How to Influence People, 2nd Edition

CHAPTER 7Tool number 7: the colours

Have you ever noticed the extreme difference in the levels of intensity of different types of people?

For example, some people have very high levels of intensity and others have a much lower level of intensity. Tool number 7 is about reading the personality traits that people are demonstrating, and matching that level of intensity through different personality behaviours. People are drawn to other people who are like them. So, this part of the book provides an insight into what motivates the different people in your life.

In regard to using this part of the book, think of business clients that you currently work with and try to match them up to the different personality profiles outlined here. When I did a lot of business coaching early in my career, I would inevitably discover that salespeople would have sales success with people who were like them. In other words, where the products were basically the same, the clients would say yes when they shared a similar personality driver to the salesperson. At the same time, business was missed more often when a client demonstrated a different personality driver.

Obviously, the salespeople were failing to adapt. They were failing to adjust their intensity and personality to the client’s. So consider your clients as we take a look at the four different personality profiles.

Also, it is important to understand that, at different times, we are all four of these personality types. What I’m really challenging ...