Today we continue with our DISC series and the third style - Steadiness. Here is more on the High S.
Steadiness
This factor describes people that crave consistency, repetition and few surprises. S's are drawn to routine and predictability which gives them the innate ability to excel at consistency. High S's are loyal workers who bring a peacemaking ability to any team. Their desire to find closure drives them to finish what they started.
Observable Behavior
Buy: Slow decision maker; traditional products.
Change: Does not like change. Needs much preparation.
Conflict response: Tolerate, put up with it.
Drive: Relaxed pace, no hurry.
Decorate an office: Family snapshots, "homey" atmosphere.
Gesture: Will gesture with hands, not large sweeping gestures.
Goal Setting: Goals are short-term, low risk. May use daily to-do lists.
Organization: Usually some type of system. A little on the sloppy side.
Read: People stories, fiction and nonfiction.
Risk Factor: Moderately low risk-taker.
Rules: Will usually follow time-tested, proven rules.
Stand: Leaning back, hand in pocket.
Stress Relief: Rest time/sleep. Hot baths.
Talk on the Phone: Warm conversationalist, friendly and concerned.
Talk to others: Warm, not pushy. Will listen before talking.
Walk: Steady, easy pace.
Writing: Long form giving lots of information.
Color noticed first: Blue.
Communicating with the High S
- Start with personal comments. Break the ice. Don't rush headlong into business or agenda.
- Show sincere interest in them as people. Don't stick coldly or harshly to business.
- Patiently draw out their personal goals and ideas. Listen and be responsive. Don't force a quick response to your objectives.
- Move casually, informally. Don't be abrupt and rapid.
- Provide personal assurances and guarantees. Don't promise something you can't deliver.
Managing the High S
- Clearly explain upcoming changes in order to prepare them.
- Make an effort to get to know them and their needs.
- Assign them fewer, larger projects.
- Encourage their contribution in meetings.
- Work to stretch them carefully to new heights.
Potential Limitations of the High S
- Take criticism of work as personal affront.
- Resist change just for change sake.
- Need help getting started on new assignment.
- Have difficulty establishing priorities.
- Not project a sense of urgency.
The High S is a strong selling style for extended, relationship sales. The S has a natural ability to hang in there even during long periods of time. They are people-oriented like the High I, but they are quieter in dealing with others. High S's are introverted and enjoy predictable days and established routines. Leading the High S requires a boss who can see the strengths they bring to the team, and the realization that there are times when you will have to put the spurs to them.
Source: Target Training International
