Tip 108) Building RAPPORT with Steady profiles (DISC part 4)

Steady profiles are the most common profile in the UK, with an estimated 69% of the population being S profiles. 

How to spot them:
High S profiles tend to be quiet and reserved at first, but once they get to know you, they make wonderful loyal friends. Often doing too much for others, S profiles could be described as the caring profile, and are often found in holistic therapies, life coaching, working with children or animals, nursing or admin support roles. Their most significant values tend to be security and stability.

What Do They Do Best?

• ​Bring harmony to group situations.

• Friendly and sensitive, caring and supportive.
• Great listeners.
• Stable, reliable, patient.
• Methodical and organised.
• Loyal and dependable.
• Steady in decision making.
• Great team players.

 
What’s Hard for Them?

• Being assertive.
• Sometimes shy, lacking in confidence and self-esteem.
• Dealing with confrontation.
• Over-worrying.
• Change.
• Competition.
• Working with dictatorial or unfriendly people.

Selling to S’s

• Show how the outcome will provide security for their family.
• Use words like help, assist, take care of, look after.
• Support their feelings by showing personal interest and actively listening.
• Be their friend, build genuine rapport.
• Allow them time to trust you.
• Provide personal assurances.
• Help them break everything down into clear, bite-sized steps.
• Take a firm initiative, suggest a detailed plan, but don't force their decision.
• Because they can procrastinate, set a short-term deadline for the first action steps.
• Follow up frequently and dependably.
• Provide a step-by-step list of procedures or a working timetable/schedule. 

Famous S profiles would be Mother Teresa, Gandhi, Marge Simpson and Michelle Obama.

Next up – Conscientious Cautious Thinkers (Tip 110).

To your success
Jo x

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