At the recent three-day workshop for Ultimate Coach University in Salt Lake City, I was gob smacked by one of those AHA moments that we all love to get once in a while. The first day of the workshop, we spend several hours talking about DiSC and how coaches can use it to understand their clients. On the second day, we dig deeper into the fundamental skills of coaching. It was on the second day when Dana Phillips was teaching the section on listening skills for coaches that my learning moment appeared. Let me share it here.
DiSC is a profile tool provides insights into communication and personality styles. While we all are capable of using all four styles, most of us tend to exhibit a stable pattern of behaviors. The four basic styles are:
D is the Dominance style. These people prefer immediate results. Their action orientation creates quick decisions and authoritative behaviors.
The i is the Influence style. These people generate enthusiasm, a motivational environment, and fun.
S is for the Steadiness style. These people tend to cooperate; their patience and loyalty tend to produce harmony and stable environments.
C is for the Conscientious style. These people emphasize systematic approaches that will produce accurate results.
Now you may be wondering what this has to do with listening. So here is the rest of the story. As Dana Phillips gets started, she asks a very simple question. “Will you describe to me what it feels like to not be heard?” The answers in our group reflects the four DiSC styles.
- The D said, “It was a waste of my time.”
- The i said, “I was frustrated at being ignored.”
- The S said, “I felt like I was not worth being listened to.”
- The C said, “It was totally nonproductive.”
The lesson for me was pretty clear. I can’t rely on my feelings of being heard because other people don’t think as I do. As a coach, I want my clients to feel heard. To do that, I need to speak their language in every way possible.
What do you think? How do you know if you are speaking the other person’s language?
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