Style plays out in every role you have, whether it’s someone in a personal relationship, a leader in an organization, or a salesperson working with customers. If you understand yourself, your style, and the people around you, you can build stronger relationships and get better results.
After years of training and teaching people about their style through the Dominant, Interactive, Supportive, and Conscientious (DISC) program, I had an epiphany. Often participants walk away from a session knowing they are a “D,” but not recalling everything the “D” stands for. The challenge is to memorize not only the letters of the program but the traits these letters represent. It’s hard enough to remember “D” is for “dominant” and its associated traits, let alone what the “I” of your co-worker or the “S” of your manager means.
I wanted to come up with something visual. I realized we can all identify with four types of birds: the eagle, parrot, dove, and owl. These all, in fact, correlate to DISC. This realization has completely transformed how I teach people about themselves and others in their lives.
Which bird are you? And how does it impact your sales career and relationships? First off, let’s define the characteristics of the bird types.
Eagle: Results-oriented, confident, assertive
Parrot: Energetic, colorful, personable, motivational
Dove: Harmonic, peaceful, collaborative
Owl: Thoughtful, systematic
Personally, I am a parrot-eagle combination. Once you define yourself, you can turn your attention to the style and personalities of your prospects and customers.