Communication, the art of how people deliver and receive information which is crucial for a good relationship. Learning the science of communication is essential for a anyone who wants to be an effective communicator. Research has concluded that there are different personality profiles and certain styles of communication. Milestone, Inc. utilizes DISC (four profiles) and a Value Assessment System (six Assessments). Carlson Learning Company uses a similar foundation in DISC and Integrity Selling by Ron Willingham uses a similar four profile description and so on. So, there is information on how people deliver and receive information and it varies from person to person. Below is a quick description of the different personality styles. I have participated in a Milestone Training and found it to be very informative, so we will concentrate on that model in this blog. Treat people the way you like to be treated but communicate to them the way they receive information.

NOTE: Individuals will have a combination of the above characteristics (there is no right or wrong). If a person has a high D & I, for example, then the traits mentioned above are proportionally more prominent. If they have a low D & I, the traits are opposite the ones mentioned above.

How to Determine the DISC Communicative Style

So how do you read an individual’s personality or communicative style when you do not have their DISC chart in front of you? Here’s how:

1.            Narrow the options from four profiles (DISC) to two. For example, if the person is an extrovert and fast then it can only be a High D or High I.

2.            Now with those two options you must determine if they are people oriented (High I) or results oriented (High D). Hence, you get your answer. Again, people are a combination of characteristics not just a High I, however you have a starting point of how to communicate to that type of individual.


What drives an individual? DISC gives us insight into HOW an individual communicates and acts. Below we will briefly look at an individual’s values or the WHY they act the way they do. These attitudes are what drive an individual, which is crucial for relationships, selling, managing, recruiting, etc. Again, we will utilize the Milestone, Inc. model as a guideline. There are six attitudes that cause you to act, two of the six tend to be stronger and we will focus on how to read those signals. Again, the way to understand a person’s needs, communicative style and what drives them can only be discovered by asking QUESTIONS. Also, you must really listen to their answers. Here is a brief explanation of the six attitudes (there is no right or wrong) and their primary drive:

1.            Aesthetic: Form, beauty, artistic episodes of life, music, creative expression (musicians, artists, designers, actors, authors, architects)

2.            Individualistic: Power, influence, renown, assertion of self and victorious causes (politicians, sports figures)

3.            Social: love of people, kindness, volunteer work, championing causes (social workers, teachers, nurses, fireman, EMTS, charity volunteers)

4.            Theoretical: Truth, knowledge, books, schooling, etc. (academics, researchers, librarians, attorneys, information techs)

5.            Traditional: Unity, order, tradition, family, religion (clergy, stay at home parents, police, FBI/Secret Service)

6.            Utilitarian: Money, utilities and things that are considered useful. Security from money and accumulation of wealth (salespeople, stockbrokers, entrepreneurs)

So, if you are dealing with an Aesthetic person, you can connect easily if you bring up topics like music, art, etc. 

More Information

If you are looking for more info on these concepts, please contact Inbound Marketing Shop. Now, go Communicate!