Know Their Fears

If you dabble in DISC, you know the four personality types. Dominance, Influence, Steadiness and Compliance are the four behavioral groups. And you may know some of the personality traits associated with the types. But did you know that DISC researchers have identified “the greatest fear” that each type has? Understanding what people fear could help you strengthen relationships.


People who are high D’s are those General Patton-like personalities who are direct and decisive problem solvers. They are bottom-line organizers and drivers who are motivated by power and authority. At first blush, you might think they are fearless. But DISC research shows they do they have one fear: drivers are fearful of being taken advantage of.

If you want to dynamite a relationship with a high D, give him a reason to question your loyalty. Avoid that by making sure the driver knows you are on his team. These are results-oriented people who have high expectations. Delivering results will help demonstrate your loyalty.

People who are high I’s, or influencers, are fearful of rejection. When dealing with influencers, remember that they are optimistic, trusting, emotional encouragers. Stay connected with them. Check in often and ask plenty of questions about what is going on in their world. Ask about their families and their hobbies. Don’t ignore their accomplishments. And whatever you do, make sure the emotional high I never feels rejected.

A dominant S is most fearful of losing security. When you’re dealing with a high S, keep the ship steady as she goes. I once made a job offer to a high S. I was getting nowhere with him and I couldn’t understand why. Then it dawned on me: He was comfortable and secure in his current job.  He stayed put.  To steer clear of this group’s greatest fear, give them the stability they desire.

And that takes us to high C’s, or those known in DISC talk as the compliance group. These are the numbers crunchers. They trust facts and figures, they are detail oriented and they have high standards. High C’s fear criticism. As with the other three groups, communicate with them on their level. If you need to challenge or confront a high C, be precise and have numbers to make your case.

Of course, you need to pinpoint someone’s dominant personality type before you can consider his or her fears. Determining that isn’t automatic but it may be easier than you realize. A good place to start—the person’s occupation. For example, a hard-charging entrepreneur or business owner is likely a high D. Accountants and engineers are usually high C’s. It’s trickier with the S group. I know high S people who work in a variety of occupations, including teachers, administrators, counselors and salespeople. The one thing they very often have in common: job stability. High I’s work in a variety of jobs, too. But they are often easy to spot. Think golden retrievers.

Humans are complex creatures. While personality assessments cannot entirely define us, a basic understanding of the four DISC types and the fears associated with each could sharpen your people skills.