How to Identify DiSC Behavioral Styles on the Phone

Recognizing someone’s DiSC behavioral style during phone conversations can significantly enhance communication, strengthen relationships, and improve outcomes.

Here’s a guide to identifying the four DiSC styles—Dominance, Influence, Steadiness, and Conscientiousness—over the phone.

Dominance (High D Style): Focused and Direct

Communication Style:

Straight to the point, often skipping greetings. They prefer concise, result-oriented conversations.

Tone and Behavior:

Confident and commanding, often multitasking during the call. They may seem curt but are goal-driven.

Key to Engagement:

Keep your message brief and actionable. Use thinking-based terminology and emphasize tangible outcomes.

Influence (High I Style): Enthusiastic and Expressive

Communication Style:

Opens with upbeat greetings like “What’s up?” or “How’s it going?” They tend to use emotional language and exaggerations.

Tone and Behavior:

Animated, lively, and engaging. Conversations may include personal anecdotes or emotional expressions.

Key to Engagement:

Match their energy with feeling-based language. Be prepared for longer calls and affirm their excitement to build rapport.

Steadiness (High S Style): Warm and Supportive

Communication Style:

Friendly and sincere, often beginning with phrases like “How are you?” They aim to create personal connections.

Tone and Behavior:

Calm and measured with even vocal intonations. They listen attentively and prefer conversations that build trust.

Key to Engagement:

Use a personable approach and focus on shared experiences or relationships. Provide clear details and allow time for thoughtful responses.

Conscientiousness (High C Style): Formal and Detail-Oriented

Communication Style:

Precise and structured, often introducing themselves formally with titles. They value correctness and clarity.

Tone and Behavior:

Reserved and cautious, asking fact-based, relevant questions. Conversations are efficient and professional.

Key to Engagement:

Use formal titles and avoid overly personal topics. Provide concrete data and allow them time to process information.

Why It Matters

Understanding and adapting to these behavioral styles on the phone can lead to more productive conversations and stronger professional relationships. By tailoring your communication to each style, you can build trust, foster collaboration, and ensure your message resonates effectively.

Whether you’re pitching an idea, resolving an issue, or simply checking in, aligning your approach to the other person’s DiSC style can make all the difference.