Insights Colours
Transcript of Insights Colours
Relationship marketing
Trust marketing
Different basic styles
© Andrew Lothian, Insights, Dundee, Scotland, 2003. All rights reserved.INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.Insights Igniting Corporate Spirit
Personality typology
Carl Gustav Jung (1975-1961)
Extroversion – introversion
Feeling - Thinking
© Andrew Lothian, Insights, Dundee, Scotland, 2003. All rights reserved.INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.Insights Igniting Corporate Spirit
How do you express your energy?
INTROVERTQuietTimid
HumanWithdrawnPeacefullyCarefullyReserved
…
EXTRAVERTAction-minded
Straight onCousy
More interested in what happens
around him…
Intr
over
t
Ext
rave
rt
© Andrew Lothian, Insights, Dundee, Scotland, 2003. All rights reserved.INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.Insights Igniting Corporate Spirit
How do you take your decisions?
THINKFocused on tasks
Focused on relationshipsFEEL
Formal UnpersonalAchievement Correct
Informal PersonalCareful Flexible
© Andrew Lothian, Insights, Dundee, Scotland, 2003. All rights reserved.INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.Insights Igniting Corporate Spirit
Colours can affect us
Goethe (1749 – 1831) experiment
Aggressive
Energetic
Peaceful
Thinking and writing
© Andrew Lothian, Insights, Dundee, Scotland, 2003. All rights reserved.INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.Insights Igniting Corporate Spirit
The Four Insights Colour Energies
Cool BlueShowing no bias
Objective
Detached
Analytical
Fiery RedPositive
Affirmative
Bold
Assertive
Earth GreenStill
Tranquil
Calming
Soothing
SunshineYellowCheerfulUpliftingSpiritedBuoyant
Compass Learning Guide – The Key to Personal Effectiveness – Section 1.6
© Andrew Lothian, Insights, Dundee, Scotland, 2003. All rights reserved.INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.Insights Igniting Corporate Spirit
Exercise with the cards
Choose one basic colour that fits to you mostly
© Andrew Lothian, Insights, Dundee, Scotland, 2003. All rights reserved.INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.Insights Igniting Corporate Spirit
The Four Insights Colour Energies
CompetitiveDemandingDetermined
Strong-willed
Purposeful
SociableDynamic
DemonstrativeEnthusiasticPersuasive
CaringEncouraging
SharingPatientRelaxed
CautiousPrecise
DeliberateQuestioning
Formal
Compass Learning Guide – The Key to Personal Effectiveness – Section 1.6
On a good day…
© Andrew Lothian, Insights, Dundee, Scotland, 2003. All rights reserved.INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.Insights Igniting Corporate Spirit
On a bad day…
AggressiveControlling
DrivingOverbearing
Intolerant
ExcitableFrantic
IndiscreetFlamboyant
Hasty
DocileBland
PloddingReliant
Stubborn
StuffyIndecisiveSuspicious
ColdReserved
The Four Insights Colour Energies
Compass Learning Guide – The Key to Personal Effectiveness – Section 1.6
© Andrew Lothian, Insights, Dundee, Scotland, 2003. All rights reserved.INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.Insights Igniting Corporate Spirit
How can you recognise a colour?
• Look at how people enter a room• Look at their environment• Listen to how they make an appointment• Ask ‘how are you’• How are they dealing with change• Ask ‘what are you looking for’• What is their vision towards marketing• …
© Andrew Lothian, Insights, Dundee, Scotland, 2003. All rights reserved.INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.Insights Igniting Corporate Spirit
We can we adapt our behaviour to different colours?
Do not adapt your personality
Adapt your behaviour to legitimite goals
© Andrew Lothian, Insights, Dundee, Scotland, 2003. All rights reserved.INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.Insights Igniting Corporate Spirit
Old sales model New sales model
Trust
Need
Proposal
Closing
10% relation
20% competence
30% goes to being there
40% goes to closing the deal
© Andrew Lothian, Insights, Dundee, Scotland, 2003. All rights reserved.INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.Insights Igniting Corporate Spirit
How do customers want to buy?
People don’t care how much you know until they know how much you care
© Andrew Lothian, Insights, Dundee, Scotland, 2003. All rights reserved.INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.Insights Igniting Corporate Spirit
Don’t talk longer than a lucifer is burning
6
© Andrew Lothian, Insights, Dundee, Scotland, 2003. All rights reserved.INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.Insights Igniting Corporate Spirit
Let’s do it NOW
Let’s do itHARMON-
IOUSLY
Let’s do it RIGHT
Compass Learning Guide – The Key to Personal Effectiveness – Section 1.6
Cool Blue“The logic solution”
FactsAnalysisCompare
Processes
Fiery Red“Now results”
Action & ResultBuys independently
Overcome resistanceBe competitive
Earth Green“What impact has it on
my people and strategy”Caring
Who is involvedIntegrity
Have to be motivated
Sunshine Yellow“Incredible future”
IntuitiveAlternatives
BrainstormingInnovative
© Andrew Lothian, Insights, Dundee, Scotland, 2003. All rights reserved.INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.Insights Igniting Corporate Spirit
Threaths while listening
Let’s do it NOW
Let’s do itHARMON-
IOUSLY
Let’s do it RIGHT
Compass Learning Guide – The Key to Personal Effectiveness – Section 1.6
Cool Blue“A questioning mind”
Frowning the eyesSeeks mistakes
Wants to correct you
Fiery Red“The interrupter”
InpatientWants to give his vision
Earth GreenKknods assentingly”
NoddingAllows you to talk
infinitely
Sunshine Yellow“The actor”
Pretents to be listeningThoughts wander off