Have you ever wondered why some people seem to effortlessly lead, while others struggle to make an impact? The answer lies in their DiSC profile, specifically their Influence Style (IS). In this guide, we’ll delve into the enigmatic world of the “I” in DiSC, providing a comprehensive understanding of the Influence Style.

Unravel the mystery of how those with a dominant Influence Style approach relationships, motivate others, and drive change. This captivating journey will uncover the strengths and challenges associated with the IS, equipping you with the knowledge to navigate your interactions with ease. So, let’s embark on this captivating expedition and decode the secret to mastering the art of influence!

What is an IS in DiSC Assessment?

Overview of DiSC Assessment

DiSC is a personality assessment tool that helps individuals understand their behavioral tendencies and how they interact with others. It was developed by William Moulton Marston in the 1920s and has since become one of the most widely used assessment tools in the world.

The DiSC assessment is based on the premise that there are four primary behavioral styles: Dominance, Influence, Steadiness, and Conscientiousness. Each style is characterized by a unique set of traits and behaviors that are associated with the way individuals interact with others and approach problems.

The Influence style, or IS in DiSC, is one of the four behavioral styles identified in the assessment. It is characterized by a focus on interpersonal relationships, enthusiasm, and communication. People with an IS style tend to be outgoing, talkative, and people-oriented. They are skilled at building rapport and are able to influence others through their communication skills.

In the following sections, we will delve deeper into the Influence style and explore the characteristics, strengths, and potential challenges associated with this behavioral style.

The Influence Style (IS)

Definition of Influence Style

The Influence Style (IS) is one of the four behavioral styles identified in the DiSC assessment. It is characterized by individuals who are outgoing, talkative, and have a strong desire to influence and persuade others. These individuals tend to be optimistic, enthusiastic, and assertive in their communication style. They are also known for their ability to build rapport quickly and connect with others on a personal level.

Characteristics of an Influence Style

1. Outgoing: People with an Influence Style tend to be very social and outgoing. They enjoy meeting new people, making connections, and building relationships.
2. Talkative: They are often very verbal and expressive, using language to convey their thoughts and ideas. They may also be more likely to interrupt or talk over others in conversation.
3. Persuasive: People with an Influence Style are skilled at persuading and influencing others. They may use their charisma and charm to win over others and gain support for their ideas.
4. Optimistic: They tend to have a positive outlook on life and believe that things will work out for the best. They may be less likely to focus on potential problems or obstacles.
5. Enthusiastic: They are known for their enthusiasm and energy. They may be more likely to take on new challenges and seek out opportunities for growth and development.
6. Assertive: People with an Influence Style are confident and assertive in their communication style. They may be more likely to take charge and make decisions without seeking input from others.

Overall, individuals with an Influence Style tend to be highly social, outgoing, and persuasive. They are skilled at building relationships and connecting with others, and are often seen as the “life of the party.” However, they may also struggle with being too talkative or dominant in their interactions with others. Understanding the characteristics of an Influence Style can help individuals develop their strengths and overcome their weaknesses in their personal and professional relationships.

DiSC Assessment: How It Works

The Science Behind DiSC

The research behind DiSC

The DiSC assessment is based on the work of William Moulton Marston, a psychologist who developed the concept of DISC theory in the 1920s. Marston believed that people’s behavior could be analyzed and categorized into four main traits: Dominance, Influence, Steadiness, and Conscientiousness.

The research behind DiSC has been extensive and ongoing for many years. Studies have shown that the DiSC model can accurately predict an individual’s behavior and communication style based on their dominant traits. The assessment is designed to measure an individual’s behavior in various situations, including work, personal relationships, and team dynamics.

The DISC model and personality

The DISC model is a framework used to understand personality traits and behavior patterns. The model categorizes individuals into four main styles: Dominant, Influence, Steadiness, and Conscientiousness. Each style is characterized by specific traits and behaviors, which can be used to understand an individual’s strengths, weaknesses, and communication style.

The Influence style, which is the focus of this guide, is characterized by traits such as enthusiasm, openness, and communication skills. Individuals with a dominant Influence style tend to be outgoing, friendly, and able to build rapport quickly. They are skilled at building relationships and influencing others through their communication skills.

Overall, the science behind DiSC provides a comprehensive and reliable framework for understanding personality traits and behavior patterns. By understanding the DISC model and the different styles, individuals can gain valuable insights into their own behavior and communication style, as well as that of others.

Taking the DiSC Assessment

Preparing for the assessment

Before taking the DiSC assessment, it is important to understand what it is and how it works. The DiSC assessment is a tool used to measure an individual’s behavioral style based on the DiSC model. It assesses an individual’s tendencies in four key areas: Dominance, Influence, Steadiness, and Conscientiousness.

The assessment is designed to help individuals better understand themselves and their colleagues, leading to improved communication, teamwork, and overall workplace relationships. It is important to approach the assessment with an open mind and a willingness to learn about yourself and others.

The assessment process

The DiSC assessment typically consists of a series of questions or statements that the individual must answer or agree/disagree with. The questions are designed to elicit responses that reveal an individual’s behavioral tendencies in each of the four areas.

The assessment is usually administered online and can take anywhere from 10 to 30 minutes to complete, depending on the specific assessment and the individual’s familiarity with the DiSC model. It is important to answer the questions honestly and without bias to ensure accurate results.

Understanding your results

After completing the assessment, individuals will receive a report detailing their behavioral style according to the DiSC model. The report will provide information on the individual’s strengths, challenges, and tendencies in each of the four areas.

It is important to read and understand the results carefully, as they can provide valuable insights into an individual’s communication style, work style, and motivations. The results can also be used to identify areas for personal growth and development, as well as to improve communication and relationships with others.

Applications of DiSC Assessment

Personal Growth and Development

Improving self-awareness

The DiSC assessment can be a valuable tool for personal growth and development by helping individuals to improve their self-awareness. By understanding their own behavioral style and tendencies, individuals can gain insight into how they approach relationships, handle stress, and make decisions. This increased self-awareness can help individuals to identify areas for improvement and make positive changes in their personal and professional lives.

Enhancing communication skills

Another benefit of the DiSC assessment for personal growth and development is that it can help individuals to enhance their communication skills. By understanding the behavioral styles of others, individuals can learn how to adapt their communication style to better meet the needs of others. This can lead to more effective and productive interactions with others, both personally and professionally.

Setting goals and priorities

The DiSC assessment can also be useful for setting goals and priorities. By understanding their own behavioral style and tendencies, individuals can identify their strengths and weaknesses and use this information to set realistic goals for personal and professional growth. Additionally, by understanding the behavioral styles of others, individuals can prioritize their relationships and focus on building and maintaining strong connections with those who are most important to them.

Professional Development

Building effective teams

DiSC assessment can be used to build effective teams by identifying the individual’s personality traits and behavioral styles. By understanding each team member’s strengths and weaknesses, managers can assign tasks and roles that best suit their skills and working style. This leads to better collaboration, communication, and ultimately, improved team performance.

Managing conflict

DiSC assessment can also be used to manage conflicts within teams. When team members have different personality traits and behavioral styles, conflicts can arise. However, by understanding the underlying causes of conflicts, managers can address them in a constructive manner. For example, a manager may recognize that a team member with a high dominance style is causing conflicts with team members who have lower dominance styles. The manager can then work with the dominant team member to help them adapt their communication style to better suit their colleagues.

Enhancing leadership skills

DiSC assessment can also be used to enhance leadership skills. Leaders can use the insights gained from the assessment to better understand their own style and how it impacts their team. They can also use the assessment to better understand the styles of their team members and adapt their leadership style accordingly. For example, a leader with a high influence style may find that they are more effective when communicating with team members who have a high influence style. By understanding these dynamics, leaders can build stronger relationships with their team members and improve overall team performance.

Career Development

Choosing a career path

The DiSC assessment can be a valuable tool for individuals who are uncertain about their career path. By understanding their personality style and natural tendencies, individuals can make informed decisions about the types of careers that may be a good fit for them. For example, an individual with a high “I” score may be well-suited for a career that involves public speaking, persuasion, or leadership.

Identifying career goals

The DiSC assessment can also help individuals identify their career goals by highlighting their strengths and areas for growth. By understanding their natural tendencies and preferences, individuals can set realistic goals for themselves and develop a plan for achieving them. For example, an individual with a high “I” score may set a goal to take on more leadership roles or to develop their public speaking skills.

Understanding workplace dynamics

Finally, the DiSC assessment can be useful for understanding workplace dynamics and improving teamwork and communication. By understanding their own personality style and the styles of their colleagues, individuals can improve their ability to work effectively with others and resolve conflicts. For example, an individual with a high “I” score may need to be aware of their tendency to dominate conversations and may need to make an effort to listen more actively to their colleagues.

Case Studies: Real-Life Examples of IS in Action

Example 1: Successful Entrepreneur

Situation

The first example of the Influence Style (IS) in action is a successful entrepreneur who built a multimillion-dollar business from scratch. This individual is known for their charisma, communication skills, and ability to inspire others to work towards a common goal. They are often seen as the leader of their team, and their energy and enthusiasm are contagious.

Behavior

The successful entrepreneur demonstrates the Influence Style by focusing on building relationships, inspiring others, and creating a positive work environment. They are skilled at motivating their team members, encouraging collaboration, and fostering a sense of community within the organization. They are also comfortable with taking risks and making bold decisions, which has helped them to grow their business rapidly.

Outcome

The outcome of this entrepreneur’s Influence Style is a highly engaged and motivated team that is committed to the success of the business. The positive work environment has led to increased productivity, job satisfaction, and employee retention. The entrepreneur’s ability to inspire and motivate their team has also contributed to the rapid growth of the business, as team members are more likely to go above and beyond to achieve their goals. Overall, this example illustrates the power of the Influence Style in creating a successful and thriving organization.

Example 2: Effective Manager

The situation involved a manager who was tasked with leading a team of sales professionals. The team had a history of low morale and lack of productivity, and the manager was brought in to turn things around.

The manager began by taking the time to get to know each team member on a personal level. They asked questions and listened attentively to the concerns and ideas of each individual. The manager also made a point to recognize and celebrate the achievements of team members, both individually and as a group.

In addition, the manager provided clear direction and expectations for the team, and regularly checked in to ensure that progress was being made. They were also quick to provide support and resources when needed, and encouraged open communication and collaboration within the team.

As a result of the manager’s approach, the team’s morale and productivity improved significantly. Individual team members reported feeling more valued and supported, and the team as a whole was able to achieve their goals more effectively. The manager’s ability to influence and motivate the team through personal connections and clear leadership was a key factor in the team’s success.

Example 3: Conflict Resolution Expert

A conflict resolution expert, Sarah, is an IS who is highly skilled in managing conflicts and facilitating discussions. She works in a large corporation where her role is to help teams resolve disputes and find common ground. Sarah’s team often relies on her to mediate discussions and resolve conflicts between different departments.

Sarah is an expert at managing conflict by using her influence style. She is able to listen to both sides of a dispute and help each party understand the other’s perspective. She is also skilled at facilitating discussions and helping teams come to a consensus. Sarah is able to use her charm and enthusiasm to create a positive and productive environment.

As a result of Sarah’s efforts, the corporation has seen a significant reduction in conflicts between departments. Sarah’s ability to resolve conflicts has helped to improve team morale and productivity. Her influence style has also helped to foster a more collaborative and cooperative culture within the organization.

In conclusion, Sarah’s IS influence style has proven to be a valuable asset in her role as a conflict resolution expert. Her ability to listen, understand, and facilitate discussions has helped to create a more positive and productive work environment.

Example 4: Sales Expert

The sales expert was tasked with selling a new product to a potential client. The client had shown interest in the product but was hesitant to make a purchase due to the high price point.

The sales expert used their Influence Style (IS) to persuade the client to make the purchase. They used enthusiastic language, gestures, and facial expressions to convey their passion for the product. They also used questions and active listening to understand the client’s concerns and address them directly.

The sales expert’s IS was successful in convincing the client to make the purchase. The client was impressed by the sales expert’s enthusiasm and ability to address their concerns. The sale was closed, and the client became a repeat customer, referring others to the sales expert’s products.

Example 5: Conflict Resolution Expert

A conflict resolution expert, Sarah, is called upon to mediate a dispute between two employees of a tech company. The employees, John and Alex, work in the same department but have different approaches to their work, which has led to disagreements and tension between them. John, who is an “I” style, is assertive and outspoken, while Alex, who is a “S” style, is more reserved and prefers to avoid confrontation.

Sarah, who is also an “I” style, takes charge of the situation and begins by establishing rapport with both John and Alex. She listens attentively to both sides of the story, asking probing questions to understand the underlying issues and concerns. Sarah is assertive in her communication, using confident body language and direct eye contact to establish authority and build trust. She also uses humor and storytelling to create a relaxed atmosphere and diffuse tension.

Thanks to Sarah’s intervention, John and Alex are able to identify the root causes of their disagreements and find a mutually acceptable solution. John learns to tone down his aggressive communication style, while Alex learns to assert himself more effectively. The two employees are able to resume working together harmoniously, and Sarah’s mediation skills are praised by the company’s management.

Overall, this case study highlights the importance of effective communication and assertiveness in resolving conflicts, as well as the value of an “I” style’s ability to take charge and establish authority in difficult situations.

Example 6: Human Resources Specialist

The Human Resources Specialist, Jane, is responsible for managing employee engagement and motivation at her organization. She has noticed that employee morale has been low lately, and she wants to find a way to improve it.

Jane uses her Influence Style to rally her team and get them excited about the company’s mission. She organizes a company-wide event, where she invites employees to share their success stories and achievements. She also sets up a recognition program, where employees can nominate their colleagues for awards and prizes.

Jane’s efforts pay off, and employee morale improves significantly. The recognition program is a huge success, and employees feel valued and appreciated. The company-wide event also brings people together and helps to build a sense of community. As a result, Jane is able to foster a positive work environment and improve employee engagement.

Example 7: Nonprofit Leader

In this example, a nonprofit leader, Jane, is tasked with securing funding for her organization’s programs. She is aware of the tight deadline and the need to present a compelling case to potential donors.

Jane utilizes her Influence (I) style by being highly persuasive and confident in her presentation. She emphasizes the impact of her organization’s work, shares success stories, and uses data to support her points. She also connects with her audience by using humor and relatable anecdotes.

Jane’s Influence style proves to be effective as she secures a significant amount of funding from potential donors. Her ability to build rapport and connect with her audience allows her to make a lasting impression and establish long-term relationships with key stakeholders. Additionally, her use of data and success stories helps to reinforce the importance of her organization’s work, making it more difficult for potential donors to say no.

Example 8: Public Speaker

A public speaker is tasked with delivering a persuasive speech to a large audience. The speaker is expected to inspire and engage the audience, and convince them of the importance of the message being delivered.

The public speaker exhibits characteristics of the Influence Style (IS) by using a combination of charm, enthusiasm, and confidence to captivate the audience. They use a conversational tone, making eye contact, and incorporating humor to connect with the audience. The speaker also varies their tone and pace to maintain the audience’s attention and create a sense of excitement.

As a result of the public speaker’s IS behavior, the audience is engaged and motivated by the message being delivered. The speaker successfully influences the audience, leading to increased support for the cause or initiative being promoted. The speech is well-received, and the speaker is praised for their ability to connect with the audience and deliver a powerful message.

Recap of Key Points

• In this section, we will summarize the key points discussed in the case studies of IS in action.
• These case studies will provide practical examples of how individuals with the IS style can effectively use their influence and adaptability to achieve their goals.
• By examining these real-life examples, we can gain a deeper understanding of the strengths and potential pitfalls of the IS style, and how to leverage them in different situations.
• We will also discuss the common themes and patterns that emerged from the case studies, and how they can inform our understanding of the IS style.
• Through this analysis, we aim to provide a comprehensive and practical guide to the IS style, and help individuals with this style to develop their strengths and overcome their challenges.

Final Thoughts on the Influence Style

The Influence Style, or “I” in DiSC, represents individuals who are outgoing, talkative, and assertive. They are known for their ability to persuade and inspire others, and they tend to be natural leaders. While the Influence Style can be highly effective in certain situations, it is important to recognize that it may not be the best fit for every situation.

Here are some final thoughts on the Influence Style:

• The Influence Style is often associated with confidence and enthusiasm, but it can also come across as pushy or overbearing if not managed properly.
• Influence Style individuals may struggle in situations that require more reserved or introspective approaches, such as in negotiations or when dealing with sensitive issues.
• It is important for Influence Style individuals to be aware of their tendency to dominate conversations and to make an effort to listen actively to others.
• Influence Style individuals can benefit from learning how to adapt their communication style to different situations and individuals, in order to be more effective in a variety of contexts.
• Ultimately, the Influence Style is just one aspect of an individual’s overall personality and communication style, and it is important to consider all of these factors when assessing someone’s leadership potential or effectiveness.

Recommended Resources for Further Exploration

If you’re interested in further exploring the Influence Style (IS) in action, there are several recommended resources that can provide valuable insights and real-life examples. These resources include books, articles, and videos that delve into the various aspects of the Influence Style and how it can be applied in different contexts.

Here are some of the recommended resources for further exploration:

• Books:
  • “Influence: The Psychology of Persuasion” by Robert Cialdini: This book provides a comprehensive overview of the psychology of persuasion and how it can be applied in different contexts. It includes a detailed discussion of the Influence Style and how it can be used to effectively communicate and negotiate.
  • “Crucial Conversations: Tools for Talking When Stakes Are High” by Kerry Patterson, Joseph Grenny, Ron McMillan, and Al Switzler: This book provides practical tools and strategies for having difficult conversations, which is an essential skill for the Influence Style. It includes case studies and real-life examples of how to effectively communicate in high-stakes situations.
• Articles:
  • “The Power of Persuasion: How We’re All Fooled Every Day” by David Bernstein: This article provides an in-depth analysis of the psychology of persuasion and how it can be used to influence others. It includes a discussion of the Influence Style and how it can be used to effectively communicate and negotiate.
  • “The Art of Persuasion: How to Influence People and Get What You Want” by Bob Burg: This article provides practical tips and strategies for effectively communicating and persuading others. It includes a discussion of the Influence Style and how it can be used to achieve desired outcomes.
• Videos:
  • “The Art of Persuasion” by TED Talks: This video provides a comprehensive overview of the psychology of persuasion and how it can be used to influence others. It includes a discussion of the Influence Style and how it can be used to effectively communicate and negotiate.
  • “Crucial Conversations” by VitalSmarts: This video provides practical tools and strategies for having difficult conversations, which is an essential skill for the Influence Style. It includes case studies and real-life examples of how to effectively communicate in high-stakes situations.

These resources can provide valuable insights and real-life examples of the Influence Style in action, and can help you further understand how to effectively communicate and persuade others.

FAQs

1. What is an IS in DiSC assessment?

An IS in DiSC assessment refers to an individual who has a dominant Influence style. In DiSC, Influence is one of the three main behavioral traits, along with Dominance, Conscientiousness, and Steadiness. People with an IS style tend to be outgoing, talkative, and sociable, and they enjoy engaging with others and building relationships. They are also good at persuading and influencing others, which makes them excellent communicators and leaders.

2. How does an IS in DiSC assessment differ from other styles?

An IS in DiSC assessment differs from other styles in several ways. While people with a Dominance style tend to be assertive and results-oriented, and those with a Conscientiousness style are analytical and detail-oriented, people with an Influence style are focused on building relationships and making connections with others. They are also more comfortable with change and adaptable to new situations, whereas people with a Steadiness style tend to be more consistent and dependable.

3. What are the strengths of an IS in DiSC assessment?

The strengths of an IS in DiSC assessment include their ability to build strong relationships, their excellent communication skills, and their ability to persuade and influence others. They are also good at adapting to new situations and can be creative problem-solvers. Additionally, people with an IS style tend to be optimistic and positive, which can help them to inspire and motivate others.

4. What are the potential challenges for an IS in DiSC assessment?

The potential challenges for an IS in DiSC assessment include their tendency to be impulsive and to act without considering the consequences. They may also struggle with taking charge of tasks and projects, and may need to work on developing their decision-making skills. Additionally, people with an IS style may have difficulty working with those who are more reserved or introverted, and may need to learn how to adapt their communication style to different individuals.

5. How can an IS in DiSC assessment develop their skills further?

An IS in DiSC assessment can develop their skills further by focusing on building their decision-making abilities and learning how to take charge of tasks and projects. They can also work on developing their listening skills and learning how to adapt their communication style to different individuals. Additionally, they can benefit from working with a coach or mentor who can help them to identify areas for improvement and provide guidance on how to develop their skills further.

DISC Assessment Explained – DISC 101