Today we continue with our DISC series and the second style - Influencing. Here is more on the High I.

Influencing
This factor describes people that prefer to influence others with their words.  High I's enjoy the opportunity to talk to new people, experience new things...anything new.  I's tend to trust other people implicitly and have a naturally optimistic approach to most things.

Observable Behavior
Buy:  Quick decision makers; showy  products; impulse buyer.
Change:  May not notice change.
Conflict response:  Flight, run.
Drive:  Visual, looking around, radio on.
Decorate an office:  Contemporary, memorabilia of experiences.
Gesture:  A lot of big gestures and facial expressions when talking.
Goal Setting:  Not good at setting goals. Intention is present, planning is not.
Organization:  Disorganized. A lot of piles.
Read:  Fiction, self-improvement books.
Risk Factor:  Moderate risk-taker.
Rules:  May not be aware of rules and break them unintentionally.
Stand:  Feet spread. Two hands in pockets.
Stress Relief:  Interaction with people.
Talk on the Phone:  Long conversations. A great deal of tone variation in voice.
Talk to others:  Verbal, at length. Personal with others.
Walk:  Weave, people focus, may run into things.
Writing:  More wordy, warm people focus.
Color noticed first:  Red.
 

Communicating with the High I

• Plan interaction that supports their dreams and intentions.  Don't legislate or muffle.
• Allow time for relating and socializing.  Don't curt, cold or tight-lipped.
• Talk about people and their goals.  Don't drive to facts, figures and alternatives.
• Focus on people and action items. Put details in writing.  Don't leave decisions up in the air.
• Ask for their opinion.  Don't be impersonal or task-oriented.
   

Managing the High I

• Assist in setting realistic goals.
• Work with on-time management.
• Develop a friendship and make time for interaction daily.
• Open door policy for High I to discuss any issues.
• Look for opportunities for them to utilize their verbal skills.
   

Potential Limitations of the High I

• Oversell.
• Act impulsively, heart over mind.
• Trust people indiscriminately.
• Be inattentive to detail.
• Tend to listen only situationally.

The High I is a somewhat common style in sales.  This style is the most appreciative of people interactions so sales is a natural draw.  They are chatty, personal, outgoing and always eager for a new experience.  The High I does require a patient leader as the High I will be in your office frequently to discuss their most recent discovery/success/question.  Be patient and know that the High I will cover a lot of ground and talk to more people than any other style.

Source: Target Training International