People Reading

You enter a local restaurant and immediately notice your waitress’s beaming grin and easy laugh. You watch how effortlessly she strikes up a conversation about last night’s football game. She actually seems excited about what you’ve ordered and enthusiastically places it before you. She quickly greets another customer passing by, and all the while, she never stops smiling. You’ve likely identified your waitress as an I.

Wouldn’t it be great if you could figure out someone’s DISC style within a few minutes of meeting the person? Imagine how much easier it would be to communicate with your manager if you knew she was a D. How much more could you sell if you recognized your customer as an I? How would it impact your career if you realized that the person interviewing you was a C? And how much more effective would you be as a leader if you determined that you were managing a group of S’s?

When observing others from a DISC perspective, each piece of the puzzle spontaneously assembles into an easily definable picture—a quick roadmap of how you should interact with them. You can simply observe how others behave, how they move, the way they speak, and it all comes together.

Tune into people’s words, tone, and body language. Are they animated or subdued? Rigid or relaxed? Is their tone upbeat and dynamic or soft and flat? Do they speak quickly and spontaneously or slowly and measured? Do they make definitive statements that convey confidence, or do they ask questions to assure understanding? Pay attention to how they listen. Do they validate emotions with empathy, or are they impatient listeners who interrupt with their own ideas?

All of these characteristics are aspects of the behavioral style puzzle. The more you practice tuning into the pieces, the more adept you will become at identifying DISC styles. Most people find that after a few weeks of observing the styles of friends, family, or even characters on television shows or in movies, they can identify the styles of people they have just met—in minutes, or even less.

Consider the following observable signs of people with each of the four styles:

Dominant—The first sign that someone is a D is that he or she exudes self-confidence of an eagle. D’s stand tall, have firm handshakes, and maintain steady eye contact. D’s tones of voice are assertive and direct. They speak with such certainty that even when sharing new ideas, D’s can come across as experts. D’s jump right to the matter at hand and dispense with the niceties. They call it like it is. Not to be bothered with fluff, they cut to the chase and ask for what they want. If you are providing too much detail, you might notice a D’s impatience as he directs the conversation to the bottom line. You may also find that, at best, D’s provide suggestions about how you should handle situations or solve problems. At worst, they impose their opinions or even their will upon you.

Interactive—The big smile, wide eyes, and hearty laugh that can fill a room are dead giveaways that you’ve encountered the parrot energy of an I. In fact, you might find I’s laugh at their own jokes even more than their audience! They often use their full bodies to emphasize their excitement or to make a point, casually taking up lots of physical space. When I’s speak, their tones range from happy to excited. Even small experiences are larger-than-life events for I’s. If something is good, to an I it’s great! If it’s bad, it’s horrible. Look for I’s to comfortably start conversations with strangers, as they are energized by unfamiliar or large groups. They can build rapport easily, and within minutes they’ll be talking to you as if they’ve known you for years. I’s seem to have stories for every topic. At times it can even seem as if they need to “one up” whatever you have to say, but it’s just the I’s way of connecting with you.

Supportive—When you meet an S, you’ll immediately notice that he or she radiates a dove’s sense of calm. The S’s soft smile and gentle touch reveals a mild, sincere demeanor. Their tone is friendly and nurturing, and their volume is quiet as they rarely raise their voices, even when angry. They move deliberately and use a small range of gestures, careful not to take up too much physical space. S’s shine in one-on-one interactions or in small, familiar groups. In these comfortable settings, they may be quite verbal and involved. However, in new or large groups, S’s can easily be overlooked given their quiet, unobtrusive manner. When they sense that others are not well, you can see how effortlessly they tune into emotions and lend an empathetic ear.

Conscientious—You can immediately identify a strong C through their owl-like nondemonstrative, restrained movements. Their facial expressions will often be flat, unemotional, and consistent. C’s are sensitive to physical space. They’re not likely to pat your back or offer a hug. They speak with their arms at their sides, rarely using them expressively as an I would. C’s will typically make strong eye contact but will rarely nod their heads, smile, or give off cues that they agree or disagree with you, making them difficult to read. However, C’s are patient listeners and will let you finish before they talk. And when they do, notice the level of detail they share, as well as the reasoning behind a decision or recommendation. C’s favor logic over feelings and will relate even personal stories through facts and data. C’s speak with intention, thus their words are measured and precise. Not comfortable with ambiguity, C’s will ask lots of questions to ensure complete understanding.