Influencing

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