Imagine speaking a common language with your work colleagues that enhances productivity, reduces conflict, and develops more positive relationships—this is one of the greatest strengths of DISC—a model for understanding people’s behaviour at work.
By getting to know people’s unique behavioural and communication styles, you’ll find it easier to connect with different people, leading to more enjoyable and productive conversations.
In this article, you’ll learn about the four main DISC communication styles and tips for engaging with each. We’ll also explore how applying the DISC model and assessments can enhance your team’s effectiveness as well as your interactions with clients and customers, leading to stronger relationships and more effective sales strategies.
What is the DISC assessment?
If you haven’t used DISC assessments before, consider reading our complete guide to what DISC is.
Here’s a short summary of what DISC profiling is, and how it works.
- DISC is a psychometric testing tool that evaluates an individual’s key workplace behavioural styles.
- The DISC assessment is completed as an online questionnaire – taking about 10-15 minutes.
- You can’t fail a DISC assessment and there are no right or wrong answers. A person’s DISC test results can help to identify some of their behavioural strengths and weaknesses.
- The DISC was first proposed by William Moulton Marston and has been frequently updated since.
DISC is an acronym that stands for the four primary personality traits:
- Dominance
- Influence
- Steadiness
- Compliance
What are the 4 DISC communication styles?
Each of the four main DISC personality types comes with its own unique characteristics, communication styles and preferences, motivators, de-motivators, strengths and limitations in the work environment.
We all show all four behavioural factors, but emphasise these differently. The DISC model highlights four distinct communication styles, each representing a different approach to interacting with others.
When we talk about different DISC communication styles, we’re referring to how people express themselves, how they process information, and how they connect with others. Understanding these styles helps us to navigate interactions more effectively, better understand others, and improve communication.
1. (D) Communication style - Dominance
People with a (D) Dominance style are direct and impulsive communicators, often speaking or acting before thinking. They’re laser-focused on achieving specific goals and may steamroll others to lead the conversation. Details bore them; they want the facts to make quick decisions. They focus on the big picture and their achievements.
Dominance types may sometimes struggle to understand others’ feelings, which can lead to unintentional friction and hurt feelings.
High D individuals don’t shy away from conflict and can be antagonistic, which may intimidate other types like the high C. They are blunt, preferring hard truths over sugarcoating, and are driven and energetic. They tend to be succinct, listen selectively, and their assertiveness can come across as aggression in tough situations.
Tips to Improve
To improve, high D types should learn to listen more and recognise they don’t have all the answers. Allowing others to participate can lead to better outcomes and stronger work relationships.
What they want:
- Quick answers
- Direct, clear communication
- No time wasted
- Decisions, plans, deliverables
- High-level summaries with no detail
2. (I) Communication style - Influence
Influence (I) personality types tend to be enthusiastic and energetic communicators, often speaking with excitement and positivity. They thrive on social interactions and love to engage with others. Details might not be their focus; they prefer big ideas and inspiring visions.
Influence types are naturally empathetic and attuned to others’ feelings, making them great at building relationships. They focus on creating a positive and collaborative environment.
High I individuals are excellent at motivating, influencing or persuading others. They can be spontaneous, often bringing a fun and lively energy to conversations. Their communication style is expressive and engaging, though they might sometimes overlook practical details.
Tips to Improve
To enhance their effectiveness, high I types can benefit from incorporating more structure and focusing on follow-through. Balancing their enthusiasm with a bit of practicality can lead to better outcomes and more consistent results.
What they want:
- Engaging interactions
- Positive, enthusiastic communication
- Big ideas and inspiring visions
- Opportunities for collaboration
- Encouragement and recognition
3. (S) Communication style - Steadiness
People with a (S) Steadiness style are calm and supportive communicators, often speaking with patience and kindness. They value harmony and seek to create a stable and cooperative environment. They prefer steady, consistent conversations over quick changes and surprises.
Steadiness types are empathetic and great listeners, always considering others’ feelings. They focus on building strong, lasting relationships and are known for their reliability and dependability.
High S individuals are team players who prioritize collaboration and support. They may be more reserved and prefer a thoughtful approach to communication. Their style is gentle and inclusive, though they might sometimes avoid conflict or be hesitant to assert themselves.
Tips to Improve
To enhance their communication, high S types can benefit from being more assertive and open to change. Embracing new ideas and expressing their own needs can lead to more balanced interactions and better outcomes.
What they want:
- Calm and steady interactions
- Supportive, kind communication
- Stable, consistent conversations
- Opportunities for collaboration
- Recognition of their reliability and support
4. (C) Communication style - Compliance
People with a Compliance (C) personality type are precise and analytical communicators, often speaking with careful attention to detail – usually in writing. They value accuracy and structure, seeking clarity and logical consistency in conversations. They prefer well-thought-out discussions over spontaneous exchanges.
Compliance types are conscientious and diligent, always striving for excellence. They focus on facts and data, ensuring that information is reliable and thorough.
High C individuals are methodical and systematic, often bringing a sense of order to conversations. They can be reserved, preferring to observe and analyse before speaking. Their communication style is clear and well-organised, though they might sometimes come across as overly critical or cautious.
Tips to Improve
To enhance their communication, high C types can benefit from being more flexible and open to different perspectives. Embracing a bit of spontaneity and focusing on the bigger picture can lead to more dynamic interactions and innovative solutions.
What they want:
- Clear and structured written communication
- Accurate and detailed information
- Logical and consistent discussions
- Opportunities for analysis and precision
- Recognition of their thoroughness and expertise
Tips for Communicating with a High Dominance Person
How to Communicate
- Get to the Point: Skip the small talk; dive into the key message.
- Focus on Results: Keep discussions centered on achieving outcomes.
- Be Assertive: Present your ideas with conviction and authority.
- Be Efficient: Deliver information concisely and avoid unnecessary details.
Things to Avoid
- Rambling: Steer clear of lengthy explanations or irrelevant details.
- Hesitation: Don’t be indecisive or uncertain in your communication.
- Overly Emotional Language: Stay clear of overly emotional appeals or sentiments.
- Lack of Preparation: Don’t come unprepared or without necessary data.
Tips for Communicating with a High Influence Person
How to Communicate
- Match Their Energy: Bring enthusiasm to the conversation.
- Stay Positive: Use lively and encouraging language.
- Show Genuine Interest: Actively listen and express excitement.
- Provide Positive Feedback: Recognize and celebrate their contributions.
Things to Avoid
- Avoid Negativity: Steer clear of pessimistic or discouraging comments.
- Avoid Being Dismissive: Don’t overlook their ideas or enthusiasm.
- Avoid Rigidity: Avoid being too structured or inflexible.
- Avoid Monotony: Don’t use dull or uninspiring language.
Tips for Communicating with a High Steadiness Person
How to Communicate
- Practice Patience: Give them time to process and respond.
- Be Supportive: Use a calm and empathetic tone.
- Promote Teamwork: Encourage participation and involve them.
- Value Their Opinions: Show appreciation for their insights.
Things to Avoid
- Avoid Rushing: Don’t pressure them for quick responses.
- Avoid Aggression: Steer clear of harsh or forceful language.
- Avoid Exclusion: Don’t exclude them from discussions.
- Avoid Inconsistency: Keep communication predictable and steady.
Tips for Communicating with a High Compliance Person
How to Communicate
- Be Detailed: Provide thorough and accurate information.
- Organize Information: Present data in a structured manner.
- Verify Facts: Double-check details for reliability.
- Allow Processing Time: Give them space to analyze information.
Things to Avoid
- Avoid Vagueness: Don’t provide incomplete or ambiguous information.
- Avoid Disorganization: Don’t present data haphazardly.
- Avoid Inaccuracy: Don’t share unchecked or unreliable details.
- Avoid Rushing: Don’t pressure them for immediate responses.
How does DISC help to improve communication?
Tailoring your communication approach helps avoid misunderstandings by aligning with the other person’s preferred communication style. This reduces the chances of miscommunication and ensures your messages are received as intended.
People respond more positively when their style is considered, leading to more productive conversations. It helps to build trust by showing attentiveness to their needs and preferences. Clear, style-aligned communication makes your message more impactful and easier to understand. Understanding DISC also helps prevent friction in teams, minimising potential conflicts and frustrations.
How to Understand Your Customer or Client Communication Styles
Want to make your interactions with customers and clients smoother and more effective? When you get to know if they prefer a direct approach, lively engagement, steady support, or detailed information, you can tailor your conversations to fit their style.Â
For example, approaching a high D with all the finer details and features of a product is unlikely to lead to a positive outcome. They only want to hear the key points of why or how it helps them.
Meanwhile approaching a high C with a broad overview and no facts or details to back it up is going to lead to hesitation and uncertainty.Â
Other DISC Communication Types
It is common to have people measure high in several of the four DISC factors – such as a Dominance + Influence (D/I) DISC profile. Below you can find some of the key communication styles for these combined profile types.
- DI (Dominance + Influence): DI types communicate with a dynamic mix of directness and enthusiasm. They are quick to share ideas and inspire action, often leading conversations with energy and charisma.
- DS (Dominance + Steadiness): DS types communicate with a steady, goal-oriented approach. They combine clear, decisive language with a calm, supportive tone, fostering cooperation while driving toward results.
- DC (Dominance + Compliance): DC types communicate with precision and authority. They focus on delivering clear, logical information and expect conversations to be structured and to the point.
- ID (Influence + Dominance): ID types communicate energetically and assertively. They use engaging stories and persuasive language to motivate and influence others, making conversations lively and impactful.
- IS (Influence + Steadiness): IS types communicate warmly and engagingly. They prioritize building connections and use positive, encouraging language to foster collaboration and create a friendly atmosphere.
- IC (Influence + Compliance): IC types communicate with clarity and enthusiasm. They combine detailed explanations with persuasive language, ensuring their messages are both precise and engaging.
- SD (Steadiness + Dominance): SD types communicate in a balanced manner, combining supportive language with clear directives. They ensure conversations are collaborative while steering them toward specific goals.
- SI (Steadiness + Influence): SI types communicate with a blend of warmth and steadiness. They use empathetic and encouraging language to build strong relationships and maintain a positive, stable environment.
- SC (Steadiness + Compliance): SC types communicate with calm precision. They focus on delivering detailed, accurate information in a supportive manner, ensuring clarity and consistency in their interactions.
- CD (Compliance + Dominance): CD types communicate with a methodical and decisive style. They emphasize clarity and accuracy, delivering information in a structured and authoritative manner.
- CI (Compliance + Influence): CI types communicate with a mix of precision and persuasiveness. They present detailed information clearly and use engaging language to capture and maintain interest.
- CS (Compliance + Steadiness): CS types communicate thoughtfully and thoroughly. They prioritize clear, accurate information delivered in a calm, supportive tone, ensuring conversations are both reliable and considerate.
Author of this Article
Chris Schutte
Chris has 30 years experience as senior manager and entrepreneur in the Human Capital consulting and management industry, using the DISC test in his practices. He has a wealth of experience in business development, Human Resources and Human Capital risk management and turn-around strategies. His leadership experience, runs across various industries including Manufacturing, Retail, HR, etc.
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