1. SELLING
IN COLOUR
Seán Weafer

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

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

4. 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

5. TIME TO CHOOSE YOUR COLOUR!

6. The Colour Quadrants
COLS 3.1

7. 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

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

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

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

11. On an Off Day ...
COLS 3.2

12. 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

13. 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

14. 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

15. 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

16. 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

17. 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

18. 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

19. 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

20. PREF 6.2

21. 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

22. The Eight Primary Insights Types

23. 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

24. 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

25. 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

26. 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

27. The Colour Quadrants
COLS 3.1

28. SELLING
IN COLOUR
Seán Weafer