we talked about accountability partners, right? >> Yes. >> When you think about an accountability partner, you think about you are a team. So Ss, hands down, love working with others and the relationship of not doing something on their own. >> Okay. >> So when I think team and team-oriented and really a born counselor and a great listener, I think a high S. >> Okay, great. Now what about facts? >> Facts, figures, accuracy, once again, you got to support your claims. I mean, I would have to assume that there are many, many, many Health Coaches that veer more towards the east, right, they're warmer that you care very much about your clients. >> Definitely. >> And when you're an I, S or a combination of the two, you tend to shy away from the facts and the figures, they're not something, you know, you're not loving, putting together Excel spreadsheets for your clients, where some of your clients would love that, right, the process. So it's a... When you think about the process and you think about facts, I automatically think south, and I think west is a little bit cooler, so I'm thinking that person's a high C. >> Interesting. >> Okay, last word, winning. >> Winning, another word that's dear to my heart, right? I can't stand today that everybody gets a trophy, right? It's an issue I have with my kids. It's okay to learn how to lose and lose gracefully, but winning, it's once again not about the process, right? How fast, how quick, how much, results, focused. So who is more inclined to think about winning? I'm thinking north, and I'm thinking west. So I'm thinking that person's a high D. >> Wonderful, thank you. >> You're very welcome. So now that we've gone through these words, I just want you to think about that you need to have three or four different recipes and how you're going to present information to your client specifically, in my opinion, this should happen prior to the Health History. So if you could spend a 5 or 10-minute conversation with your client on the phone or your prospective client before conducting the Health History to really understand about what types of information they're going to need 'cause think about it, if you email a Health History to somebody and it's a high I, can you imagine a high I getting a Health History that says, "Oh my God, I have 27 questions to fill out"? >> You're not going to get a lot of success. >> Right. But they want to share that information with you and they'll give you that information, they'd rather do it verbally. So if you know in advance, well, I have a high I, you may schedule... And not only do they want to do it verbally, but they want to see you. So if you can't do it face to face, maybe a Skype call. So you're automatically thinking, "Wow, I'm so glad I didn't press Send. I'm now going to get on a Skype call and I'm going to ask them these questions and actually fill out the questionnaire for them," whereas if you have a high S or C, they would love to get the information in advance of the call, and take their time, and enjoy the process, and thinking about their answers. >> So really, you're going to get a better Health History from your prospective clients by doing these questions in advance. >> Better, more accurate. No, no, I'm just saying, no, but maybe we can use the word more accurate. And frankly, not just more accurate, they're going to connect with you better and say, "Wow, this person gets me, this person understands me, I want to work with this person," right? And that's the goal. The goal is having someone hire you for your services, right? >> Yes, bottom line. >> That's the bottom line. So let's summarize what we've learned today before we sign off, is that okay? >> Great. >> Sounds good? So first and foremost, you're going to take your basic knowledge of DiSC, and you're going to take an external focus and really pay attention to the needs of your prospective clients. One of the best ways to gather this information is to ask great questions. So we went through a handful of great questions. You are taking some mental notes and a mental checklist. Hopefully, there are some additional verbal and visual cues, and then you could, you know, spend literally 10 or 15 minutes to kind of narrow down who is this person. And based upon who that person is, you're going to deliver information to them the way they want to receive it. And one of the best examples I think we gave today was how would you deliver the Health History, right? Is this something you would just send them and expect them to fill out willingly or is it something that you prefer to do via Skype or in person verbally 'cause they're never going to take the time to fill it out? Do all these things will really increase your connectivity with your clients? And I guarantee increase your closing ratio, something we're going to talk about in our next lecture. So I want to thank Michaela from IIN for joining us today. >> Thank you. >> And I want to thank you as well. Have a great day.

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Posted by: integrativenutrition on Mar 8, 2019

Use DISC to make the Sale-20Min-NEW

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