Last Thursday we began a looking at the individual quadrants within the DISC behavioural profiling system with “Observe the D in DISC for youth worker’s“. We are half way through our overview series and hope that you have been able torecognise some DOMINANCE behavioural styles in those around you. In this blog we continue the series with an overview of the INFLUENCE behavioural style.
One of the most exciting behavioural style to be around (and it is my secondary behavioural style) is that of INFLUENCE. The social butterfly or life of the party, people with thisbehavioural type often have large networks and seem to draw people to themselves. They are talkative, they over communicate, are born performers, are style setters, in teams they are the idea generators and they are very quick-witted. They are the most enthusiastic and active people you will ever meet and develop relationships quickly. They are fast starters and begin project with gusto. All of these positive adjectives are often linked to a person who is exhibiting a INFLUENCEbehavioural trait. On the other hand you have probably seen their negative behaviours as well. They work off intuition without reason. They can be highly emotional. They are sporadic and scattered. They start fast but rarely finish. They have too many projects on the go. If they were a slogan they would be Nokia: Connecting People.
A person with a high level of INFLUENCE in their behaviour speaks in a way that about 75% of us struggle to keep up with. They sell ideas with an inspiring style. They talk a lot at the 50,000 foot view but struggle to get down in the grass. They avoid bringing up difficult subjects but give good constructive feedback. They enjoy interaction and focus on the feelings of their subject intently. They get enthusiastically involved in discussions and often talk too much. They may not assess what is being said and can loseconcentration and get sidetracked easily. They speak in stories and anecdotes often from personal experience. They are prone to exaggeration and when excited they speak really fast and approachyou closely using lots of facial expression.
Most of us struggle to get a word in edgeways with a High I and we are confronted at the speed and tangential thinking present in their conversation… but we do enjoy their conversation. They do respect a smile, a pat on the back and seven conversations at once. So how do we work with these people when their excitement is off the charts and you are not really sure which conversation you are having with them?
Here are our top six tips for working with people with INFLUENCE behaviour traits:
Approach them informally. These guys and girls hate feeling constrained. A meeting in an office with suits and ties and a policy document may just make them explode. A brief chat on the way to lunch or even a confab at their desk is the best way to get them on side. Do not start with facts and stats or a policy document it will make them throw a toddler tantrum.
Be relaxed and sociable. Even if you need to pull them into line be chilled out. These guys take their reputation seriously and if you are not sociable they will take it as a sign that you hate them.
Let them tell you how they feel and how awesome they are. Yes the sun doth shine from their backside and you would do well to acknowledge this with a hearty nod of the head. They are the centre of attention and you are a tool for propping up their ego. Whilst they care about people it is hard to notice them through their haze of awesomeness.
Keep the conversation light. Remember, they are up there in the clouds in the land of big dreams. It is a place where balloons pop very easily. You want to be a fluffy cloud and sharp grass. Details are the enemy. There is no pressure here. It should be like a trip to Tahiti.
Provide written details to focus their attention. As those with INFLUENCE behaviours can be flighty and forgetful write things down and get them to take notes. It also helps when they begin to go on a tangent if their KPI’s are written down as you can steer them back on course.
Use humour. Everything has a funny side… even paperwork!!! Try to lighten the mood by making a joke or finding a humourous take on the situation. If all else fails steal a Robin Williams skit. It will diffuse any tension and let them see you have a pulse.
Here are just a few people you might have seen on a TV that have INFLUENCE in their behavioural style.
Shane Warne (Cricketer)
Hamish Blake (Australian TV and Radio Personality)