Do you want to build effective business relationships? Do you want to communicate better and understand your prospects’ behaviour better in order to sell better? The DISC method is the solution to all these problems. This effective communication tool brings fluidity to communication and interpersonal relations. Find out here what the DISC model is. What are the DISC profile typologies? And why use the DISC tool in management? 

• Dominance (green or red) ;
• Influence (red or yellow) ;
• Stabilité (blue or green) ;
• Conscientiousness (green or blue).

To determine an individual’s primary behaviour, Marston used two axes. The first expresses his or her view of the situation in an environment (favourable or hostile), while the second expresses his or her propensity to act in that environment (accepting or acting). This self-knowledge helps you to communicate well and to understand your weaknesses.

The DISC model also facilitates the identification of the psychological preference of individuals in a work environment. As a manager using the DISC tool, you will be able to manage appropriately if you are able to perceive the dominant trait of each of your employees.

From the vertical and horizontal axis, William Marston determined four categories of behavioural reactions with the DISC tool. He assigned four colours to the four typologies for ease of use and understanding.

The dominant DiSC preference

Fiery, powerful, determined, tenacious, assertive and often visionary, the dominant profile has potential. This preference, which is often extroverted does not try to beat about the bush. They are direct in their communication (verbal, gestural or non-verbal) and do not hesitate to speak up.

She can appear authoritarian and aggressive with those around her, a potential danger to team cohesion. On the other hand, this person has a competitive spirit, which allows her to focus on her goals. They rely on facts to act and move forward. Business leaders and great intellectuals share this personality type.

The Influence DiSC preference

The person with the Influence DiSC preference is social, friendly, optimistic, very demonstrative and enthusiastic. This person has very good interpersonal skills, which makes him or her a valued member of the team. Thanks to her personality, she likes to collaborate and works in a democratic way.

Nevertheless, this person is sometimes superficial in the way she finds problems and manages files. Her aim is to generate enthusiasm, to seek to convince, to seek recognition and collaboration.

The Stable DiSC preference

The person with the Stable DiSC preference is calm, patient, methodical, loyal, serious, reliable and humble. This personality preference, which tends to be introverted and flexible, is rather resistant to change. He is able to listen to his interlocutor and never imposes himself. He is a team player. Their objective is to prioritise support and collaboration and to seek balance.

The Conscientious DiSC preference

The person with the Conscientious preference is discreet, precise, factual, autonomous, methodical, organised, structured and analytical.

Often perceived as cold and authoritarian, this type of profile is at ease in accounting or administrative jobs. Be aware that the introverted, rigid, task-oriented person likes order and following rules. Their goal is to prioritise precision, balance (monitoring and moderation) and challenge.

• Knowing others better to communicate effectively;
• Understand others and adapt to their personality;
• Adopt empathetic listening and manage difficult situations;
• Encouraging communication;
• Selling and managing in colour;
• Improve interpersonal skills to build positive relationships;
• Building team spirit

In the recruitment process, the DISC allows the recruiter to get to know himself better and to understand the candidate’s own behaviour in case of stress for example. This communication key also helps you to identify the candidate’s motivations, weaknesses, strengths, interpersonal skills and aptitudes.

In the communication management process, it allows you to adapt your communication to better understand each other and to better cooperate thanks to the empathy it generates. Finally, the DISC tool allows you to adapt to your interlocutors and to anticipate their decision-making process, in the commercial approach.