adapted from DISC Reference Manual
Many of you might be asking why I’ve gotten so excited about the new DISC Behavior Assessments that I now provide. I hope this article explains why these assessments are so vital to your job search process.
What is “Endorsement”? Another way to describe this is “credibility” or “influence.” Every interaction you have with a person either increases or decreases your endorsement. The DISC language can allow you to behaviorally “stack” the deck in your favor. By knowing a person’s behavioral style, you can immediately adapt to their style and gain endorsement.
As a job seeker, think of this in terms of gaining credible “endorsements” from others – whether as a referral or recommendation, and also especially in the interview process. Hopefully this will help you picture the concept more clearly in your mind.
The following steps will assist you in achieving greater “endorsement” with those around you.
Awareness of your own behavioral tendencies provides the basic foundation for increased communication. Each of us has certain inherent behavioral tendencies that make us unique, and to be aware of these provides us with the knowledge to modify our behavior. For example, some people interrupt when others are talking. If the interrupter is aware of this, he can consciously learn to listen more and wait before responding. The DISC language can provide you with basic information on your behavioral tendencies. Knowledge is power–if you apply it.
Once you have developed a heightened awareness of your behavior, you can begin to consciously control your behavior. For example, if you like to verbalize and you meet a person who also likes to verbalize, you can consciously choose to listen more and ask questions, knowing that the person will enjoy the opportunity to verbalize even more.
Know yourself first, and then learn to recognize behavioral differences in others. This heightened awareness allows you to take the third crucial step of application of the DISC language, creating more win/win situations.
Appeal to Others’ Basic Needs
Before you can appeal to a person’s basic needs, you must know their needs. By knowing their basic needs, you can intentionally do something that will appeal to their basic needs, giving you greater endorsement (influence, credibility). For example, if you know a person likes punctuality (behavioral trait), then you can make sure you are on time for his/her meetings. Another example, if you know a person likes to direct, you can put him/her in charge of a project.