DiSC PPSS Demonstration

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Agenda
Marston's DiSC Model
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DiSC PPSS EPIC Report
General Characteristics Report
Supplemental Reports

• Strategies for Creating a Positive Relationship

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• Relating to People and Environment

• Strategies for Managing

• How this Person Tends to Manage

• Managing this Person in a Sales Environment

• Natural Approach to the Sales Process

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Marstons Model
Environment
Perceives environment as

• Favorable
• Unfavorable

Self
Perceives self as

• More powerful than the environment
• Less powerful than the environment

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Marstons Model Environment
i
D
Perceives an Unfavorable Environment
Perceives a Favorable Environment
C
S
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Marstons Model Self
Perceives Self as More Powerful than the
Environment
i
D
C
S
Perceives Self as Less Powerful than the
Environment
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Marstons Model Integrated
Perceives Self as More Powerful than the
Environment
D
i
Perceives an Unfavorable Environment
Perceives a Favorable Environment
C
S
Perceives Self as Less Powerful than the
Environment
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Marstons Model Integrated
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High D

• Sees an unfavorable environment that they want to
  overcome

• Tries to change, fix, or control things

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High i

• Sees a favorable environment in which they can
  influence others

• Tries to persuade, promote, or influence others

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High S

• Sees a favorable environment that they want to
  maintain

• Tries to be cooperative, supportive, and
  agreeable while keeping things stable

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High C

• Sees an unfavorable environment that they do not
  want to try to change

• Tries to work within established rules,
  guidelines, and procedures to ensure accuracy and
  quality

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DiSC PPSS

• DiSC PPSS helps individuals and teams improve
  their effectiveness in a wide range of business
  applications, including
• Sales
• Management
• Customer service

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General Characteristics Report
General Characteristics Report
Behavioral Highlights

• Highlights several potential strengths

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General Characteristics Report
General Characteristics Report
Behavioral Highlights
Graph

• This graph displays the intensity of the four
  behavioral dimensions, D, i, S, and C, that make
  up the persons profile pattern.

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General Characteristics Report
General Characteristics Report
Behavioral Highlights
Graph

• This graph displays the intensity of the four
  behavioral dimensions, D, i, S, and C, that make
  up the persons profile pattern.

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General Characteristics Report
General Characteristics Report
Behavioral Highlights
Graph
Behavioral Overview

• The overview is a narrative description of the
  person's behavioral style

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General Characteristics Report
General Characteristics Report
Behavioral Highlights
Graph
Behavioral Overview

• The overview is a narrative description of the
  person's behavioral style

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General Characteristics Report
General Characteristics Report
Behavioral Highlights
Graph
Behavioral Overview/Narrative
Tendencies

• Motivating Factors

• This section lists those factors that are most
  likely to motivate the person.

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General Characteristics Report
General Characteristics Report
Behavioral Highlights
Graph
Behavioral Overview/Narrative
Tendencies

• Motivating Factors

• This section lists those factors that are most
  likely to motivate the person.

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General Characteristics Report
General Characteristics Report
Behavioral Highlights
Graph
Behavioral Overview/Narrative
Tendencies

• Preferred Environment

• This section describes a person's preferences for
  his or her work environment.

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General Characteristics Report
General Characteristics Report
Behavioral Highlights
Graph
Behavioral Overview/Narrative
Tendencies

• Preferred Environment

• This section describes a person's preferences for
  his or her work environment.

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General Characteristics Report
General Characteristics Report
Behavioral Highlights
Graph
Behavioral Overview/Narrative
Tendencies

• Tends to Avoid

• This section details the situations or activities
  that this person may tend to avoid.

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General Characteristics Report
General Characteristics Report
Behavioral Highlights
Graph
Behavioral Overview/Narrative
Tendencies

• Tends to Avoid

• This section details the situations or activities
  that this person may tend to avoid.

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General Characteristics Report
General Characteristics Report
Behavioral Highlights
Graph
Behavioral Overview/Narrative
Tendencies

• Strategies for Increased Effectiveness

• This section provides a list of possible action
  strategies for making the person more effective.

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General Characteristics Report
General Characteristics Report
Behavioral Highlights
Graph
Behavioral Overview/Narrative
Tendencies

• Strategies for Increased Effectiveness

• This section provides a list of possible action
  strategies for making the person more effective.

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General Characteristics Report
General Characteristics Report
Behavioral Highlights
Graph
Behavioral Overview/Narrative
Tendencies

• Demotivating Factors

• This section identifies the situations,
  activities, or types of interactions that may
  negatively affect the person's motivation.

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General Characteristics Report
General Characteristics Report
Behavioral Highlights
Graph
Behavioral Overview/Narrative
Tendencies

• Demotivating Factors

• This section identifies the situations,
  activities, or types of interactions that may
  negatively affect the person's motivation.

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General Characteristics Report
General Characteristics Report
Behavioral Highlights
Graph
Behavioral Overview/Narrative
Tendencies

• Behavior in Conflict Situations

• This section lists the potential behaviors the
  person may use in conflict, and can be used to
  look at the effectiveness of these behaviors.

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General Characteristics Report
General Characteristics Report
Behavioral Highlights
Graph
Behavioral Overview/Narrative
Tendencies

• Behavior in Conflict Situations

• This section lists the potential behaviors the
  person may use in conflict, and can be used to
  look at the effectiveness of these behaviors.

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General Characteristics Report
General Characteristics Report
Behavioral Highlights
Graph
Behavioral Overview/Narrative
Tendencies
Behavioral Tendency Continuum

• The Continuum displays the respondent's potential
  range of intensity for each of the behaviors
  listed, and can be used as a structure for
  considering and discussing individual differences.

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General Characteristics Report
General Characteristics Report
Behavioral Highlights
Graph
Behavioral Overview/Narrative
Tendencies
Behavioral Tendency Continuum

• The Continuum displays the respondent's potential
  range of intensity for each of the behaviors
  listed, and can be used as a structure for
  considering and discussing individual differences.

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General Characteristics Report
General Characteristics Report
Behavioral Highlights
Graph
Behavioral Overview/Narrative
Tendencies
Continuum
Worksheets

• The worksheets provide an opportunity to use
  knowledge about the respondents behavioral
  tendencies to determine which action strategies
  would be most effective.

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General Characteristics Report
General Characteristics Report
Behavioral Highlights
Graph
Behavioral Overview/Narrative
Tendencies
Continuum
Worksheets

• The worksheets provide an opportunity to use
  knowledge about the respondents behavioral
  tendencies to determine which action strategies
  would be most effective.

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Supplemental Reports
Supplemental Reports

• Strategies for Creating a Positive Relationship

• Relating to People and Environment

• Strategies for Managing

• How this Person Tends to Manage

• Managing this Person in a Sales Environment

• Natural Approach to the Sales Process

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Supplemental Reports
Strategies for Creating a Positive Relationship
This report describes how to create a positive
relationship by using the most effective
approaches based on the persons behavioral
style.
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Supplemental Reports
Strategies for Creating a Positive Relationship
Creating a Positive Climate

• This section provides information about
  strategies that are likely to help create a
  beneficial work climate for this person.

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Supplemental Reports
Strategies for Creating a Positive Relationship
Creating a Positive Climate

• This section provides information about
  strategies that are likely to help create a
  beneficial work climate for this person.

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Supplemental Reports
Strategies for Creating a Positive Relationship
How to Communicate

• This section describes specific communication
  approaches that are most likely to be effective
  with this person.

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Supplemental Reports
Strategies for Creating a Positive Relationship
How to Communicate

• This section describes specific communication
  approaches that are most likely to be effective
  with this person.

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Supplemental Reports
Strategies for Creating a Positive Relationship
How to Communicate

• This section describes specific communication
  approaches that are most likely to be effective
  with this person.

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Supplemental Reports
Strategies for Creating a Positive Relationship
How to Communicate

• This section describes specific communication
  approaches that are most likely to be effective
  with this person.

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Supplemental Reports
Strategies for Creating a Positive Relationship
How to Provide Feedback

• This section describes feedback the best feedback
  approach based on the person's behavioral style.

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Supplemental Reports
Strategies for Creating a Positive Relationship
How to Provide Feedback

• This section describes feedback the best feedback
  approach based on the person's behavioral style.

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Supplemental Reports
Strategies for Creating a Positive Relationship
How to Deal with This Person in Conflict

• This section lists the potential behaviors the
  person may use in conflict, and includes specific
  strategies for responding effectively.

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Supplemental Reports
Strategies for Creating a Positive Relationship
How to Deal with This Person in Conflict

• This section lists the potential behaviors the
  person may use in conflict, and includes specific
  strategies for responding effectively.

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Supplemental Reports
Strategies for Creating a Positive Relationship
How to Deal with This Person's Problem-solving
Style.

• This section describes how this person is likely
  to approach problem-solving, and includes
  specific strategies for dealing effectively with
  this problem-solving style.

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Supplemental Reports
Strategies for Creating a Positive Relationship
How to Deal with This Person's Problem-solving
Style.

• This section describes how this person is likely
  to approach problem-solving, and includes
  specific strategies for dealing effectively with
  this problem-solving style.

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Supplemental Reports
Strategies for Creating a Positive Relationship
How to Deal with This Person's Decision-making
Style.

• This section describes this persons likely
  approach to making decisions, and includes
  specific strategies for dealing effectively with
  this persons decision-making style.

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Supplemental Reports
Strategies for Creating a Positive Relationship
How to Deal with This Person's Decision-making
Style.

• This section describes this persons likely
  approach to making decisions, and includes
  specific strategies for dealing effectively with
  this persons decision-making style.

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Supplemental Reports
Strategies for Creating a Positive Relationship
Worksheet

• A special worksheet is provided for processing
  the information in this report.

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Supplemental Reports
Strategies for Creating a Positive Relationship
Worksheet

• A special worksheet is provided for processing
  the information in this report.

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Supplemental Reports
Relating to People and Environment
This report describes how the person tends to
relate to other people and environment based on
his or her behavioral style.
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Supplemental Reports
Relating to People and Environment
How the Person Tends to Communicate

• This section describes how the person tends to
  communicate with others.

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Supplemental Reports
Relating to People and Environment
How the Person Tends to Communicate

• This section describes how the person tends to
  communicate with others.

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Supplemental Reports
Relating to People and Environment
How the Person Tends to Make Decisions

• This section describes how this person is likely
  to approach decision-making, and includes
  potential limitations or challenges.

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Supplemental Reports
Relating to People and Environment
How the Person Tends to Make Decisions

• This section describes how this person is likely
  to approach decision-making, and includes
  potential limitations or challenges.

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Supplemental Reports
Relating to People and Environment
How the Person Tends to Manage Time

• This section describes how this person is likely
  to manage time, including possible limitations
  and challenges.

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Supplemental Reports
Relating to People and Environment
How the Person Tends to Manage Time

• This section describes how this person is likely
  to manage time, including possible limitations
  and challenges.

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Supplemental Reports
Relating to People and Environment
How the Person Tends to Solve Problems

• This section describes how this person is likely
  to approach problem-solving, including possible
  limitations and challenges.

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Supplemental Reports
Relating to People and Environment
How the Person Tends to Solve Problems

• This section describes how this person is likely
  to approach problem-solving, including possible
  limitations and challenges.

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Supplemental Reports
Relating to People and Environment
How the Person Tends to Handle Stress

• This section describes how this person is likely
  to deal with stress, including possible
  limitations and challenges.

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Supplemental Reports
Relating to People and Environment
How the Person Tends to Handle Stress

• This section describes how this person is likely
  to deal with stress, including possible
  limitations and challenges.

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Supplemental Reports
Relating to People and Environment
Worksheet

• A worksheet is provided for applying the
  behavioral information in this report.

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Supplemental Reports
Relating to People and Environment
Worksheet

• A worksheet is provided for applying the
  behavioral information in this report.

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Supplemental Reports
Strategies for Managing
This report provides specific strategies for
managing the person based on their behavioral
style.
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Supplemental Reports
Strategies for Managing
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Supplemental Reports
Strategies for Managing
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Supplemental Reports
Strategies for Managing
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Supplemental Reports
Strategies for Managing
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Supplemental Reports
Strategies for Managing
Complimenting

• Describes the compliments that are most likely to
  be received positively by this person.

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Supplemental Reports
Strategies for Managing
Complimenting

• Describes the compliments that are most likely to
  be received positively by this person.

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Supplemental Reports
Strategies for Managing
Complimenting

• Describes the compliments that are most likely to
  be received positively by this person.

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Supplemental Reports
Strategies for Managing
Complimenting

• Describes the compliments that are most likely to
  be received positively by this person.

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Supplemental Reports
Strategies for Managing
Complimenting

• Describes the compliments that are most likely to
  be received positively by this person.

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Supplemental Reports
Strategies for Managing
Complimenting

• Describes the compliments that are most likely to
  be received positively by this person.

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Supplemental Reports
Strategies for Managing
Delegating

• Describes the approach to delegating most likely
  to be effective with this person.

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Supplemental Reports
Strategies for Managing
Delegating

• Describes the approach to delegating most likely
  to be effective with this person.

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Supplemental Reports
Strategies for Managing
Delegating

• Describes the approach to delegating most likely
  to be effective with this person.

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Supplemental Reports
Strategies for Managing
Delegating

• Describes the approach to delegating most likely
  to be effective with this person.

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Supplemental Reports
Strategies for Managing
Delegating

• Describes the approach to delegating most likely
  to be effective with this person.

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Supplemental Reports
Strategies for Managing
Delegating

• Describes the approach to delegating most likely
  to be effective with this person.

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Supplemental Reports
Strategies for Managing
Communicating  

• Describes the methods of communication most
  likely to be effective with this person.

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Supplemental Reports
Strategies for Managing
Communicating  

• Describes the methods of communication most
  likely to be effective with this person.

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Supplemental Reports
Strategies for Managing
Worksheet

• A worksheet is provided for processing the
  information in this report.

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Supplemental Reports
Strategies for Managing
Worksheet

• A worksheet is provided for processing the
  information in this report.

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Supplemental Reports
How this Person Tends to Manage
This report describes the actions most natural
for the person to use in eight different
management skills areas, based upon behavioral
style.
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Supplemental Reports
How this Person Tends to Manage

• This section describes how this person is most
  likely to communicate when managing others.

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Supplemental Reports
How this Person Tends to Manage

• This section describes how this person is most
  likely to communicate when managing others.

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Supplemental Reports
How this Person Tends to Manage

• This section describes how this person is most
  likely to communicate when managing others.

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Supplemental Reports
How this Person Tends to Manage

• This section describes how this person is most
  likely to communicate when managing others.

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Supplemental Reports
How this Person Tends to Manage

• This section describes the behavior that this
  person is likely to use when directing the
  actions of others.

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Supplemental Reports
How this Person Tends to Manage

• This section describes the behavior that this
  person is likely to use when directing the
  actions of others.

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Supplemental Reports
How this Person Tends to Manage

• This section describes the behavior that this
  person is likely to use when directing the
  actions of others.

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Supplemental Reports
How this Person Tends to Manage

• This section describes the behavior that this
  person is likely to use when directing the
  actions of others.

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Supplemental Reports
How this Person Tends to Manage

• This section describes the behavior that this
  person is likely to use when directing the
  actions of others.

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Supplemental Reports
How this Person Tends to Manage

• This section describes the behavior that this
  person is likely to use when directing the
  actions of others.

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Supplemental Reports
How this Person Tends to Manage
Managing Time

• This section describes how this person is likely
  to handle time when managing others.

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Supplemental Reports
How this Person Tends to Manage
Managing Time

• This section describes how this person is likely
  to handle time when managing others.

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Supplemental Reports
How this Person Tends to Manage
Managing Time

• This section describes how this person is likely
  to handle time when managing others.

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Supplemental Reports
How this Person Tends to Manage
Managing Time

• This section describes how this person is likely
  to handle time when managing others.

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Supplemental Reports
How this Person Tends to Manage
Motivating Others

• This section describes how this person is likely
  to approach motivating others.

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Supplemental Reports
How this Person Tends to Manage
Motivating Others

• This section describes how this person is likely
  to approach motivating others.

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Supplemental Reports
How this Person Tends to Manage

• The worksheet helps determine how effective the
  person's natural approaches are when managing
  others and meeting the needs of his or her work
  environment.

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Supplemental Reports
How this Person Tends to Manage

• The worksheet helps determine how effective the
  person's natural approaches are when managing
  others and meeting the needs of his or her work
  environment.

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Supplemental Reports
Managing the Person in a Sales Environment
This report provides specific strategies for
managing the person in a sales environment, based
on his or her behavioral style.
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Supplemental Reports
Managing the Person in a Sales Environment
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Supplemental Reports
Managing the Person in a Sales Environment
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Supplemental Reports
Managing the Person in a Sales Environment
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Supplemental Reports
Managing the Person in a Sales Environment
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Supplemental Reports
Managing the Person in a Sales Environment
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Supplemental Reports
Managing the Person in a Sales Environment
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Supplemental Reports
Managing the Person in a Sales Environment
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Supplemental Reports
Managing the Person in a Sales Environment
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Supplemental Reports
Managing the Person in a Sales Environment
Communicating

• This section describes the most effective
  communication approaches with this person.

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Supplemental Reports
Managing the Person in a Sales Environment
Communicating

• This section describes the most effective
  communication approaches with this person.

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Supplemental Reports
Managing the Person in a Sales Environment
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Supplemental Reports
Managing the Person in a Sales Environment
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Supplemental Reports
Managing the Person in a Sales Environment
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Supplemental Reports
Managing the Person in a Sales Environment
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Supplemental Reports
Managing the Person in a Sales Environment
Decision-Making

• This section describes the most effective
  approaches to decision-making for this person.

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Supplemental Reports
Managing the Person in a Sales Environment
Decision-Making

• This section describes the most effective
  approaches to decision-making for this person.

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Supplemental Reports
Managing the Person in a Sales Environment
Worksheet

• The worksheet helps process the information in
  this section and translate it into an action plan.

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Supplemental Reports
Managing the Person in a Sales Environment
Worksheet

• The worksheet helps process the information in
  this section and translate it into an action plan.

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Supplemental Reports
Natural Approach to the Sales Process

• This report describes how the person would
  approach seven essential steps in the sales
  process based on his or her natural behavioral
  tendencies.

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Supplemental Reports
Natural Approach to the Sales Process
Planning

• This section describes the person's preferred
  approach to planning sales calls.

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Supplemental Reports
Natural Approach to the Sales Process
Planning

• This section describes the person's preferred
  approach to planning sales calls.

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Supplemental Reports
Natural Approach to the Sales Process
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Supplemental Reports
Natural Approach to the Sales Process
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Supplemental Reports
Natural Approach to the Sales Process
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Supplemental Reports
Natural Approach to the Sales Process
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Supplemental Reports
Natural Approach to the Sales Process
Presenting

• This section describes the person's preferred
  approach to presenting information.

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Supplemental Reports
Natural Approach to the Sales Process
Presenting

• This section describes the person's preferred
  approach to presenting information.

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Supplemental Reports
Natural Approach to the Sales Process
Presenting

• This section describes the person's preferred
  approach to presenting information.

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Supplemental Reports
Natural Approach to the Sales Process
Presenting

• This section describes the person's preferred
  approach to presenting information.

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Supplemental Reports
Natural Approach to the Sales Process
Gaining Commitment

• This section describes the person's preferred
  approach to getting the customer to commit.

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Supplemental Reports
Natural Approach to the Sales Process
Gaining Commitment

• This section describes the person's preferred
  approach to getting the customer to commit.

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Supplemental Reports
Natural Approach to the Sales Process
Servicing

• This section describes the person's preferred
  approach to follow-up and service.

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Supplemental Reports
Natural Approach to the Sales Process
Servicing

• This section describes the person's preferred
  approach to follow-up and service.

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Supplemental Reports
Natural Approach to the Sales Process
Worksheet

• This worksheet is designed to develop an action
  plan for improving sales performance in each of
  the seven steps of the sales process.

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Supplemental Reports
Natural Approach to the Sales Process
Worksheet

• This worksheet is designed to develop an action
  plan for improving sales performance in each of
  the seven steps of the sales process.

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View Tutorial from beginning again
Marston's DiSC Model
DiSC PPSS EPIC Report
Supplemental Reports

• Strategies for Creating a Positive Relationship

• Relating to People and Environment

• Strategies for Managing

• How this Person Tends to Manage

• Managing this Person in a Sales Environment

• Natural Approach to the Sales Process