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 TOOLS TO CREATE A KILLER SALES TEAM
Jack's only seminar open to the public in 2011 |
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Sign up now for Tools to Create a Killer Sales Team. Get info or register for Tues Sept 13 or Wed Sept 14 Learn killer persuasive messages, team tactics, inborn strengths and weaknesses of sales reps, values that drive sales. This is an incomparable lead-generating experience. Free identification and evaluation of inborn values and strengths. Location: ASBA's Business Education Center, Phoenix. Contact Four Windows at
602-237-5627. |
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Greetings!
The number one question I get at workshops is "How can you tell a person's Color without a survey?" Over 4 weeks I will answer that question, beginning right now with Green folks. See the first article below. Questions? Write me! dermody@cox.net.
It's the LAST WEEK to sign up for my workshop Tools to Create a Killer Sales Team. I GUARANTEE this is the best educational business investment to make this year. Check it out in the left column. Sponsored by The Phoenix Business Journal, Arizona Small Business Association (ASBA), Ray Silverstein, and Four Windows. |
 | Uncover a Green person -- without a survey! | |
 | | Green Lady 1 |
How do you guess that somebody is Green?
The easy answer is, Give it some time. But you don't always have time, especially if you are in sales. Imagine being a retail salesperson, for example. If you don't figure out the Color in the first minutes of conversation, you might unknowingly be pushing the customer away.
A four-Color approach when greeting the prospect might be something rapid-fire and warm like this: Hello, I'm Jack, please use me to find anything you like. If you want to, tell me how I can help today. This is longer than the usual "How can I help you?" but much more effective and non-institutional-sounding. It also invites a call to action to the prospect. The words appeal to all four Colors. Blues sense the genuine care. Oranges see they get what they want quickly and like the option "if you want...". Greens hope you really are an expert. Golds appreciate the assistance.
This week, we "uncover" Green people. Once you engage in conversation, watch for the following.
1. Greens are serious people. The may seem pensive, unemotional, even stiff - but usually highly confident. May not be expressive with face or hands. Do not fear them or allow yourself to feel intimidated.
2. Green hands are claws or talons. Fingers are often bent, grabbing at pictures of ideas and shaping them in the air. Watch for fingers that point out a list or a graph, or some kind of connectedness -- ticking off clear points. They place the thumb against the tips of the other four fingers - fine-tuning their points and suggesting precision. Watch them use the objects in front of them to make a point: silverware, salt shakers, Monopoly pieces, pens, paper clips and candies. An extreme example of "the Green claw" is viewable in the next article's YouTube clip.
3. Greens get right down to business. They tend not to like small talk and will frown at tangents. They may not shake your hand even. Be ready for hard questions. Green questions can be very direct: Who are you? What do you want? How long will this take? Why? Where is your data? The good news for you is that you can get straight to your business without time-wasting preliminaries. A thick-skinned reaction to Green efficiency and brevity, you will find, can be easy to develop.
4. Greens can be painfully objective. They may challenge your facts. What you say can be severely analyzed and corrected on the spot. However, you will receive respect if you are indeed an expert in your field.
5. Greens like to control. They may take over the course of the dialog, the negotiation, and the decision. They usually want time to make a decision. If you want the negotiation to go your way, be sure to set up a presentation that leads to a logical decision that any Color would arrive at.
6. Greens are proud of their knowledge and competence. They may know more about your product than you do. They hate to look stupid or silly. Expect to deliver complete and well-researched written materials. They ask for options, not one answer.
7. Greens are fiercely independent thinkers. Watch for dark or "weird" humor, sarcasm, irony, and put-downs. If you are fairly knowledgeable yourself and also love to choose and toy with delicious choice words and phrases, Green people should enjoy your company thoroughly.
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| The Green hands of Bill Walsh |
 | | Vision To Wealth - a Business Growth Workshop |
Green folks, tend to have "the most graphic" hand gestures, as you can see in this YouTube video of Bill Walsh, introduced by Mark Victor Hansen. So who is Bill Walsh? You will learn that he is a business guru of sorts and doing the best he can to sell you on an idea.
I chose the clip not for the content, but for the extreme Greenness of his gestures. Just about everything mentioned in the preceding article will be demonstrated here.
Green folks are notorious for presenting complex ideas, but who would argue that their hand gestures are not helping them clarify and illustrate their trains of thought?
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Yes, I'm Green, but do not pigeonhole me! |
Dear Jack,
I've taken your Personality Survey several times and the results come up about the same every time. I'm Green-Orange-Gold-Blue. So yes, my strongest Color seems to  be Green, but I believe I am a pretty complex person with lots of strengths and talents. The scores among the four Colors are not that far from each other. My "weakest Color" Blue rates 9, for example, while my my "strong" Green is 13 - so not a big gap, right? I do not want to be stereotyped as a Green. I don't want people to avoid me because they think I don't like small talk, or that I might be super critical, or that I'm smarter than everybody.
That's the image, right? We Greens are supposed to be geeky loners with little social life, few friends, and an overly judgmental point of view toward our fellow humans?
Pete St. George
Hello Pete,
The only line you are missing is the title of Dr. David Keirsey's book: Please Understand Me.
The truth is that temperament programs like Four Windows serve to help us understand ourselves and others. They must not ever be stereotyping, pigeonholing judgments on our personalities. Nobody wants to be boxed in or labeled.
Within the first five minutes of every single one of my workshops I beg and plead the audience not to label one another, especially themselves.
So what's with all these "labels"? you ask.
First, every person possesses some amount of strengths attached to ALL FOUR COLORS. Every person, just like you, has a complete Color Spectrum. And every person is much more complex than even the Four Colors themselves.
Second, the Four Color Spectrum is a set of odds. Yes, odds. Based on what you have said about yourself in a temperament survey, you now have revealed some pretty good odds as to what is important to you.
You, Pete, have Green and Orange as your first two Colors in the spectrum. The odds are that you care very much about knowledge, competency, and personal freedom. The odds are that you care a little more about those than you do about rules, responsibility, and harmonic personal relationships - not that those don't remain pretty important to you.
The research in psychology says that 30-50% of our temperament is part of our very DNA. We are born with it. As we grow and mature, that DNA temperament makes contact with the events that life deals us and moves us to develop into a unique character.
I urge you to read Dr. Keirsey's Please Understand Me II, as well as other materials on temperament. Just discovering those parts of us that arrived inside of us at birth can be life-changing. We will be kinder to ourselves, more forgiving, more hopeful - more able to leverage our real strengths, and more understanding of coping with our weaknesses (those strengths we have fewer of). And best of all, we learn to work so much better with people who are different than ourselves.
Write more if you want to talk about it. Dermody@cox.net.
Jack
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This really is YOUR newsletter. I like sharing stuff more than selling stuff. Send your stories and comments, please, to dermody@cox.net.
Sincerely,
Jack Dermody
JackDermody dot com |
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