Why take the survey? Find out how others probably see you. Stop approaching people in annoying ways, especially when you don’t realize you irritate folks from places you deem to be “good.” Share the results with people you care about — and especially with people you are in danger of losing.

Why is 4WPS better to take than many other such surveys? To begin with, 4WPS is the result of 2000 years of  trial and error in human relations. Better yet, the knowledge and skills to be applied are easily understood immediately by just about everyone. Scientists and bricklayers are equally comfortable with the awesome insights from the four personality types, each identified by a Color: Green, Orange, Blue, or Gold.

Check it out, folks. Go to www.JackDermody.com/4wps

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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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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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What if all strangers at a national conference wore Bourbon-Street-style beads flaunting their first Color? Before your eyes, an individual had on an identity necklace — Green, Orange, Blue, or Gold. Bear with me on this, folks. I get my workshop participants to do this all the time.

Your first encounter is with Ms. Jones with a Green necklace. You’re thinking, okay, Ms. Jones is probably proud as heck that she’s a true expert in something and she likely hopes that YOU are a very interesting expert in whatever you do too. You know what not to do –  do not get too touchy feely with personal information. She thrives on knowledge, competence and rationality. So what’s your opening line? How about, “Hi, I’m Jack. I just got to hear So-and-so talk about some intimidating research. Can I ask you what you are finding most interesting about this event?”

Mr. Smith with Gold beads is your next contact. Of course he will likely be a pretty serious dude – caring that your role at the conference is productive and he hopes that you will get on board with sound policies if they are discussed. You know to avoid overly general ideas and too much out-of-the-box thinking until you get to know the person better. Mr. Smith is all about duty and responsibility. A good opening line might be, “Today I was able to set up my workshop schedule in a matter of seconds. I haven’t had to ask a single person for directions. Is this thing well organized or what! What’s your impression?”

Moving on to Mary Clinton with a Blue necklace, you expect “touchy-feely” to be okay with her. Bottom line, she is an idealist and will likely be hugely interested in harmonic relationships – whether between two ordinary human beings or between nations on a pathway to lasting peace. You avoid conversation that is strictly business with Mary because she will be looking for a window to establish some kind of personal relationship with you. Be prepared for a conversation that may involve a large gamut from pets and children to world peace itself. Looking at her name badge, you might make your opening line, “Hello, Mary, I see you’re from Warrenton, Missouri. Believe it or not, I lived near there for three years a long time ago.  Can you still board the train to St. Louis there?”

Next, Bob Nelson has Orange beads on. The odds are good he likes action of many kinds. He is a free-agent in life, loves his freedom to move about, will take risks, will negotiate masterfully, and will be the most likely to want to have fun. You do not want to discuss anything in painstaking detail because he will be bored quickly, and especially do not hand him anything to read. Orange Bob will want you to get to any point quickly and won’t need much sugar-coating or schmoozing. And Bob likes options – so selling him on one idea might not work. An opening line? Try something like, “I’m Jack. So far it’s been all work and no play today. I see you don’t have a drink yet. Can I get you one?”

So how do you create opening lines when your new friends aren’t wearing “their Colors”? That’s a subject for another blog entry, but here are a few hints: Extraverts are easier to read than introverts. And there are some questions that will reveal temperament preferences quickly. For example, “I think I’m going to volunteer to help plan the next conference. If you could plan one like this, what would you do differently?” This question will often net a full list – a treasure chest of the values and needs of a particular temperament.

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If you look up “psychography,” you’ll find everything from studying personalities for marketing purposes to channeling the words of spirits through your own writing. I understand that marketers have used the term psychographics for years, along with demographics, etc.

I have brazenly adopted and adapted the word psychographer for the work I do in Four Windows. Psychographics, as seen through Four Windows, is applying the proven research and laws of psychology to real-life interaction – especially to work teams and to the customers they are supposed to serve.

I dream that one day mainstream dictionaries will include the following definition of psychographer: Psychographer. [sai ka’ grə fər] A personality analyst; a psychological advisor specializing in personality typing that enables the understanding of self and others, peak group performance, communication improvement, etc.

This is a science. The applied sciences of the last 50 years have demonstrated that commonly known truths about all people can help an average team move toward excellence. This research especially enables people to communicate respectfully and clearly.

The tools are simple to use. Some people are surprised to find out that formerly complex studies are now straightforwardly understandable tools for just about everybody – from top management types to field people who may not spend much time reading at all. Four Windows is such a set of tools.

More importantly, it turns out everybody can be a functional and successful user of this technology for everyday purposes. Psychography is all about resolving conflict, clearing the air, making friends, relieving stress, and getting on with life and business on smoother roadways instead of barrier-laden dusty paths.

At networking meetings, I’ve had a great deal of trouble trying to come up with an “elevator speech” — that 30-second presentation that hopefully demonstrates what one does in terms of the listener’s own needs. So now, the opening line is, “I’m a psychographer.” You gotta love it.

Here’s the 30-second infomercial: Hi, I’m Jack Dermody and I am a psychographer!! I help you answer questions like, “What do my customers need to hear so they will buy my product?” “How do I hire the right employees and vendors?” “Why can’t my people communicate?” “Why don’t my people understand me?” “How can I get my people to get along?”

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I’ve already called ALL THREE other Colors stupid and saved Orange for last because, well, I have a hard time calling my Orange brethren “stupid.” The problem is that I’m one of those guys that wants to be reborn Orange. You guys have all the fun. You are usually not klutzy, You are skillful physically, daring, and victorious so much of the time. If you’re a guy, you get the girl – and vice-versa. Oranges, it’s tough following your act.

Yes, the other Colors find you hard to deal with. Blues think you cause too much conflict. Golds can judge you to be totally irresponsible. Greens believe you can’t think beyond what’s directly in front of you. But do we think you’re “stupid”? Now that’s hard – because above all else you Oranges tend to be cool. And being cool doesn’t go with “stupid,” now does it!

What we can probably all agree on is that rudeness is not uncommon for Oranges – and frequent rude impolite and insolent behavior can really, really look “stupid.” Rudeness from teenagers is to be expected, but from adults? It’s very hard to understand.

Ironically, you might not even think you’re being rude. You tell it like it is. You’ll say something like, “Was it you who recorded this CD? Oh, really? I don’t like it. I’d be embarrassed to put my name on it. If it were mine, I’d throw it away.” If called on this, you respond, “I’m just being straightforward and honest, so what’s your problem? You asked for my opinion and I gave it to you.”

Glad you asked. Our “problem” may sound like this, especially if you tend to be “straightforward and honest” day after day – with no letup. Blues will steer you away from people who require a diplomatic approach, or they may begin to avoid you altogether. Golds will feel their work is being disrespected and may even conclude that you put very little thought into your own work. Greens might actually use the word “stupid” to your face because your continual hasty negative responses will seem thoughtless, naïve, and non-productive.

So what to do? For us other Colors, we are blessed to get honest feedback and should be thankful rather than offended. On the other hand, if the Orange judgment seems hasty, thoughtless, and rude – well, then, we ought to speak up and ask for thoughtful information. Oranges are usually not offended when you want to have an honest discussion or even an energetic debate. The result can be surprising.

As for you Orange folks, well, take a look around. Are you finding more rejection now than ever before? Does it look like people are less and less likely to approach you? The solution is simple enough. Understand what the needs and values are of the other Colors. As an Orange, you are utilitarian by nature – you go for what WORKS! Find what works for your colleagues, friends, and family – then alter your behavior to get what you want. You’ll be surprised how a few changes in tone, language, and behavior will get you back in the fold sooner than you think!

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One BIG problem with being any Color is that people of other Colors consider us wanting, less than perfect, and possibly stupid. I will talk about being a “stupid Gold person” in this blog entry.

Hey there, Gold folks, do you notice people tune you out when you start explaining things? You might wonder, “Isn’t what I’m saying coming off as important to this person?”

The problem is that Gold people tend to overdo on details, repeat ideas more than necessary, and treat all points – whether big or small – as equal.

What you might not be noticing is that people of the other Colors “think you are stupid” because they figured where you were going in the first 50 words you uttered – and would rather not submit themselves to a spoon feeding of all processes that lead to a conclusion.

People don’t realize how important it is to Gold folks that a responsible job of any kind means caring about the small things as well as the large things…and being recognized for that painstaking care is nearly as important. It goes back to “a chain is only as strong as its weakest link.” Gold folks do not want weak links of any size.

To the other Colors, then, what is our objection to the “stupid over-the-top over-processing” that we witness when we get to deal with Gold folks? The answer is that the problem is with us ourselves – we are not as patient as they. What they do is unpleasant for us under most circumstances. On the other hand, just imagine a world without people who cared so very greatly about doing the right thing at all levels!!  You know that chaos would reign.

So what to do? Besides being patient, we can control how much processing we have to sit through. As a boss, we can ask a Gold employee to put long lists of details into e-mail attachments. We can schedule short meetings that require information to be delivered concisely. But most of all, we can show our gratitude to our Gold employees, friends, bosses, etc. who – YOU KNOW – have put a great deal of work and thought into their “stupid” reports, plans, and presentations.

And Gold folks – yes YOU – with awareness that all the other Colors can be impatient with your report or presentation, what can you do to make sure your audience will listen? The answer is to continue to be you, to be complete, to be responsible, etc. However, consider how to make the presentation. Notice that magazines deliver information with bullet points, succinct headlines, and references to web links, etc. for readers who want more information. Your presentations will also be more attractive if you tune into individuals’ preferred communication styles (email? One-one-one meetings? Staff meetings? Standard reports? Quick briefings in the hallway?). Finally, accept that everyone has a full plate of activity, so carefully honor timeframes. If you need to be certain that your information needs to be fully understood and signed-off on, then provide the most efficient check system that you can get away with, e.g., a simple check list, little blanks for initials, deadlines, etc. It’s really not that hard to move from a “stupid” image to a SMART one!!!

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I remember being called stupid when I defended ancient religions for building ginormously expensive, artful religious buildings. Gold people insisted the expense of building cathedrals and temples in the face of mass poverty was “stupid” for draining treasuries that could have supported both government and society in general. Green folks saw the stupidity in the face of lesser attention being paid to scientific innovation and overall infrastructure such as sewers and roads. Orange folks actually liked the buildings because of the intense artistic expression.

Many Blue people love the spiritual effect of the massive buildings that lift both eyes and spirits upward. To Blues, there are pathways far more fulfilling, uplifting, and soul-satisfying than day-to-day labors and challenges. Scratch a Blue person and they will often admit they prefer spirituality over fixing a water spout. What better than columns, statues, artwork, colors, mystery-bearing colored glass, whiffs of exotic incense, the magic of flickering candles, the sounds of chants echoing through chambers, the tinkling of bells large and small, the offering of gifts – whether prayers, money, or agricultural goods.

Today, you can read headlines every day about people who protest art projects, or the expense of a building that costs a few more dollars because someone wants an arched passageway instead of a metal security door. Have you noticed that nearly all public schools are designed to replicate windowless prisons – with zero landscaping and purely utilitarian signage. To Blue people, the message is nothing less than that of a soulless culture, a “stupid” culture. Are Blue people stupid for insisting on harmony and beauty over the simply practical?

So are we Blue people stupid? Not practical? Having no appreciation for the value of money? Unrealistic? Heads in the clouds? Ah, but we don’t think so. So – the rest of you, of OTHER Colors – what would your world be like without the Blue humans? Are YOU stupid for not appreciating us?

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Are you a fan of the Mad Men series on AMC? What will compel you are their personality types.

DON – Makes sense of chaos like no other. Introverted Green-Orange (Rational Architect)?

BETTY – Is perfectly utilitarian and concrete with few soft edges. Introverted Orange-Green (Artisan Crafter)?

PEGGY – Takes on sex, drugs, and the glass ceiling like they were still part of a school curriculum… Answers the question: How does a highly intelligent Gold person (Guardian) act when she decides to operate out of the box?  Introverted Gold-Green (Guardian Inspector)?

JOAN – Solves problems and smoothly handles all kinds of people — like a magician.  Extraverted Orange-Blue (Artisan Performer)?

PETE – Like a young Nixon, having tragic need to be the boss, to have right answers, to make change, to have others conform; no friends, lots of enemies.  Extraverted Gold-Green (Guardian-Supervisor)?

ROGER – Can only respond to what is directly in front of him — smart and foolish.  Extraverted Orange-Green (Artisan Promoter)? 

Mad Men, as you know, is about people in advertising. So it’s no surprise that the firm is cram-packed with creative Green and Orange personalities. And it’s no surprise that the people who distract us from the dynamism of endless idea craziness are two people of one personality type with natures a bit alien to the advertising industry. Gold Peggy seeks respect for her place in the hierarchy and for her gender; she even demands participation in the boys’ sinful pleasures, although sinful pleasures are often uncomfortable and conflicting to her Gold nature. Gold Pete would like to be respected for his natural administrative skills, but the silver spoon that purchased his position in the company and his overly judgmental nature continuously sabotage any effort for him to get real respect from his colleagues.

In the real world of advertising, Peggy and Pete could eventually be eaten for lunch or come to some kind of tragic end. Don, Betty, Joan, and Roger are Schmoos – they will end up standing up no matter how many times you hit them. If people try to get rid of them, they won’t disappear gently.

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