Words are 7% of communication, 38% vocal elements and body language is 55%. On the telephone you can identify an individual’s Behavioral Style by the tone of their voice and pace at which they speak. Once you identify his or her D.I.S.C. Style you can mimic their pace and tone to establish a common bond.
Then follow the other Do’s and Don’ts in this week’s clue for each style to increase the probability of a successful outcome. Your approach either draws the other person to you or causes them to shut down. Adapt your communication style to the preferences of the other party.