Soul Business.com™
James S. Vuocolo,
D.Min., MCC, CPVA, CPBA
Phone: 909.794-2136 
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Mail: 909.494-4053
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PROFESSIONAL
DISC ASSESSMENTS:
PROVIDE YOUR FEEDBACK!
MANAGING FOR SUCCESS!™
Contents of this Page:
Assessment Products Currently Available
General Characteristics of "D"
General Characteristics of "I"
General Characteristics of "S"
General Characteristics of "C"
WHY USE ASSESSMENTS?
Why bother with assessments at all? A simple quiz helps
to provide some answers ... Take it yourself, and see:
1. Have you ever been mismanaged?
Yes ___ No ___
2. Have you ever misunderstood your partner/spouse/teenager,
or young adult family member?
Yes ___ No ___
3. When you were mismanaged, did you take time to discuss
it with the person who mismanaged you?
Yes ___ No ___
(Note: Of seminar participants across the USA, 95% said "YES", they were
mismanaged - but did not dialogue with the person who was mismanaging them!)
4. Have you ever left a store vowing NEVER to return?
Yes ___ No ___
5. Was it because of the way you were treated?
Yes ___ No ___
(Note: Again, 95% of seminar participants said "YES", they have left a store
vowing never to return, and it was because of the way they were treated!)
6. Have you ever met a salesperson you did NOT like?
Yes ___ No ___
7. Did you buy from that salesperson?
Yes ___ No___
(Note: While some said they only bought the product because they couldn't
get it anyplace else - Most said that they have met a salesperson they did
NOT like and did NOT buy their product!)
Author Harvey McKay says "The most costy mistake a manager
can make is a bad hire." We agree! Whether you are running a
small "Mom & Pop" store, a Non-Profit Organization, or a Multi-
million dollar enterprise, personnel turnovers and/or mismatches
can slow your momentum to a crawl.Chances are good you would never accept delivery of a new
computer system - or even a used photocopier - that arrived
without an "Instruction Manual" - so why would you accept a
new Employee, Manager, Partner or Spouse without one?
That's precisely what our Assessments provide you with - an
"Instruction Manual" about the people in your organization - or
in your home - so that you can better communicate and relate
with one another!Imagine then, how our DISC Language Assessments can be
of help to you and to your entire organization! No matter where
you're located, we can train your entire Management and/or
Sales Team to utilize the DISC Language in order to:
Increase Sales/Service volume
Hire and/or Promote "Winners"!
Become more productive individually and/or as a team
Increase the Effectiveness of their Communications
Boost your Overall profits - bottom line!
Understand & Appreciate the Members of Your Own Family
The Managing for Success™ software now available through
Life-Coach Consulting has been developed by a leader in the
field, TTI Performance Systems LTD. of Scotsdale, Arizona --
a pioneer firm in developing easy access to human resource
development with research and products designed to uncover
and enhance human potential. The Managing for Success
software utilizes the very same DISC language system used,
to date, by more than 3 million people in over 30 different
countries in 12 different languages!As a Certified Professional Behavior Analyst (CPBA) and a
Certified Professional Values Analyst (CPVA) with TTI, I can
and will stand with you each step of the way! Below, you can
read about the personal and/or group Tele-Coaching offered
to clients in order to ensure they receive the maximum benefits
from their assessment results! While not required, such a
session can greatly add to the basic self- understandings
which are at the root of any assessment work.SPECIAL NOTES:
The Personal/Group Behavioral and Emotional Assessments referred to in
this article are based upon the DISC Language - a universal language of
observable human behavior. DISC is not a measurement of "intelligence",
but is a highly accurate and effective measure of human behavior - which
part is "inherent" and which part is "learned". We also have highly accurate
assessments of people's values and attitudes that are able to explain what
is driving a person's behavior.
I have personally utilized these assessment tools with couples for pre-marital
counseling and marriage counseling; with business coaches and clients for
sales effectiveness and for Sales Effectiveness, Customer Service, Team
Building, Career Assessments, and for Candidate Selection and/or Promotion.
There are many different applications wherein assessments can save time,
money and increase the effectiveness of interaction between people.]
A BRIEF HISTORY OF THE STYLE ANALYSIS:The DISC Language is based on the work of Dr. William
Moulton Marston, whose book "The Emotions of Normal
People" stands at the basis of the DISC Language and
TTI's Assessments, and "is in complete mathematical
harmony with the works of Jung."
The Style Analysis form (which forms the basis for the
DISC Assessments) and its various uses are all derived
from Marston's work. Born in Cliftondale, Massachusetts,
in 1893, Dr. Marston was educated at Harvard University.
He also received three degrees from that institution, an
A.B. in 1915, an LL.B in 1918 and a Ph.D. in 1921.
Most of Dr. Marston's adult life was spent as a teaching and
consulting psychologist. Some of his assignments included
lecturing at The American University, Tufts, Columbia and
New York University. A prolific writer, Dr. Marston was a
contributor to the American Journal of Psychology, The
Encyclopedia Britannica, and the Encyclopedia of
Psychology, all while authoring and/or co-authoring five
books.
Marston's most well-known contribution was his success in
lie detection. His work was done at Harvard University and
in 1938 his book, "The Lie Detector," was published. Lie
detectors, including Dr. Marston's, have been used by law
enforcement and crime detection officials in various countries
of the world for many years.
Although still a consulting psychologist, Marston was most
active in the last five years of his life as the originator, writer
and producer of "Wonder Woman," a successful comic strip
which first appeared in book form. In this endeavor he used
the pen name, Charles Moulton. Stricken with poliomyelitis
in 1944, Dr. Marston was partially paralyzed from that time
until his death at age 53, in 1947.There are many other behavioral assessment tools on the
market today, (such as the Meyers-Briggs Type Indicator
that has been around for many years) -- but after carefully
assessing several other programs, and talking at length to
a number of other Professional Coaches and licensed
Therapists, I am convinced that none is as client-friendly
to use, or as ACCURATE as TTI's DISC-based software!
VALIDITY NOTES:
The Myers-Briggs Type Indicator (MBTI) has never been
internationally recognized as being particularly accurate. It
is based on Dr. Carl Jung's desired work to measure
"deviant behavior", and places responses into 16 categories
that are valid for only 54% of the population--the other 46%
of all responses are assigned to the "nearest category". TTI's
Managing for Success™ Software, by comparison, is based
on a Style Analysis instrument developed in the late 1960's
that has never been challenged in court - and is, in fact, used
by the EEOC! It has a validity rate of between 88% and 91%
--based on a study conducted by Dr. Russell J. Watson of
Wheaton College that concluded in March of 1989; and an
earlier study of the Personal Profile System conducted in
1983 by Dr. Sylvan J. Kaplan. These studies conclude that
"there is no statistically significant difference between the
scores of the Style Analysis {of TTI's Assessment tools} and
the Personal Profile System" used by Performax). Nor do you
have to have a Ph.D. in psychology in order to effectively
understand and use this material!
The Style Analysis instrument is deceptively simple,
asking respondents to choose what they are "most" and
"least" like from 24 different boxes. Yet some 19,630 different
graphs can be plotted from the 24 "most" words; and 19,680
different graphs from the "least" responses. For practical
evaluation purposes, these are condensed into one of 384
different graphs -- hence, the very high "validity rate"! I am
proud to be able to offer these powerful, yet user-friendly,
assessment tools to my personal and business Life-Coaching
Clients, Pastoral Colleagues, and others!-- James S. Vuocolo, D. Min., MCC, CPBA, CPVA
PARTIAL LISTING OF USERS:
3M; EDS; IBM AT&T; MCI; SPRINT Anheuser-Busch, Inc. Charles Schwab Chase Manhattan Bank Central Intelligence Agency Coca-Cola Coldwell Banker US Dept. of Equal Opportunity Dept. of Interior Dean Witter Reynolds St. John's Medical GE Capital General Electric Goddard Space Flight Cntr. Hewlett Packard Internal Revenue Service Voice of America Jenny Craig Inter Varsity Christian Fellowship Kansas State University Marriott Corp. Mary Kay Cosmetics New York Life Motorola Nabisco Nissan Pitney Bowes Purdue University Royal Canadian Mounted Police
ASSESSMENT INSTRUMENTS
CURRENTLY AVAILABLE:Sample "John/Jane Doe" reports are available on any of the
following individual items. Non-refundable fee of $20.00 is
applied to first purchase. Many of the following items are also
available on PC 3.5" or MAC formats for use "in house" with
your own personnel. We can provide all necessary training.
Call for individual, group or software purchasing details!
Phone: (909) 794-2136; Voice Mail/Fax: (909) 494-4053
"RELATIONSHIP INSIGHTS"
Our ability to interact effectively with others often means
the difference between success or failure in relationships.
However, before we can understand others we must under-
stand ourselves. Relationship Insights was designed to
provide this understanding. It identifies key behavioral areas
in order to develop a more accurate self-understanding.
Ideal for use with partnerships, marriage partners, couples,
etc."PERSONAL INTERESTS,
ATTITUDES AND VALUES"
This instrument is a MUST! It compliments every other report
by measuring the relative prominence of 6 basic interests or
motives: theoretical, economic, aesthetic, social, political and
traditional values. No interviewer (no matter how experienced!)
can accurately determine a candidate's values. This
report helps individuals scientifically understand the driving
forces behind their decisions - and for this reason, should
ALWAYS be included with your Assessment reports!"EXECUTIVE VERSION"
The job of being an executive is different from other jobs
because of the many hats that most executives wear.
Designed with CEO's, MANAGERS and KEY DECISION
MAKERS in mind, this tool provides an acurrate analysis
of their strengths, value to the organization, and management
syle, thereby assisting them to adapt their behavior to fit a
given situation, or negotiate a communications system that
results in more effective work teams.
"EMPLOYEE-MANAGER VERSION"
Our most popular report! Gives valuable information to the
employee, the manager and the work team. Clarifies individual
work styles, how styles effect job performance, and
how the employee-manager relationship effects productivity
and goal achievement. Enables employees and managers
to learn more about each other in 15 to 30 minutes than in
working together for an entire year! Builds lasting and
sound employee-manager relationships!"SALES VERSION"
A behavioral assessment geared specifically toward
salespeople. Takes into account the crucial differences
between salespeople and other groups of employees.
Provides sales managers with information on an individual's
style of selling, overcoming objections, closing and servicing
accounts. Is easily incorporated into any sales training
program or can be used as a coaching tool."SALES STRATEGY INDEX"
Covers 6 different steps in the sales process: Prospecting,
First Impressions, Qualifying, Demonstration, Influence and
Closing, Simplies sales training and builds confidence.
Allows managing and coaching to focus on areas that produce
results. Identifies the sales knowledge areas needed to sell
a specific product/service in a given market. Identifies new
sales applicant's strengths and weaknesses. Identifies
specific training or management needs of a salesperson or
an entire sales force!"TIME P.L.U.S."
Identifies time-wasters that impact personal productivity -
their possible causes and solutions! Allows individuals new
opportunity to develop a powerful approach to organizing
and managing their activities!
"TEAM BUILDING VERSION"
Helps the manager identify and harness individual energies,
and effectively channel them toward group goals. Information
is presented in a non-threatening manner to encourage team
members to share report results, resolve disagreements,
blend styles and achieve team goals!
"CUSTOMER SERVICE VERSION"
Offers specific techniques for developing rapport with customers
of any personality style in relation to your own communications
style. A must for any employee who has contact with the public!
"WORK ENVIRONMENT VERSION"
An instrument designed to allow the discovery of real
issues of success and failure as these relate to an individual's
behavioral match to the job. Reports can be generated on
the job, people's perceptions of the job, comparing perceptions
or a persons' natural and adapted style to a job.
"PERSONAL INSIGHTS PROFILE"
This 22-page instrument measures a person's behavior and
helps the individual understand his/her own behavioral style
vis `a vis that of others to improve communications. 24 specific
graphs provide for easy reference and learning. Used world-
wide for team-building, seminars, training, counseling,
mentoring, customer service, management
development, self-development and interpresonal
communications. The most complete and accurate
instrument on the market today!"SUCCESSFUL CAREER PLANNING"
Research sugests that 50% to 80% of all employed adults
are in the wrong job or career. Today's high school student
can expect to change entire career paths 4 to 6 times during
their working lives. This instrument helps adults make and
plan career decisions and changes by clarifying job
expectations, discovering reasons for inner conflict and
stress experienced in past or present jobs, and analyzing
one's perception of the "ideal job". In addition, the software
reports a listing of occupations and DOT numbers which
require behavior closest to the respondent's natural style.
"THE JOB COACH"
A complete and comprehensive job search system which
includes the IntraView Profile Software - a highly
effective self-marketing tool designed to give the user an
advantage in today's highly competitive job market! Also
provides essential insights into your behavioral characteristics,
ideal work environment and value to an organization. This
helps to prepare an appealing and convincing presentation
for prospective employers! Provides the most effective job
search strategies available today - based on practical
experience, not theory! Leads to the discovery of more
skills than you think you have!
SPECIAL "EMPLOYMENT" PACKAGE:
"SUCCESSFUL CAREER PLANNING"
"THE JOB COACH"
"PERSONAL INTERESTS, ATTITUDES AND VALUES"
The Universal Language DISC Reference Manual
(Hardbound Textbook) Explains the DISC Language in detail.
TELE-COACHING AVAILABLE!
We also offer individual and/or group Tele-Coaching
sessions for the purpose of furthering a client's understanding
of all assessment results. We also offer group Tele-Coaching
classes to individuals and/or groups who wish to learn the
DISC Language, and conduct on site workshops and
seminars regarding the DISC Assessment Tools. Call for
special assessment and coaching rates for groups and/or
non-profit organizations.
Phone: (909) 794-2136; Fax: (909) 389-0746
DISC GENERAL CHARACTERISTICS:
See if you can "find yourself" or someone else on the following listings of General Characteristics! Contact us to take a behavioral assessment, and see how close you've come to understanding yourself, or a significant other in your life!
DESCRIPTORS: VALUE TO THE TEAM:
IDEAL
ENVIRONMENT:TENDENCY
UNDER
STRESS:POSSIBLE
LIMITATIONS:Adventuresome Bottom-Line Organizer Freedom from Controls, Supervision & Details Demanding Overuse of Position Competitive Innovative
Forward-Looking Innovative and Futuristic Nervy Set Standards too high Daring Challenge-Oriented Forum to Express Ideas Aggressive Lacks Tact & Diplomacy Decisive
Result-Oriented
PersistentInitiates Activity Non-Routine Work Egotistical Takes on Too Much, Too Soon, Too Fast Direct
Self-Starter
Problem-SolverEMOTION DRIVING THE CORE "D" PERSON: ANGER
DESCRIPTORS: VALUE TO THE TEAM:
IDEAL
ENVIRONMENT:TENDENCY
UNDER
STRESS:POSSIBLE
LIMITATIONS:Charming Optimism & Enthusiam High Degree of People Contects Self-Promoting Inattentive to details Confident Creative & Problem Solving Freedom from control and detail Overly Optimistic Unrealistic in Appraising Others Convincing Motivates Others toward Goals Freedom of Movement Gabby Trusts people indiscriminately Enthusiastic
Inspiring
OptimisticTeam Player Forum for Ideas to be Heard Unrealistic Situational Listener Persuasive
Popular
Sociable
TrustingEMOTION DRIVING THE CORE "I" PERSON:
OPTIMISM
DESCRIPTORS: VALUE TO THE TEAM:
IDEAL
ENVIRONMENT:TENDENCY
UNDER
STRESS:POSSIBLE
LIMITATIONS:Amiable Dependable Team Player Stable & Predictable Non-
demonstrativeYields to avoid Controversy Friendly Work for a Leader and a Cause One that allows time for change Unconcerned Difficulty in establishing priorities Good Listener Patient & Empathetic Long Term Work Relationships Hesitant Dislikes unwarranted change Patient
Relaxed
SincereLogical Step-wise Thinker; Service Oriented Little conflict between people Inflexible Difficulty dealing with diverse situations Stable
Steady
Team Player
UnderstandingEMOTION
DRIVING THE CORE "S" PERSON:
NONEMOTIONAL
DESCRIPTORS: VALUE TO THE TEAM:
IDEAL
ENVIRONMENT:TENDENCY
UNDER
STRESS:POSSIBLE
LIMITATIONS:Accurate Maintains High Standards Where Critical thinking is needed Pessimistic Defensive when Criticized Analytical Conscientious & Steady Technical Work or Specialized Area Picky Gets bogged down in details Conscientious Defines, Clarifies, gets information and tests Close Relations with a small group Fussy Overly Intense for the situation Couteous
Diplomatic
Fact-FinderObjective: "The Anchor of Reality" Familiar Work Environment Overly Critical Difficulty dealing with diverse situations High Standards
Mature
Patient
PreciseEMOTION
DRIVING THE CORE "C" PERSON:
FEAR
Contents of this Page:
© 1996, 1999 by James S. Vuocolo. All rights reserved.