The DISC behavioral styles are a powerful tool for improving interpersonal communication. When we speak with people one-on-one, we can use DISC to read their style by interpreting their tone and body language. Then, we can flex our style to meet their needs.

When speaking with a D, we can observe their strength and confidence in the way they hold themselves and speak. When we observe this, we realize that we need to be direct and get to the point.

When having a conversation with an I, it’s easy to pick up on their charisma and excitement. When we do, we can adapt to them by being enthusiastic and making sure we give them a chance to speak and share their stories and ideas.

When talking with an S, we notice their gently sincerity and the personal connection that they make with us. This allows to us to bridge to them by speaking softly and not be pushy.

When in a discussion with a C, we see their matter-of-fact delivery and deliberate movements. This observation prompts us to be organized in our message and provide a lot of details.

What is little known and even less practiced is the ability to read someone’s style by reading their email. There is tremendous power in identifying the style of someone who writes you an email and then adapting to them by writing back to them in their own style.

To figure out someone’s style just by looking at their emails, go into your deleted folder, open half a dozen emails by someone you know, and look for patterns. If their e-mails are direct and to the point (maybe even putting their entire message in the subject line), you are likely dealing with a D. If their e-mails are short on details freely, bursting with excitement, and have a least one exclamation point or smiley face, you are likely communicating with an I. E-mails that check in with you to see how you are doing at the beginning and wish you well at the end are quite possibly written by an S. If the e-mails are filled with bullets and have activated the scroll bar, you are quite possibly talking to a C.

Once you’ve identified their style, simply mirroring their style back to them will make them quite happy. Be direct for a D, enthusiastic for an I, sincere for an S, and detailed for a C and you’ll satisfy their needs.

Remember The Home Rule from Taking Flight!, Treat people the way they need to be treated, now how you need to be treated. Apply this rule face-to-face as well as in e-mail and watch communications improve.



Merrick Rosenberg, MBA, President & Chief Learning Officer, Team Builders Plus

Merrick cofounded Team Builders Plus, in Marlton, NJ in 1991. He is co-author of Taking Flight!: Master the Four Behavioral Styles and Transform Your Career, Your Relationships...Your Life. Merrick is an award-winning entrepreneur, speaker, executive coach, and management consultant. He specializes in the DISC behavioral styles, team building, and leadership development. You can follow Merrick on Twitter @MerrickR or learn more about Team Builders Plus at http://www.TeamBuildersPlus.com or Merrick and Daniel Silvert’s book, Taking Flight! at http://www.TakingFlightwithDISC.com.