Listen with DISCernment for Increased Influence and Impact

In the realm of communication, the ability to listen effectively is paramount. At the Success with People? Academy, we present the DISCerning Model of Communication and Leadership, a powerful tool to enhance your listening skills. In this week’s Success with People Newsletter, we share a quick primer on DISCerning Listening that is guaranteed to increase your influence and impact.

What is DISCerning Listening?

DISCerning Listening is the art of identifying the behavioral style in which incoming communication is presented and responding appropriately. By recognizing the unique communication patterns associated with the four core behavioral styles — Dominance (D), Influence (I), Steadiness (S), and Conscientiousness (C) — you pick up important nuances that will enhance your influence and impact.

DISCerning Listening also includes choosing the correct response, minimizing conflict, and earning respect.

Behavioral Styles and Their Communication Patterns

Each behavioral style has distinct communication traits. Understanding these helps you to listen more effectively and respond in a manner that resonates with the individual sending the message.

Dominance (D-style)

Characteristics: Direct, results-oriented, assertive. Outgoing. Task-oriented.

Incoming message 1: "We need to increase our sales numbers by 20% this quarter. What's our plan?"

• Source Identification: Focus on results and urgency. Direct.
• Response: "Our strategy involves targeting new markets and enhancing our digital marketing efforts. We will outline the specifics in today's meeting."
• Keys: Provide a concise and actionable plan. Specific. Assured. Able to explain position.

Incoming Message 2: "I don't have time for another meeting on this since we are not willing to make decisions."

• Source Identification: Impatience and focus on efficiency. Need for decisiveness.
• Response: "Let's prioritize key decisions and tackle the most critical issues first."
• Keys: Keep the response brief and focused. Provide solutions. Avoid butting heads or pulling rank.

Incoming Message 3: "We should be the market leaders by the end of the year."

• Source Identification: Ambition and goal orientation. Confidence.
• Response: "Absolutely. Let's set measurable milestones to track our progress towards that goal."
• Keys: Acknowledge their drive and align with their vision. Adding tracking shows that you accept the challenge and want to add rigor.

Influence (I-style)

Characteristics:? Innovative, sociable, persuasive. Outgoing, people-oriented.

Incoming Message 1: "This project is going to be amazing! Imagine the impact we'll have!"

• Source Identification: Excitement and emphasis on positive outcomes. WOW factor.
• Response: "The plans look great! Let’s work closely to ensure that the execution delivers the desired impact.”
• Keys: High energy. Reality grounding.? Working closely – bingo!

Incoming Message 2: "I just had a great idea! We should totally try this new approach."

• Source Identification: Spontaneity and creativity.
• Response: "We could explore a fresh perspective! Let’s schedule a meeting where you can share how the proposed approach fits in with our current situation.”
• Keys: Encourage their creativity. Introduce structure in the discourse.

Incoming Message 3: "Let's get everyone together and brainstorm some new marketing ideas."

• Source Identification: Preference for collaborative and creative engagements.
• Response: "Great idea! Let’s map out the areas we want to brainstorm, who should be there, and the format.”
• Keys: ?Responsive but structured.

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?Steadiness (S)

Characteristics: Calm, patient, supportive. Reserved. People-oriented.

Incoming Message 1: "I'm concerned about how these changes will affect the team."

• Source Identification: Focus on stability and team welfare.
• Response: "I understand your concerns. Let's work together to ensure a smooth transition and address any team worries."
• Keys: Provide reassurance, genuine concern, and support.

Incoming Message 2: "In answer to your question, I believe a more measured approach would be better."

·?????? Source Identification: Preference for steady, methodical progress.

·?????? Response: "OK, let’s see how we can build consensus around what that approach would look like"

·?????? Keys: Respect their feedback. Build consensus – home run!

Incoming Message 3: "How can I help support our colleagues through this process?"

• Source Identification: Emphasis on teamwork and support.
• Response: "Your support is invaluable. Let's coordinate efforts to provide the best assistance to our colleagues."
• Keys: Acknowledge their supportive nature. Act on their kind offer.

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Conscientiousness (C-style)

Characteristics: Analytical, detail-oriented, precise. Reserved. Task-oriented.

Incoming Message 1: "Can you provide the data supporting this decision?"

• Source Identification: Need for data and thorough analysis.
• Response: "Certainly, here's the data and analysis that led to our decision.”
• Keys: Embrace evidence-based decision-making. Be prepared.

Incoming Message 2: "I have some concerns about the accuracy of these figures."

• Source Identification: Attention to detail and accuracy.
• Response: "Let's review the figures together and ensure everything is accurate."
• Keys: Value accuracy and precision.

Incoming Message 3: "What are the specific steps we need to follow for this project?"

• Source Identification: Focus on process and planning.
• Response: "Here is a step-by-step outline of the project plan, including key milestones and deadlines."
• Keys: Provide a clear, detailed plan.

Conclusion

By mastering DISCerning Listening, you can tailor your responses to align with the behavioral styles of your colleagues and clients. This not only enhances your communication but also strengthens your relationships and influence. Embrace the power of DISCerning Listening and experience the transformative impact it can have on your professional interactions.

Remember, at Success with People Academy, we are dedicated to providing you with the tools to build high-performing teams and achieve exceptional results. Listen with DISCernment and lead with confidence.

Get more powerful insights in our DISCerning Listening publication! No cost.

Get your copy here: https://share.hsforms.com/1PSHOa1skTFewX-N9dBZ8cgroscv

Trevor E S Smith

Success with People Academy - INFOSERV Group

We deploy our DISCerning Model of Communication and Leadership to promote personal, team, and organizational growth. The process is supported by granular Behavioral DNA assessments from Extended DISC??on the revolutionary FinxS??Platform. Talk to us about Team Dynamics, Leadership, and Performance.

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