Sales Professionals - Strengths and Weaknesses

March 10th, 2010

Just finished a brief workshop with Arizona Sales Professionals at their monthly meeting in Scottsdale, Arizona.

One of my handouts contained the folllowing brief overview of strengths and weaknesses of sales pros, based on temperament, i.e., on the Colors of Four Windows.

Idealist Blue sales strengths include the personal touch, easy appropachability, and they are great listeners and customer-support people. Weaknesses are they can be less competitive, have trouble saying no, and may not demand a signature when the customer has already agreed to buy.

Guardian Gold sales strengths include being well prepared, willing to do all homework necessary, and are patient with lengthy processing that many customers demand. Weaknesses include too much detail-orientation, over-seriousness, and may wear a customer down with too much information and processing.

Rational Green sales strengths encompass knowing the science behind the product, a willingness to do research for the customer, and the ability to satisfy the most discriminating customers. Weaknesses appear as apparent impatience, a disregard for small talk to the point of seeming cold and distant, and some Greens tend to talk over the customer’s head.

Artisan Orange sales strengths show high marks for negotiation and closing skills, quick tactical thinking, and a drive to compete and win. Weaknesses are Oranges can seem too intensely hard-sell, manipulative, as well as not serious enough or knowledgeable enough.

In the upper righthand corner of this blogsite, you can order and own a complete primer on Four Windows temperament styles. Click on “Buy the Four Colors E-Book”. This life-changing resource book can be saved and read on the computer or printed out for pennies. You will figure people out like never before and communicate with them masterfully. Even better, you will understand yourself more and help others to understand you as well.

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TIGER WOODS IS TRUE TO HIS OWN NATURE

February 20th, 2010

It’s laughable that some critics of Tiger Woods’s apology dis him for the tightly controlled press conference, for his brazen opinion of the media, and for refusing to give details about people, events, and conversations.

Tiger is actually tightly true to his core values and beliefs.

Now there’s some controversy about whether Tiger is a Rational (Green) personality type or an Artisan (Orange). Either way, Tiger possesses the characteristics that both personality types have in common.

DOING WHAT WORKS. Both Rationals and Artisans meet their goals with knowledge, tools, and skills that they know simply work - devoid of excessive language and emotion. For the apology, Tiger ripped away all excessive conjecture and unproductive emotional displays and delivered sorrow, a program to make amends, clear positions, and the desire to return to his career.

BEING IN CONTROL. Both Rationals and Artisans naturally take charge of their own projects - whether those projects are a job, a family vacation, a sport, their own rehabilitation program, or the own press conference about the rehabilitation program.  Even if Tiger had taken questions from the media, odds are that he would want to see the questions in advance. Neither Rationals nor Artisans want to be caught making mistakes or - worse - get themselves in a pickle for messing up an answer for lack of preparation. Rationals are perfectionists in the use of words, are proud of the knowledge and research behind the work they air publicly, and they loathe looking stupid under any circumstances. Artisans are perfectionists as onstage performers and - although they are better able to recover from mistakes than Rational folks - will want to have been able to be “at the top of their game” with the rehearsals and control necessary to win that game.

WANTING TO WIN. Of all the Types, Rationals and Artisans can be fiercely competitive. Tiger clearly possesses the values and strengths of both Rational and Artisan, doing what is necessary to win - in the smartest and most persistent ways. If you analyze the apology speech, you will see the biggest battles he determined to focus on and win involve the most important people to him, and he addressed them directly - his wife and children, the PGA, his sponsors, his foundation, and his fans who want their role model back.

RAW HONESTY.  Both Rationals and Artisans are often called “rude”, “manipulative”, and “cold” by the other Types because they are naturally unafraid to tell truths. It’s easy to forget that the real strengths behind the negative judgments are, respectively, “courageous”, “utilitarian”, and “honest”. It would be hard to find a politician or sports star who would admit that they had “felt entitled to the pleasures” as Tiger said without additional excuses. How many people have you seen nail the media for its shoddy gossipy nature without sounding like a mere whiner? Not many, for sure.

I could go on. The emotion that Tiger did show in the interview was probably outside the box for him. The entire period that began on Thanksgiving has been an enormous embarrassment to a person who aspires to do absolutely everything well - either through his mind or his body.

In anticipation of counter arguments some of you may have, let me try to answer a few of them. Is everything that Tiger does “to make things work” based on sound moral principles? Probably not always, like most of us. Is Tiger’s need for control going to hurt him once in awhile - and annoy even his best friends? Probably. Will Tiger’s “need to win” hurt a few people because they are getting in the way? You betcha. Is Tiger capable of lying? Well, he certainly has.  However, unless there is some character flaw nobody has picked up on yet, I am as certain as they sun rises every morning that Tiger will in the end win his family back, will win lots of golf tournaments and break most of the records of all golf history, and will win back his reputation as a role model for many generations to come. Tiger Woods - if nothing else - has the mind, body, and full nature of an epochal Rational-Artisan winner. Go Tiger.

 

TIGER WOODS IS TRUE TO HIS OWN NATURE

It’s laughable that some critics of Tiger Woods’s apology dis him for the tightly controlled press conference, for his brazen opinion of the media, and for refusing to give details about people, events, and conversations.

Tiger is actually tightly true to his core values and beliefs.

Now there’s some controversy about whether Tiger is a Rational personality type or an Artisan. Either way, Tiger possesses the characteristics that both personality types have in common.

DOING WHAT WORKS. Both Rationals and Artisans meet their goals with knowledge, tools, and skills that they know simply work - devoid of excessive language and emotion. For the apology, Tiger ripped away all excessive conjecture and unproductive emotional displays and delivered sorrow, a program to make amends, clear positions, and the desire to return to his career.

BEING IN CONTROL. Both Rationals and Artisans naturally take charge of their own projects - whether those projects are a job, a family vacation, a sport, their own rehabilitation program, or the own press conference about the rehabilitation program.  Even if Tiger had taken questions from the media, odds are that he would want to see the questions in advance. Neither Rationals nor Artisans want to be caught making mistakes or - worse - get themselves in a pickle for messing up an answer for lack of preparation. Rationals are perfectionists in the use of words, are proud of the knowledge and research behind the work they air publicly, and they loathe looking stupid under any circumstances. Artisans are perfectionists as onstage performers and - although they are better able to recover from mistakes than Rational folks - will want to have been able to be “at the top of their game” with the rehearsals and control necessary to win that game.

WANTING TO WIN. Of all the Types, Rationals and Artisans can be fiercely competitive. Tiger clearly possesses the values and strengths of both Rational and Artisan, doing what is necessary to win - in the smartest and most persistent ways. If you analyze the apology speech, you will see the biggest battles he determined to focus on and win involve the most important people to him, and he addressed them directly - his wife and children, the PGA, his sponsors, his foundation, and his fans who want their role model back.

RAW HONESTY.  Both Rationals and Artisans are often called “rude”, “manipulative”, and “cold” by the other Types because they are naturally unafraid to tell truths. It’s easy to forget that the real strengths behind the negative judgments are, respectively, “courageous”, “utilitarian”, and “honest”. It would be hard to find a politician or sports star who would admit that they had “felt entitled to the pleasures” as Tiger said without additional excuses. How many people have you seen nail the media for its shoddy gossipy nature without sounding like a mere whiner? Not many, for sure.

I could go on. The emotion that Tiger did show in the interview was probably outside the box for him. The entire period that began on Thanksgiving has been an enormous embarrassment to a person who aspires to do absolutely everything well - either through his mind or his body.

In anticipation of counter arguments some of you may have, let me try to answer a few of them. Is everything that Tiger does “to make things work” based on sound moral principles? Probably not always, like most of us. Is Tiger’s need for control going to hurt him once in awhile - and annoy even his best friends? Probably. Will Tiger’s “need to win” hurt a few people because they are getting in the way? You betcha. Is Tiger capable of lying? Well, he certainly has.  However, unless there is some character flaw nobody has picked up on yet, I am as certain as they sun rises every morning that Tiger will in the end win his family back, will win lots of golf tournaments and break most of the records of all golf history, and will win back his reputation as a role model for many generations to come. Tiger Woods - if nothing else - has the mind, body, and full nature of an epochal Rational-Artisan winner. Go Tiger.

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What’s a better focus — peace or harmony?

February 17th, 2010

I got some good comments about blog entry “You Are World Peace.” The point was that we have the opportunity to create peace in all of one’s personal interactions in each moment of each day.

But, if you think about it, peace is the result. Creating harmony is the process. Peace happens. Harmony requires work.

The word harmony is a musical term, and music is probably a best example of the work involved with making harmony. When two musicians improvise together, every note played is the result of a decision every single second to sound harmonic with each other. The result is something wonderful to listen to. If there is no effort harmonize, the result would be far less than wonderful.

I get to play music with lots of people. Sometimes it feels like a lot of work to make a piece sound good; other times, it’s just plain fun. And most of the time the audience members say they are entertained or otherwise moved.

So how different is the real world from making music? It must be a lot different because traps of negative interaction are really easy to fall into. Some people love conflict. A few people claim to love a good fight — and lots of good fights sometimes.

My own Idealist (Blue) personality style loathes conflict of most varieties. When it exists, I choose to either help resolve it or I may opt to run away from it. And even though I understand Blue people are the biggest harmony seekers of all four Colors, I don’t understand why all Colors should not be equally committed to working at creating harmony when life delivers each opportunity to be harmonic.

Harmony-seeking Gold people will achieve peaceful organization all around themselves. Greens will have the resources to peacefully fill their arsenals with knowledge and creativity. Oranges will be peacefully released from society’s vice-principals to be more energetic and free. We Blues will bissfully follow more paths and more readily affect harmonic change everywhere.

A culture of seeking harmony cannot possibly train people to crash jets into skyscrapers. A nation’s Congress would not become selfish and ineffective by wallowing in immovable partisanship. Bosses and parents would not micromanage the people who must obey them. Couples would look for strengths behind annoyances. We would all learn to choose our words actions better.

Harmony is the work, the process. Peace is the result.

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Free Valentines Gifts Might Be The Best

February 11th, 2010

If “the best things in life are free,” let’s explore that idea for Valentine’s Day. First let’s define “free” as not paying somebody else for a product or service. Meanwhile, some sweat equity and in-house supplies need to come into play.

Equally popular with guys and gals is a romantic night — either “in” or “out”.

Staying in the house — especially on a cold winter night that most of the country is experiencing right now — takes a little imagination, but here are idea-starters: fire in fireplace, lit candles, scented candles, christmas lights, a special mix of music, a favorite game of conversation starter, the aromas of favorite home-cooked food in the kitchen, wine, dessert, clean sheets, bubble bath, massage oil, a video chosen for your shared tastes, and — well, do you need more ideas for the romantic night in the house?

And how about that evening “out”? For free, you ask? In the middle of winter? You bet your bippy! Fortunately, Valentine’s Day is on a Sunday this year, so the date “out” can be in the daytime, right? A few ideas, then — let’s start with packing a picnic lunch to eat in the car atop the hill with the best view within 20 miles of home. Play games in the back seat like you did in high school. Fog up the windows. If the weather’s not horrific, walk on some beautiful trails or carry your ice skates to the nearest frozen pond and skate till you drop. Heal your bruises with a few glasses of wine. Read each other the homemade cards you wrote for each other. Go home and give each other a massage.

Yup, the best things in life are free. The best kind of love is always freely given, at least I think so.

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You Are World Peace

January 30th, 2010

Do you get a headache watching news about world conflict every single day? Can you even imagine the horror of trying to be an effective world leader these days?

The solution for the rest of us is right in front of us. We have the option of resolving our own conflicts right here, right now. We can do that with our lovers, our children, our colleagues, and strangers.

It’s the Butterfly Effect, i.e., a single butterfly flaps his wings and thereby has a small role incontributing to the creation of a hurricane on the other side of the world.

Our own efforts to make peace with everyone immediately around could very well have some effect in Lebanon or China or Ecuador.

With the tools and skills we get from the study of personality typing, we make the changes we want to see all around the world. For example, my ex-wife has been phoning with endless stories of the processes she is going through to cure her overly sensative intestinal system. When we were married, I had no patience for litanies of woes. I’ve discovered that this woman with such a clear Gold temperament is giving me now — again — an opportunity to make peace with her and all Gold people by being the listener she needs, the validator of her needs and values.

We often don’t recognize that our own values that we are born with may be inadvertently causing others stress — not only here and now, but all over the world in some kind of mysterious chain reaction. What I need to do — what we all need to do — is recognize what part of our natural type is causing conflict or reducing conflct. This recognition has to be deliberate. It requires that we step back and watch ourselves act and speak — and then edit what we say and do for world peace.

We don’t have megabucks. We don’t have powerful positions. But we have our own megapower every single time we do something or say something.

We are indeed World Peace.

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NEW YEAR’S RESOLUTIONS GUARANTEED TO SUCCEED

December 26th, 2009

  

The problem with New Year’s resolutions is that we try to change our life by making difficult changes.

 

Forget about those. Remember all the C’s you got in some subject back in school? Life is like school. There are certain things we get C’s in – no matter how hard we try.

 

For example, let’s say you really suck at playing the piano. In the past, you might make a New Years resolution to take more piano lessons and practice at least two hours every day. And you know down deep in your heart that you are never going to be a good piano player.

 

So, what to do? It’s easy. Get more A’s in the things that you get A’s in.

 

No, I’m not kidding. Let’s say you are really good at something – like planning parties and entertaining guests.

 

So here’s the deal. Make a resolution to be even hotter at something that you love doing. As a party planner and entertainer, why not raise the bar on your party productions? Cook better food? Wow the guests with more interesting people that you invite? Provide unforgettable live music? You KNOW what I’m talking about.

 

Too often in life, we are trying to make up for our past weaknesses, or we are trying to accomplish something so difficult that the reform effort actually interferes with what are born to do.

 

Okay, okay – you’re probably saying you that you really do want to be more physically fit this year? Or you want to save more money? Or pay more attention to your family? Fine, but then again I have to ask you, “What is possible, practical, achievable, and potentially very successful?”

 

Here’s the answer. What “difficult” thing can you get A’s in? What tasks can you accomplish that will likely NOT earn you a C?

 

You know what those are. For example, instead of resolving in 2010 to save a million dollars, why not try to save a hundred dollars this week? Now that is possible, practical, achievable, and potentially very successful. Now there is an A in the making!

 

Back to my original thesis. Shouldn’t we do what we are good at and then get better at it? Isn’t doing what we suck at just beating a dead horse? Why waste time with that stuff?

 

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Is There Hope for Tiger Woods’ Marriage?

December 16th, 2009

Tiger Woods could end up being a champion family man, if he acts as smartly now as he does on the golf course.

 

A lot of people celebrating 50th wedding anniversaries have survived a few affairs.

 

Looking back over my life, I have to wonder if nature is the natural enemy of wedding vows. After all, we are all biologically programmed to have sex with just about anybody at any time – as programmed as we are to have to eat when we are hungry.

 

And we are also emotionally programmed to feel resentment and jealousy when our partner strays – even when a relationship is new and a long way from marriage commitments.

 

We are intellectually programmed to try to resolve conflicts, yet this programming appears to be weaker than the other two – and will lose out to amphibian lust and violence.

 

That’s why I think we need to go for help when our previous relationships and our families are threatened by sex outside the marriage. I think couples need help to the same degree that alcoholics need AA.

 

It doesn’t help when one partner insists outside sex is “no threat” to the primary relationship. And it also doesn’t help when the wounded partner hides behind the legality of the marriage vows – as if the sinner stole money from bank with a gun.

 

In a nutshell, if both parties find that the core relationship is worthwhile and worth saving, then a process of rebuilding is in order. Think about it. Nations murder millions of people in neighboring nations but, only a few years after such nightmarish encounters, end up as the best of allies. Teenage children inflict unpardonable havoc on themselves and their families, yet parents protect and help them out of love and commitment.

 

You will note that I have not used the word forgiveness even once. That’s because two people will rarely give the same definition of the word, depending on circumstances. What I am advocating, however, is the use of our natural intellects to resolve conflict, to get the help of experienced smart people, and to build great families that can withstand all of the storms that life will bring them.

 

Tiger Woods is no amphibian. His wife and children are not little lizards. I’m hoping for the best for all of them.

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Does Your Gift Fit the Receiver’s Personality?

December 14th, 2009

TODAY’S TOPIC: The Golden Rule is not a good rule for gift-giving

That’s right, the Golden Rule is not a good rule for gift-giving. If we gave people only gifts that  we wanted for ourselves, where would there be joy? Husbands giving vanity jock straps to wives? Wives giving lotions and potions to husbands?

The right rule is the Platinum Rule, i.e., give them what THEY want. Such gifts are indeed a gift of LOVE because the giver may not “get” the value of the gift, may not “feel” the beauty of the gift, and may even think it’s a complete waste of time and money. Take a tatoo, for example. If you are one of those people who recoil with horror and the very idea of a tatoo, you are delivering a gift of profound love when you take your loved one and waltz into a tatoo parlor and shell out seven hundred dollars for a permanent intricate full-color portrayal of a bleeding vampire victim on the bare chest of this love of your life. Such is love. Such is Platinum Gifting.

I called a few of my friends and asked for wish lists for Christmas. Here’s what they listed:

My Blue friend Maria says she’ll be happy with a relaxation CD, a massage, live flowers, a seminar, books and tapes, a spiritual retreat, a massage, an original card or poem, healing aromatherapy items, theater, comedy, or concert tickets, a Vegan dinner and night out, an exotic dictionary, or gifts for her kids and her favorite charities.

My Gold friend Janet wants a gold pendant, pearl earrings,  a dress for a formal dinner, scrapbooking supplies, an elegant picture frame, Sees candy, a new energy-saving refrigerator, silverware nice enough to bequeath to a daughter, a gift certificate to Macy’s, software for electronic planning, a Julia Child cookbook, a deluxe Scrabble set, and membership in a California wine club.

My Orange wife Rose likes fun, surprises, and stuff for the family. On her list would be a spontaneous trip to Flagstaff or any beach city in the world, a spectacular bouquet of flowers, a return to Europe, tickets to a concert or major finals event in sports, tickets for all grandchildren to accompany her to museums and zoos and parks and theme parks, a really fun party with family and friends, an elegant dinner, sexy art for the house, state-of-the-art kitchen appliances,and — oh yes, a fully remodeled kitchen.

Green friends are hard to shop for, but I think I know just what George would like. First of all, this guy loves techie gadgets. He’d be happy with an upgrade to a Blackberry phone, a Kindle from Amazon.com, a GPS attached to anything that moves, a universal remote that worked the TV, refrigerator, garage door, and lighting system throughout the house. Ironically, his “geeky” hobbies are about as non-techie as you could imagine. He plays a ukulele, roots for an obscure softball team, remodels Nashes, and is a collector of home-made crystal radio sets. It takes great research to come up with “new” gifts to feed into the hobbies, but the search is always worth it. You should have seen his face when he got an original gear-shift head from a 1949 Nash.

Happy shopping, people!!! Even though you might now share a love of the gift, you will FEEL and ENJOY the love of your giftee!!

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Money Issues for a Gold Wife and an Orange Husband

December 9th, 2009

Let’s take a look at a couple with totally different values about money. She’s Gold, he’s Orange.

 

THEIR VALUES STATEMENTS –

 

·        A Gold view of money: Money is a precious resource. A full life demands access to abundant resources. Frugality and the intelligent, careful use of money creates wealth and power. Spending money frivolously is a sin. Living on the financial edge is foolish, and it’s disrespectful of those who depend on you.

 

·        An Orange view of money: Life is not about money. Life is about grabbing the moment and feeling fully alive every day. Managing money has importance, but money itself is a tool to allow us to be truly alive, vital, and excited. Unnecessarily hoarding money ties us down and squelches creativity and growth.

 

This month is December 2009, gift-giving season – and what better time to check out money handling differences between a Gold and an Orange.

 

Of course you know what the Gold wife did. She scrimped and saved all year to buy everyone’s presents well in advance, at the best prices, and at the highest quality she could afford. Her Christmas shopping probably ended on Black Friday – not began.

 

The Orange husband, on the other hand, has saved nothing and embarks on buying presents somewhere between Black Friday and Christmas Day itself. Budgets be damned. It’s time to splurge and have fun. Otherwise, why go to work every day, right?

 

Come January 1 when the bills all come due, Gold wife and Orange husband need a Come to Jesus Meeting to keep from killing each other. She doesn’t want to pay interest on the husband’s credit cards for his lack of planning. He is happy to have been “generous” with his gift-giving and doesn’t think the Christmas splurging is that big a deal. In fact, that’s the way he’s lived his whole life.

 

So how to resolve this?

 

Rule #1 about arguing about money. The person who is a different Color from you has these VALUES like millions of other people of THAT COLOR. They – including your significant other – were BORN that way. Don’t try to change them. It’s not about you. And these values are NOT UNIQUE to your spouse. It’s likely that THE PROBLEM IS WITH YOUR UNDERSTANDING AND ACCEPTANCE OF THOSE VALUES. The problem is NOT that there is something wrong with the other person. Values different from yours ARE NOT CHARACTER FLAWS.

 

If you carefully read the Values Statements above, you can see that a calm discussion can result in seeing for understanding, some common values and, yes, EVEN BEHAVIORAL CHANGE!

 

Let’s just focus on how the Gold wife can persuade Orange husband to make a few small behavioral changes (not changes to his personality, by the way).

 

Common values. When you get down to it, the Orange husband will agree to the following: A full life demands access to abundant resources. Managing money has importance.

 

Important Orange Values. While money is important, equal importance to an Orange is personal freedom, plenty of choices to make at all times, the ability to play and party without planning, enjoyment of impulses, and seeking excitement.

 

Suggested Behavioral Changes for an Orange. Both parties need to agree on the importance of abundant resources and to actually say so aloud. What happens next is very important. The Gold strategy of “saving for a rainy day” and “putting off immediate gratification” will absolutely not work for an Orange. Both ideas probably make him sick internally. Saving is boring, and seems limiting. No red-blooded Orange person puts off immediate gratification very often.

 

The Gold mate needs to pose workable options that the Orange will choose from and, of course, the Orange wants to be asked to provide his own options. Options might include a hidden, automatic savings plan that’s easy to forget about. The Gold spouse might be allowed to take complete control savings, but still providing the Orange with a liberal allowance for play money, impulsivity, and spontaneity. Or else the two parties might decide to live on completely different bank accounts – with a third account meant to cover mutual expenses like mortgage, utilities, etc. The bottom line is that the Gold controls her own financial destiny and the Orange retains the freedom that he needs. Over time, the Come to Jesus meetings should be less frequent and the couple has better odds of enjoying each other’s company. Both have stopped judging each other negatively for values they don’t share. Letting themselves be themselves is a great act of love, wouldn’t you say?

 

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Hiring Questions That Reveal Personality

December 8th, 2009

 

Many of my workshop participants ask for another copy of INTERVIEW QUESTIONS FOR HIRING. Here it is today in the blog for everybody. When you are familiar with the basic strengths, values, and needs of each color, you will hear them scream out at you when job candidates answer the questions.

 

INTERVIEW QUESTIONS FOR HIRING

 

1.    Looking back over the last few years of your life, what is it about your performance that your bosses and colleagues most appreciate about you?

 

2.    Describe your ideal boss.

 

3.    What are your workplace strengths that you are most proud of?

 

4.    How do you like to be treated by your co-workers?

 

5.    Especially with regard to co-workers, what behaviors cause you the most stress and frustration?

 

6.    Describe your “ideal work environment”?

 

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