Analysing your delegates can help improve your training, says our body language expert, Peter Clayton.
Following last month’s
article on profiling I had a number of requests for more information in this area. I hope this article fills in the gap and helps those who are interested in the subject.
In recent years there has been an increase in the number of trainers learning to use profiling analysis to get better results from their training sessions. I have used profiling for the last fifteen years to help me better understand how different people learn and why they think the way they do. It has been very helpful to me.
Profiling tools
There are a wide variety of profiling tools on the market, whereby answering a simple set of questions will accurately predict someone’s personality and their overall beliefs and approach to life. However, with a little practice it’s quite easy to tell what someone’s profile is by talking to them and observing their body language for a few minutes.
What are the main profiles?
They fall into four categories often referred to as DISC.
“D” Dominance
“I” Influence
“S” Steadiness
“C” Compliance
DOMINANCE
Characteristics of the “High D”
Strong minded and decisive. They ask short direct questions and expect short factual answers. They are very results-oriented with a high activity level, which can make them impatient and intolerant of others who do not move quickly enough. The high D does not flinch from conflict easily. “Let’s get this sorted out”. Good with detail and paperwork. The D is the one who makes the rules for the rest of us.
Strengths
High activity level combined with a low need for close supervision means the result is high productivity. They want to be in charge and usually end up achieving their ambitions because of their natural leadership skills
Weaknesses
Intolerant and impatient with individuals who cannot keep up their pace or make decisions as quickly as they can. Their no-nonsense attitude and lack of tact can damage relationships.
Body language
Solid and strong with little head and body movement together with 90% plus eye contact, the D can come across as aggressive to some people. The D is the one who makes the rules. Many of the sentences they use contain the “I” word eg:-…. “What I want… ” “I expect …” “Last year I …”
THE INFLUENCER
Characteristics of the “High I”
Influencers are easily recognized by their expressive communication skills. The “I” likes to talk and listen and are good motivators because of good verbal skills. They enjoy meeting new people, exploring new ideas and developing new concepts. The “I” is the one who breaks the rules.
Strengths
Like the “D” they are goal oriented. They are motivated to achieve success in any area that sees them actively involved with people. They are empathetic and will happily share ideas and thoughts with others.
Weaknesses
Their impulsiveness coupled with their need to serve everyone’s needs often means they lack good administration skills. They typically have a difficult time setting priorities and they reinterpret rules and regulations to allow themselves independence. Meetings often overrun because they enjoy conversation. Their enthusiasm may lead you to believe they have bought into their ideas, so get confirmation before moving on.
Body language
Open and enthusiastic style with friendly eye contact. They use their hands and arms to help communicate. They look up to remember things more than the others. The “I” is the one who breaks the rules.
STEADINESS
Characteristics of the “High S”
The “S” is the thinker - analytical and introspective. They rely upon structure and procedures to complete job duties. Their activity level is even-paced and consistent. Things must be analysed and thought through before any decision can be made. Making the right decision is much more important than pleasing others. How well the job is done is always more important than how quickly it can be done. Others describe them as quiet, logical, thorough, reserved and accurate.
Strengths
They can follow a specific and often complex routine that demands thorough analysis. Decisions are made objectively without being influenced by others. They enjoy study and intellectual challenges related to their profession. Job changes are few and far between. Security is much more important than other needs. As a result, they are dependable and consistent in their work effort, self-disciplined and methodical.
Weaknesses
Though the steady person is self-disciplined and efficient, they have difficulty setting priorities. They can get lost in the analysis at times and are unable to meet pressured deadlines. They lack the ability to be decisive at times. In addition, they would rather listen than talk.
Body language
Very quiet with little movement. Eye contact is less than the others
Their voice is much quieter and slower as they think things through before answering. The “S” is the one who conforms to the rules
COMPLIANCE
Characteristics of the “High C”
They are even-paced, consistent, and patient with those who stick to the rules. They enjoy relationships that are honest. They typically enjoy listening more than talking. They often rank friends and family even above themselves. Compliant people are helpful and kind. They are non-competitive and easy going. The “C” conforms to the rules
Strengths
The Compliant person’s strength is in their sensitivity to others. They are typically well liked and sincerely appreciated, especially by those who may have personal or emotional problems and seek assistance from the supporter. They make good counsellors because of their patience and ability to listen while others vent their frustrations. Their compassion and sensitivity are their greatest assets.
Weaknesses
Compliant people often find it difficult to manage their time when they are constantly being interrupted by the needs of others who depend upon them. Their inability to say no at times puts them into situations that inevitably produce stress and anxiety. Their even-paced, highly predictable work effort also causes problems when speed of production is more important than quality of production. They are stressed when others demand change without giving them significant warning
Body language
The body language is serious, similar to that of the D. They are polite with little movement. Unlike the “D” who uses the “I” word such as “I want” the “C” uses the “we“ word quite often when communicating “What we do…..”, “We normally …”. Last year we …”, The “C” likes the rules.
It is likely that you will recognise yourself in one of the above descriptions, whilst at the same time you will see parts of yourself in the other descriptions as well. The important thing to understand is that the main aspect of someone’s personality is usually obvious and that is what you work with to get the best results.
Having decided the individual profiles of yourself and the delegates on your course, the next step is to look at how they absorb information and how to deliver your modules to suit the different profiles you are faced with.
Peter Clayton will be running his 'Body workshop at TrainingZone Live looking exploring how body language effects business and life interactions. Find out more here. Read more of Peter's articles:
Peter Clayton is a leading body language expert, speaker and trainer as well as a consultant for the BBC and ITV. He writes for a wide range of national papers and magazines and is a specialist consultant to other speakers, leading businesses, celebrities and politicians. For more information, visit his website: www.peterclayton.com.
