Demanding, aggressive, brave, decisive, tough and competitive types – we know them well. They speak their minds very directly and without hesitation. This personality type makes up approximately 18% of western culture. This article outlines how the rest of us can work smoother with them and if you are one, how you can play to your strengths.
In recruitment we come across a wide variety of personalities. One of the tools we use to select staff is behavioural profile testing which gives us and insight into an element of their personality. The method we use analyses a person’s style in solving problems – their ‘how to’. This gives us an understanding how they go about doing their work.
We use the DISC system to categorise behavioural styles which we have customised for recruitment needs. We look at the adapted state which refers to what the person perceives as the best way they should act when solving a problem, and also their natural state: their chronic state which is their long term behaviour. The ‘D’ in DISC represents the driver or demanding of the dominant profile.
Descriptors of a high dominant personality are:
Quick, observable behaviours of a highly dominant personality are:
The highly dominant personality is a bottom line organiser; they will cut through all the needless steps and get the job done. They are a self-starter and will work long hours to make it happen. There is no need to push them. Just give them the task, authority and responsibility.
Working with high D’s
To communicate effectively with this type of behavioural profile, any personalities outside the high D’s need to adapt. High D’s a very quick to forgive and won’t take things easily to heart – they want to win at the task! Tomorrow is a new day for them and a new challenge.
The high D hates people rambling on. You need to be clear, specific, to the point and accurate. If they sense any unconfident areas in your presentation, they will hone in on that point aggressively – so you’d better have the facts to back up what you’ve said! Be organised and plan your presentation logically. Stick to business and keep to as little chit-chat as possible, their time is precious and strictly for tasks to solve.
Never come to them with the decision made – that is their job! The high D has a strong ego so they want to make to own the decision and reach this themselves. You can however lead from the rear to get the decision you want by giving them alternatives and present each of the pro’s and cons. This includes facts and figures about the probability of success for each alternative. Do not speculate wildly or make risky guarantees. If it can’t be done in a specific time frame, you need to be able to hold your ground and present the facts. Show no emotion and don’t attack the personality of the high D.
Most importantly, allow them to end on a win – even if it’s only a small win. And let them own it, even if the decision was really produced by you. Let them think it was their decision.
In a snapshot, driving forces for selling to a high D
– Flatter them, concentrate on the immediate sale. These types decide on the first visit.
– Start with business. Let them introduce personal chats but don’t do this yourself.
– Stress opportunities for prestige, challenge and efficiency. These types are innovative.
– Always ask for their opinion.
– If they are not reaching a decision, take the opportunity way from them – this will make them want it even more!