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What are the best persuasion techniques for managing different personality types?

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As a manager, you need to persuade and motivate your team members to achieve your goals and vision. But not everyone responds to the same approach. Different personality types have different preferences, needs, and motivations. How can you tailor your communication and leadership style to suit each personality type? In this article, we will explore some of the best persuasion and motivation techniques for managing different personality types, based on the popular DISC model.

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1 What is the DISC model?

The DISC model is a framework that categorizes people into four main personality types: Dominant, Influential, Steady, and Conscientious. Each type has its own strengths, weaknesses, and communication style. By understanding the DISC model, you can better identify your own personality type and the personality types of your team members. This will help you to adapt your persuasion and motivation techniques to match their needs and preferences.

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Daniel Shapero

COO at LinkedIn
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Most persuasion starts with agreeing there is a problem. That can be done by laying out the facts clearly and agreeing that something must be addressed. Then you can ensure that your team is involved to whatever extent is appropriate in forming or giving feedback on the solution. Finally, the path to being convincing starts with demonstrating your own conviction. Aligning on a problem through common facts, involving the group authentically, and showing conviction all will go a long way.

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Paul Tomko

Business Development at Intuitive Machines
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I’m not big on the DISC model, as it doesn’t adequately capture the essence of our individual nature. When it comes to influencing and persuading your workforce, the most important thing you can do is “Hire Right.” Make sure you are hiring individuals who are eager to achieve the vision of the company. Identify their dream role in terms of what they would love to accomplish in their career, along with near term goals. Most people want to be part of a magnificent adventure as a company grows. Ask about their ideals of work-life balance. What are they looking to achieve and how many hours are they willing to work to achieve that end? Problems can be avoided by bringing the right people on early and building a culture of excellence.

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2 How to persuade and motivate Dominant types

Dominant types are assertive, ambitious, and results-oriented. They like to take charge, make decisions, and solve problems. They value efficiency, competence, and achievement. To persuade and motivate Dominant types, you need to be clear, concise, and confident. Show them how your proposal or goal aligns with their interests and benefits them. Focus on the outcomes, not the process. Avoid being too emotional, vague, or passive. Challenge them with high expectations and give them autonomy and authority.

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James Garside

ITIL Leader | Integrating business and technology
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While Dominant DISC subtypes (Di and DC) can have differences and nuance, they do share a few critical traits. For one, Dominant types are motivated by action: often eager to "get down to business" and work quickly. While they're most enthusiastic when given the independence to explore different paths and solve problems creatively, they need clear objectives and milestones to keep them on track without micromanaging.

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Rita Horstman

Consultant: Strategic Planning, Grants and Grant Connections, Marketing and Business Planning and Advisory
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Dominant types need to be coached into a team environment. Being dominant is important in some relationships, but when working as a team the old saying holds true; there is no "I" in team. Being assertive and confident with a dominant personality is important. Good listening skills are also imperative. Conflict resolution strategies are necessary when working with a dominant personality. As team members and leaders, we have to recognize each individual is unique and has different cultural backgrounds and different personal characteristics and challenges. With most proposals or team projects there may be adversity and, but it's important to try to create synergy and capitalize on the strengths of each team member.

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3 How to persuade and motivate Influential types

Influential types are outgoing, enthusiastic, and optimistic. They like to interact, collaborate, and inspire others. They value recognition, approval, and fun. To persuade and motivate Influential types, you need to be friendly, expressive, and positive. Show them how your proposal or goal aligns with their values and vision. Focus on the big picture, not the details. Use stories, examples, and humor to engage them. Praise them for their contributions and creativity. Involve them in brainstorming and decision making.

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4 How to persuade and motivate Steady types

Steady types are calm, loyal, and supportive. They like to maintain harmony, stability, and cooperation. They value trust, security, and belonging. To persuade and motivate Steady types, you need to be respectful, patient, and empathetic. Show them how your proposal or goal aligns with their needs and expectations. Focus on the benefits, not the risks. Use facts, data, and logic to reassure them. Acknowledge their feelings and concerns. Provide them with clear guidance and support.

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Salesia Smith-Gordon, Esq.

Injury Lawyer, Mediator/Arbitrator, Retired Pharmacist
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Let the "steady" type know the importance of their work and that the manner of their systematic approach to work is appreciated. Encourage the 'steady' to help implement other efficient tactics for greater productivity.

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5 How to persuade and motivate Conscientious types

Conscientious types are careful, analytical, and systematic. They like to follow rules, standards, and procedures. They value quality, accuracy, and competence. To persuade and motivate Conscientious types, you need to be professional, factual, and structured. Show them how your proposal or goal aligns with their criteria and objectives. Focus on the evidence, not the opinions. Use charts, graphs, and numbers to illustrate your points. Avoid being too casual, emotional, or impulsive. Give them time to process and evaluate the information.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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What are the best persuasion techniques for managing different personality types?

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2

3

4

5

6

1 What is the DISC model?

2 How to persuade and motivate Dominant types

3 How to persuade and motivate Influential types

4 How to persuade and motivate Steady types

5 How to persuade and motivate Conscientious types

6 Here’s what else to consider

Leadership

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What are the best persuasion techniques for managing different personality types?

1

2

3

4

5

6

1 What is the DISC model?

2 How to persuade and motivate Dominant types

3 How to persuade and motivate Influential types

4 How to persuade and motivate Steady types

5 How to persuade and motivate Conscientious types

6 Here’s what else to consider

Leadership

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