Popular DISC TIP SERIES - On the Phone with an "I"

Your Caller is an "I" If:
Conversation: Starts with enthusiastic or informal greeting.
Example: "Bill, I heard you got a promotion. That's awesome!"
Viewpoint: The phone is a beloved toy. It allows them to keep you as their captive audience. They use the phone to recharge themselves.
Example: "Hi Dave... I just called you to say 'Hi'. I'm just SO BORED!"
Pace: Rapid, Spontaneous and Unstructured
Tone: Upbeat, Optimistic, Animated, "Happy-Go-Lucky" - They convey their gestures through voice with a wide range of excitement.
Example: "Gosh, I can hardly wait until X happens. I know it's just going to be so great!
Power Cues: You'll hear them express how they "feel" about a topic rather than what they think. They often want to know your reaction, and even better yet, receive validation from you.
Example: "Steve, do you feel that way, too?"

Use on Phone with an "I":
Approach: Include feeling words and light-hearted humor. Talk about how much fun X will be. Give as much recognition to them as you can. More is always better, and testimonials help to persuade them.
Example:"George, I've never seen anyone give such an empowering presentation. Sally and Jacob feel the same way, too. Excellent work!"
Word Choice: If you need to exit the conversation, do it in a positive/upbeat manner.
Example: "Well, Mary, it's been great reconnecting with you. I'm really looking forward to our appointment next Wednesday!"
Pace: Keep it lively, fast and upbeat - or they'll get bored and quickly disengage.
Provide: Ample time for them to express themselves. You will grab their attention by including personal stories and anecdotes.