How do you communicate with anyone, even difficult people, once you understand how they think?

In this episode, bestselling author Thomas Erikson (Surrounded by Idiots) breaks down how the DISC colour system explains behaviour, communication styles, leadership mistakes, and why so many conversations fail.

We explore why most leaders struggle after promotion, why people think DISC is a personality test (it is not), how self-awareness impacts leadership and sales, and how adapting your communication style can completely change your results at work and in life.

This conversation covers:

• How the DISC colour system really works
• Why DISC measures behaviour not personality
• How to talk to different personality colours (red, yellow, green, blue)
• Why experts often fail when they become leaders
• The role of self-awareness in leadership and sales
• How to give feedback people can actually hear
• Why being yourself at work can backfire
• How to adapt without pretending to be someone you are not

Whether you are a leader, manager, salesperson, founder, or entrepreneur, this episode will change how you communicate and how you are perceived.

Thomas Erikson is the author of Surrounded by Idiots, one of the most translated non-fiction books in the world. Get it here: https://amzn.eu/d/eiCd3or

Learn more about Thomas Erikson: https://surroundedbyidiots.com

Chapters
00:00 Surrounded by Idiots? You Might Be the Problem

03:34 The Self-Awareness Gap: 95% Think They're Above Average

07:36 The Aha Moment vs The Oh No Moment

16:27 Behaviour vs Personality: What You Can Actually See

17:14 The Natural You vs The Masks You Wear

20:28 You Can't Be Anything: The Beautiful Lie Parents Tell

22:36 Living a Lie: The Real Cost of Pretending Too Long

27:58 When Your Brain Is Set: The Frontal Lobe and Fixed Personality

32:11 Red, Yellow, Green, Blue: Reading People in Sales

36:47 Selling to the Four Colors: Stop Giving Them What You Want

38:15 The Unwilling Salesman: Playing Hard to Get

42:17 Go Green and Listen: The Phone Call Strategy

47:28 Tell It As It Is: The Feedback Lie Everyone Tells

50:58 Getting the Most From Your Team: Three Non-Negotiables

54:22 Who Hired All the Idiots? Taking Responsibility as a Leader

56:32 Your Main Job: Those Eleven People, Not the CEO