SELLING IN COLOUR Seán Weafer www.FirstCoach.com

Aims of the Seminar Understand Self Understand Others Adapt & Connect Develop Usable Selling and Interpersonal Strategies INTR 2

The Paper Exercise Just because you think you’re communicating doesn’t mean that they HEAR what you’re saying!!

The Insights Colour Energies FIERY RED Positive, Affirmative, Bold, Assertive SUNSHINE YELLOW Cheerful, Uplifting, Spirited, Bouyant EARTH GREEN Still, Tranquil, Calming, Soothing COOL BLUE Showing no bias, Objective, Detached COLS 2

TIME TO CHOOSE YOUR COLOUR!

The Colour Quadrants COLS 3.1

The Fiery Red Overview APPROACH TO LIFE: Inner certainty. Focus on action. Overview GOALS: Personal achievement and meeting challenges. SEEN BY OTHERS AS: Impatient. COLS 4.1

The Sunshine Yellow Overview APPROACH TO LIFE: Fun & interaction GOALS: Recognition SEEN BY OTHERS AS: Disorganised COLS 4.2

The Earth Green Overview APPROACH TO LIFE: Focus on stability, values & supporting others. GOALS: Harmony. SEEN BY OTHERS AS: Mild & docile. COLS 4.3

The Cool Blue Overview APPROACH TO LIFE: High standards & correct. GOALS: Understanding. SEEN BY OTHERS AS: Dull or boring. COLS 4.4

On an Off Day ... COLS 3.2

Strengths & Weaknesses Fiery Red STRENGTHS: Confident, determined Loves challenges Focused Influencing others WEAKNESSES: Poor listener Can be seen as arrogant May push too hard Doesn’t wait for feedback COLS 5.1

Strengths & Weaknesses Sunshine Yellow STRENGTHS: Quick to build relationships Friendly and sociable Adaptable, imaginative Skilful presenter WEAKNESSES: May lack focus Too casual for some Poor planning and follow-up Can lose interest COLS 5.2

Strengths & Weaknesses Earth Green STRENGTHS: Builds deep, long-term relationships Natural listener Sincere and warm Persistent WEAKNESSES: Slow to adapt May lack enthusiasm asking for a decision Avoids rejection Takes difficulties personally COLS 5.3

Strengths & Weaknesses Cool Blue STRENGTHS: Knowledgeable and detailed Air of competence Asks probing questions Thorough follow-up WEAKNESSES: Initial interaction may be difficult & stuffy Questions may be seen as critical & insensitive Overlooks others’ feelings Focus on inconsequential details COLS 5.4

Approaching & Communicating Fiery Red DO: Be direct & to the point. Focus on results and objectives. Be brief, be bright and be gone. DON’T: Hesitate or waffle. Focus on feelings. Try to take over. COLS 6.1

Approaching & Communicating Sunshine Yellow DO: Be friendly & sociable. Be entertaining & stimulating. Be open & flexible. DON’T: Bore me with details. Tie me down with routine. Ask me to work alone. COLS 6.2

Approaching & Communicating Earth Green DO: Be patient & supportive. Slow down & work at my pace. Ask my opinion & give me time to answer. DON’T: Take advantage of my good nature. Push me to make quick decisions. Spring last minute surprises. COLS 6.3

Approaching & Communicating Cool Blue DO: Be well prepared & thorough. Put things in writing. Let me consider all the details. DON’T: Get too close or hug me. Be flippant on important issues. Change my routine without notice. COLS 6.4

PREF 6.2

How We Connect With the World INTEREST IN THE EXTERNAL V INTERNAL WORLD: EXTROVERT V INTROVERT HOW WE MAKE DECISIONS: TASK V FEELING THE WAY WE ABSORB INFORMATION: SPECIFICS V SYMBOLS

The Eight Primary Insights Types

The Insights Types - The Motivator RESPONDS POSITIVELY TO: People who are enthusiastic and quick New ideas and the ‘big picture’ Possibilities and future orientation Challenges and potential RESPONDS NEGATIVELY TO: Excessive structure or details Constant repetition Focus on the past TYPE 2.2

The Insights Types - The Helper RESPONDS POSITIVELY TO: Emphasis on personal relationships Flexibility and friendly behaviour Cooperation, harmony and consensus RESPONDS NEGATIVELY TO: Facts, not feelings Insincerity or ‘hidden agendas’ Formality, rigidity and task orientation TYPE 2.4

The Insights Types The Coordinator RESPONDS POSITIVELY TO: People who are practical and efficient Recognition for the quality of their work Structure, systems, procedures and order Advance warning of changes, realistic deadlines RESPONDS NEGATIVELY TO: Unclear instructions and changes to the plan Tasks for which they can see no practical use Dominant, loud and talkative people TYPE 2.6

The Insights Types - The Reformer RESPONDS POSITIVELY TO: Opportunities to think things through Business-like people Discussions which keep to the facts Goals, challenges and deadlines RESPONDS NEGATIVELY TO: People who don’t stick to one task at a time Incompetence and being told what to do Being sidetracked by the needs of others TYPE 2.8

The Colour Quadrants COLS 3.1

SELLING IN COLOUR Seán Weafer www.EaglesofSelling.com