Appeal to their psychological needs

Hi, Dan here with a quick way to influence people. We all have psychological needs, and the DiSC model helps us understand some of the psychological motivators of the people that we're speaking with.

If you're not familiar with the DiSC model, and how it relates to the four styles of communication go to www.confidentcommunicator.com/disc for a primer.

Let's take a look at the four communication styles.

First we have the “D” or Direct style. These are the people who are fast talking but also facts– oriented. They are the results driven people, psychologically motivated by achievement. So if you are trying to convince them of something, appeal to results in your reasoning. Explaining things in terms of results will help them see the value in it. 

Next, are the “i” or Influence style people. They're the fast talkers, but they're also very people-focused. These are the cheerleaders of the group, the people who are really good in the moment. They are often motivated by recognition, which may not be a personal recognition that they need, but a recognition for their team, or for their ideas, or their contribution. So think about how you can recognize them, keeping things upbeat and positive.

Next we have the “S” style or Steady communicators. There are also people-oriented but they are more cautious, and the key word there is harmony. These kinds of people are more motivated by relationships, so if you are trying to convince them of something – to take on a new initiative maybe – talk about how it will be good for team morale, or team harmony. Concern for people is the kind of thing that they have a psychological need for, so if you couch it in those terms it will help your proposal be accepted.

Finally we have the “C” or Conscientious style, characterized by facts and caution. These are the deep thinkers, the people who have to get their head around the full issue before they move forward. Very process oriented people, detail oriented. So, appeal to their need for process or standards, or precision, or show that you've done a complete analysis and present yourself as an expert. That will go a long way with the C style.

I hope this was helpful. Thanks for listening