Influencing People With High Levels Of Cool Blue Energy The GOAL: Be clear on the ultimate goal of your influencing
AGREE Actions – Secure Mutual Commitment
• Slow down, go at their pace and let them finish their preamble before moving on to the issue at hand • Be more formal
LISTENING and Questioning
• Ask searching questions to highlight concerns • State logical alternatives
DELIVERY and Follow-Up General
• Be methodical and structured
• Don’t miss details, facts, or figures
ENGAGING and Proposing
• Prepare thoroughly, cover all the angles and don’t let their detailed questioning put you off.
• Support statements with proof • Demonstrate your knowledge
Discovery Learning Guide – Insights into Influencing – Section 1.5 © Andrew Lothian, Insights, Dundee, Scotland, 2006. All rights reserved. INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.
Influencing People With High Levels Of Earth Green Energy The GOAL: Be clear on the ultimate GOAL of your influencing
AGREE Actions - Secure Mutual Commitment • Don’t push, check carefully to reveal concerns
• Go at their pace and be willing to share information about yourself (How you are, for example – Earth Greens really do want to know)
• Show the people benefits • Ask for commitment in a gentle and friendly way
• Be more open LISTENING and Questioning
DELIVERY and Follow-Up
• Show personal interest
• Focus on benefits to others
• Ask their opinion
• Confirm details in writing
• Listen carefully
General
ENGAGING and Proposing • Get feedback • State benefits
• Listen actively, demonstrate that you value their opinion and watch for the clues that they are ready to move on with the conversation. • Show you really care Discovery Learning Guide – Insights into Influencing – Section 1.5
© Andrew Lothian, Insights, Dundee, Scotland, 2006. All rights reserved. INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.
Influencing People With High Levels Of Sunshine Yellow Energy The GOAL: Be clear on the ultimate GOAL of your influencing • Be sociable • Talk about them
LISTENING and Questioning • Not too many details
ENGAGING and Proposing • Focus on future benefits
DELIVERY and Follow-Up • Be clear and direct • Focus on the future
General • Be interested in them • Keep focusing on the “big cause” that you want them to enrol for - Sunshine Yellows need to know it’s all worthwhile
• Tell stories
AGREE Actions – Secure Mutual Commitment • Ask questions to allow them to express themselves • Offer incentives and special arrangements
Discovery Learning Guide – Insights into Influencing – Section 1.5 © Andrew Lothian, Insights, Dundee, Scotland, 2006. All rights reserved. INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.
Influencing People With High Levels Of Fiery Red Energy The GOAL: Be clear on the ultimate GOAL influencing of your • Be direct and assured • Don’t waffle or hesitate LISTENING and Questioning
DELIVERY and Follow-Up • State options with probability of success • Make sure you deliver
General • Focus on facts not feelings
• Watch for impatience
• Be prepared to move on quickly
• Follow their pace, but be wary of them moving on without answering the real question
• Always be ready make a recommendation or state your point of view - Fiery Reds admire forthright people.
ENGAGING and Proposing • Be well organized and factual AGREE Actions – Secure Mutual Commitment • Meet resistance with reflective questions • State alternatives clearly • Make a recommendation, if possible © Andrew Lothian, Insights, Dundee, Scotland, 2006. All rights reserved. INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.
Discovery Learning Guide – Insights into Influencing – Section 1.5