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Lotwina Farodoye

19 April 2015

Foundation ChapterManagement ChapterEffective Selling ChapterPersonal Achievement ChapterInterview Chapter

Lotwina Farodoye

© The Insights Group Ltd, 1992-2015. All rights reserved.

Personal Details

Lotwina FarodoyeBusiness Growth [email protected]

Grant Thornton

12 Grosvenor GardensWallingtonSurreySM6 9QJ

Telephone: 07920517771

Date Completed: 19 April 2015

Date Printed: 23 June 2015

Lotwina Farodoye

© The Insights Group Ltd, 1992-2015. All rights reserved. Insights Discovery and Insights Learning Systems were originated by Andi and Andy Lothian. Insights, Insights Discovery and the Insights Wheel are registered trademarks of The Insights Group Ltd.

ContentsIntroduction............................................................................................................... 5

Overview .................................................................................................................. 6Personal Style ................................................................................................................................ 6

Interacting with Others ................................................................................................................... 6

Decision Making ............................................................................................................................. 7

Key Strengths & Weaknesses.................................................................................. 8Strengths ........................................................................................................................................ 8

Possible Weaknesses .................................................................................................................... 9

Value to the Team .................................................................................................. 10

Effective Communications...................................................................................... 11

Barriers to Effective Communication ...................................................................... 12

Possible Blind Spots............................................................................................... 13

Opposite Type ........................................................................................................ 14

Suggestions for Development ................................................................................ 16

Management .......................................................................................................... 17Creating the Ideal Environment .................................................................................................... 17

Managing Lotwina ........................................................................................................................ 18

Motivating Lotwina........................................................................................................................ 19

Management Style ................................................................................................. 20

Effective Selling Chapter ........................................................................................ 21

Selling Style Overview............................................................................................ 22

Before The Sale Begins ......................................................................................... 23

Identifying Needs.................................................................................................... 24

Proposing ............................................................................................................... 25

Handling Buying Resistance .................................................................................. 26

Gaining Commitment.............................................................................................. 27

Lotwina Farodoye

© The Insights Group Ltd, 1992-2015. All rights reserved. Insights Discovery and Insights Learning Systems were originated by Andi and Andy Lothian. Insights, Insights Discovery and the Insights Wheel are registered trademarks of The Insights Group Ltd.

Follow-up and Follow Through ............................................................................... 28

Sales Preference Indicators ................................................................................... 29

Personal Achievement Chapter.............................................................................. 30

Living on Purpose................................................................................................... 31

Time and Life Management.................................................................................... 32

Personal Creativity ................................................................................................. 33

Lifelong Learning.................................................................................................... 34

Learning Styles....................................................................................................... 35

Interview Questions................................................................................................ 36

The Insights Discovery® 72 Type Wheel ............................................................... 37

The Insights Discovery® Colour Dynamics ............................................................ 38

Lotwina Farodoye


IntroductionThis Insights Discovery profile is based on Lotwina Farodoye’s responses to the InsightsPreference Evaluator which was completed on 19 April 2015.

The origins of personality theory can be traced back to the fifth century BC, when Hippocratesidentified four distinct energies exhibited by different people. The Insights System is built aroundthe model of personality first identified by the Swiss psychologist Carl Gustav Jung. This modelwas published in his 1921 work “Psychological Types” and developed in subsequent writings.Jung’s work on personality and preferences has since been adopted as the seminal work inunderstanding personality and has been the subject of study for thousands of researchers to thepresent day.

Using Jung's typology, this Insights Discovery profile offers a framework for self-understandingand development. Research suggests that a good understanding of self, both strengths andweaknesses, enables individuals to develop effective strategies for interaction and can help themto better respond to the demands of their environment.

Generated from several hundred thousand permutations of statements, this profile is unique. Itreports statements which your Evaluator responses indicate may apply to you. Modify or deleteany statement which does not apply, but only after checking with colleagues or friends to identifywhether the statement may be a “blind spot” for you.

Use this profile pro-actively. That is, identify the key areas in which you can develop and takeaction. Share the important aspects with friends and colleagues. Ask for feedback from them onareas which seem particularly relevant for you and develop an action plan for growth personallyand interpersonally.

Lotwina Farodoye


OverviewThese statements provide a broad understanding of Lotwina’s work style. Use this section to gaina better understanding of her approaches to her activities, relationships and decisions.

Personal Style

Lotwina can be very effective in using her concern for others to ensure involvement. She tends tolive for today with a “you only go around once“ philosophy. She enjoys socialising, but likes toplan her entertaining for maximum effect. Because she tends to live for the present moment, shedoes not sense the need to prepare or plan more than is necessary. Lotwina seeks greaterfulfilment in her life through the offering of help and service to others.

Her mental processes operate best when she is in contact with other people. Exhibiting atendency to become concerned and hurt if her ideas are met with indifference or criticism, shemay take conflict and rejection personally. She may become pessimistic and gloomy when she isthwarted or fails to see ways to make the important changes in her life. She flourishes in jobswhere she can be of constant service or use her talent to persuade. Lotwina is optimistic andpositive, living mainly in the here and now.

One of Lotwina's strengths is an ability to let others work at their own pace coupled with anawareness of the unique contribution each person makes. Able to cope with a number of projectsat once, Lotwina gets a lot of enjoyment from the social aspects of work. Lotwina is sympathetic,empathic and affable. Lotwina can combine social expertise within her normally assertivebehaviour. She likes people and tends to be aware of and appreciate a person's more admirablequalities.

Optimistic in outlook, she is rather impulsive in decision making. If her job requires that she workalone for long periods then she can become restless and unsettled, unless the job is reallyengaging. She pays scant attention to negative, pessimistic or divisive situations or conclusions.She needs to be appreciated for herself and her service, and she can be highly sensitive toindifference or criticism of the support she offers or provides. She may ignore or deny anythingthat threatens the harmony she seeks.

She relies on what she can hear, see and know from first hand experience. She is at her best inwork that involves people and task, where co-operation can be achieved through goodwill. Shewill be hurt if people ignore her and likes to be remembered and appreciated for the services shecontinually seeks to offer to others. She is motivated by approval and reacts unfavourably toindifference or rejection from others. She can be relied upon to keep a check on the socialcalendar, though she may well overlook some of the smaller details in preparing for events.

Interacting with Others

Lotwina is both charming and popular, constantly enthusing through her gift of ready articulation.She prefers a stimulating life of co-operation and harmony. As she is highly articulate with aquick sense of humour she is often the life and soul of the party. She constantly seeksopportunities to talk things through with others. She prefers to be active and working with likeminded people.

Lotwina Farodoye


She does not appreciate critical comments about her personal qualities as she sees thesecomments as personal attacks on her integrity. She is careful not to hurt colleagues feelings andwill take peoples well-being into account whenever possible. She attracts many friends andacquaintances. Aware of the needs of those around her and sympathetic to those in trouble,Lotwina brings harmony into the workplace. Her major goal is to create and maintain good feelingand harmony among the people she relates to.

She may become rather over-emotional when stressed. Lotwina is seen by others as aneasy-going, talkative and practical person. Seldom at a loss in any situation, she can be relied onto say something appropriate to put people at their ease. Placing a high value on her harmoniousrelationships, it is not surprising that people turn to Lotwina for encouragement, nurture andsupport. Lotwina likes to build harmonious relationships with others and continually seeks tomaintain these relationships. Lotwina brings harmony and goodwill to any situation in which shefinds herself.

Decision Making

Lotwina loves fun and surprises and can bring a breath of fresh air to any situation though herfree spirit will likely frustrate some “hard-line“ colleagues. She is prepared to make decisions tosettle matters, and will be disappointed when not all the suggestions are implemented. She mayoften make decisions based upon how she feels about a situation, rather than how the situationactually is. She would perform better if she focused more on in-depth study of analytical dataduring the decision making process. People occasionally see Lotwina making decisions thatappear to fly in the face of logic.

Preferring a harmonious outcome, Lotwina will go to great lengths to ensure the preservation ofrelationships. She has an ability to see the need of the moment and then deal with it. She is aquick decision maker and considers people within the context of the result of the task. She isprepared to make decisions through group consensus. Her slogan might be “Act now pay later“and her perceptions of life are based on the impact her decisions have on those around her.

In her attempts to please others she may make promises she cannot fulfil. She has the ability toappear to listen to other people's viewpoints but may not necessarily be hearing or intending toaction them. She prefers moderate to slight risk in decision-making. She may unconsciouslymanipulate the process to get her own way. She may be perceived by others as a somewhatimpulsive decision maker.

Personal Notes

Lotwina Farodoye


Key Strengths & WeaknessesStrengthsThis section identifies the key strengths which Lotwina brings to the organisation. Lotwina hasabilities, skills and attributes in other areas, but the statements below are likely to be some of thefundamental gifts she has to offer.

Lotwina’s key strengths:

● Adaptive and versatile people skills.

● Excellent communication and presentation skills.

● Enjoys spending time around other people - and helping them feel good.

● Investigative, interested and inventive.

● Will try anything at least once.

● Innovative counsellor.

● Easy going and fun approach to most things.

● Will work to ensure harmony and equity.

● Highly resourceful around people.

● Enjoys and seeks variety.

Personal Notes

Lotwina Farodoye


Key Strengths & WeaknessesPossible WeaknessesJung said “wisdom accepts that all things have two sides”. It has also been said that a weaknessis simply an overused strength. Lotwina's responses to the Evaluator have suggested theseareas as possible weaknesses.

Lotwina’s possible weaknesses:

● Over optimistic about the abilities of others.

● Not always attracted to what is practical.

● May prepare inadequately or poorly.

● Tends to exaggeration.

● Becomes impatient with routine and repetition.

● Focusing on superficial analysis and failing to appreciate subtle underlying trends.

● Finds it difficult to concentrate on a single topic for long periods.

● Procrastinates when required to confront others.

● Can be overly sensitive or caring.

● May hold grudges and tell you about them!

Personal Notes

Lotwina Farodoye


Value to the TeamEach person brings a unique set of gifts, attributes and expectations to the environment in whichthey operate. Add to this list any other experiences, skills or other attributes which Lotwinabrings, and make the most important items on the list available to other team members.

As a team member, Lotwina:

● Ensures there is never a dull moment where she is involved!

● Maintains forward momentum.

● Brings boundless energy to any situation.

● Is a constant source of inspiration and fun.

● Develops high self-worth through group development and bonding.

● Bonds by remembering birthdays and special events.

● Is always ready to offer service to colleagues.

● Works to promote and maintain harmony within her team.

● Can organise the social calendar.

● Makes friends quickly and easily.

Personal Notes

Lotwina Farodoye


CommunicationEffective CommunicationsCommunication can only be effective if it is received and understood by the recipient. For eachperson certain communication strategies are more effective than others. This section identifiessome of the key strategies which will lead to effective communication with Lotwina. Identify themost important statements and make them available to colleagues.

Strategies for communicating with Lotwina:

● Provide lots of opportunities for team contact.

● Ask how she feels about the things she does.

● Be prepared to discuss a wide range of topics.

● Be clear on completion details.

● Provide opportunities for socialising.

● Don't always expect brief, specific answers.

● Provide regular support and feedback - show interest.

● Be alive and entertaining.

● Match her pace in presenting to her.

● Show concern for her opinions and be willing to discuss personal matters.

● Use a casual, informal style of conversation.

● Use an easy-going and fun approach.

Personal Notes

Lotwina Farodoye


CommunicationBarriers to Effective CommunicationCertain strategies will be less effective when communicating with Lotwina. Some of the things tobe avoided are listed below. This information can be used to develop powerful, effective andmutually acceptable communication strategies.

When communicating with Lotwina, DO NOT:

● Talk with her using a low-key voice tone.

● Overload her with irrelevant information.

● Talk slowly, mumble or whisper.

● Expect her to respond favourably if you dictate to her on policy or procedures.

● Stick rigidly to business issues.

● Dampen her enthusiastic energy with negative inputs.

● Forget to offer praise and recognition when it is due.

● Leave her out of the picture.

● Be dismissive of her feelings and emotions.

● Involve her in formal, lengthy or tedious meetings.

● Be dull, dour or redundant.

● Be vague or leave things open to interpretation.

Personal Notes

Lotwina Farodoye


Possible Blind SpotsOur perceptions of self may be different to the perceptions others have of us. We project who weare onto the outside world through our “persona” and are not always aware of the effect our lessconscious behaviours have on others. These less conscious behaviours are termed “BlindSpots”. Highlight the important statements in this section of which you are unaware and test themfor validity by asking for feedback from friends or colleagues.

Lotwina’s possible Blind Spots:

Because Lotwina places such a strong priority on experiencing new things, she sometimesallows her other responsibilities to suffer from lack of attention. Sometimes she is so intent on herown plans that she doesn't stop to listen to what others have to say. She may need to learn howto contain her disappointment in the performance of others by having more realistic peopleexpectations.

Tending to take on too much at one time she can find herself overloaded and unable to keep hercommitments. She should realise that on occasions confrontation can clear the air. She has ashort fuse and when pushed may become loud, rigid and domineering, bringing a high level ofstress to the team or her peers. She should be careful not to leap too quickly without consideringthe consequences, making sure that she completes the tasks she is responsible for beforeturning to more enjoyable matters. She often overlooks her own needs due to her desire toplease or help other people.

Although she can do certain detailed work she will tend to be less careful and more restless inlonger term projects. Her natural quickness and pressure to anticipate what is coming means sheoccasionally assumes wrongly that she knows what a person is going to say, and is tempted tojump in to finish their sentences. She may need to learn and apply time management andlong-range planning techniques to help her complete her projects. She may jump to conclusionsor make incorrect assumptions and decisions too quickly, without gathering all the importantfacts. She should allow more distance between self and colleagues in interactions. She needs tobe aware that not everyone likes to be touched.

Personal Notes

Lotwina Farodoye


Opposite TypeThe description in this section is based on Lotwina's opposite type on the Insights Wheel. Often,we have most difficulty understanding and interacting with those whose preferences are differentto our own. Recognising these characteristics can help in developing strategies for personalgrowth and enhanced interpersonal effectiveness.

Recognising your Opposite Type:

Lotwina’s opposite Insights type is the Observer, Jung’s “Introverted Thinking” type.

Observers are precise, cautious and disciplined and are painstaking and conscientious in workthat requires attention and accuracy. They are objective thinkers, concerned with the rightanswer and will avoid making quick decisions. Lotwina may see the Observer as hesitating toacknowledge a mistake or as becoming immersed in researching for data to support an isolatedview.

Observers tend not to trust strangers and will worry about outcomes, their reputation and theirjob. They are reticent about expressing their feelings and Lotwina will often see the Observer asunresponsive, cool and uncaring. Observers draw conclusions based on factual data. They maybe slow at producing results, as gathering data is the stimulating part of the job for them.

Observers like to make rules based on their own standards and apply those rules to daily life.Lotwina may find herself at odds with Observers due to their private nature and lack ofenthusiasm for social events. Introverted analysis may prevent the Observer from expressingthoughts as readily as Lotwina would wish.

Personal Notes

Lotwina Farodoye


Opposite TypeCommunication with Lotwina's Opposite TypeWritten specifically for Lotwina, this section suggests some strategies she could use for effectiveinteraction with someone who is her opposite type on the Insights Wheel.

Lotwina Farodoye: How you can meet the needs of your Opposite Type:

● Keep her informed of all the details.

● Allow time for her to think of the consequences.

● Appreciate her ability to amass a wide range of information.

● Consider reconvening the meeting after she has had a chance to think about the issues.

● Allow her to explain the logic behind her views.

● Be consistent.

Lotwina Farodoye: When dealing with your opposite type DO NOT:

● Come unprepared and disorganised.

● Indulge in your own flights of fancy.

● Be illogical or obscure.

● Do not assume that her lack of response means tacit agreement with what is proposed.

● Stand or sit too close to her.

● Be misled by her apparent reticence into thinking that she doesn't care.

Personal Notes

Lotwina Farodoye


Suggestions for DevelopmentInsights Discovery does not offer direct measures of skill, intelligence, education or training.However, listed below are some suggestions for Lotwina’s development. Identify the mostimportant areas which have not yet been addressed. These can then be incorporated into apersonal development plan.

Lotwina may benefit from:

● Taking life more seriously.

● Seeking to understand other peoples theories, hypothesis and explanations.

● Less use of flattery and praise in the team.

● Questioning the motives of others.

● Saying no first, giving the opportunity to review a decision later.

● Constant reminding of the need to consider alternatives and anticipate consequences.

● Distancing and formalising certain relationships.

● A weeks private meditation - alone.

● Drafting watertight policy statements, agreements or procedures.

● Realising that some others are not as quick as she is.

Personal Notes

Lotwina Farodoye


ManagementCreating the Ideal EnvironmentPeople are generally most effective when provided with an environment which suits theirpreferences and style. It can be uncomfortable to work in an environment which does not. Thissection should be used to ensure a close match between Lotwina’s ideal environment and hercurrent one and to identify any possible frustrations.

Lotwina’s Ideal Environment is one in which:

● There may be noise, i.e. music or a general “buzz” of excitement.

● Modern “executive toys” are available to satisfy playful and tactile interests.

● The surroundings may be comfortably and classily furnished and decorated.

● The emphasis is on informality and tapping in to inner creativity.

● She has opportunities to reinforce one-to-one relationships.

● There are social activities outside of work.

● The emphasis is on informality rather than rules.

● Regular feedback and encouragement is given.

● There is an open plan workplace layout.

● She can question the rules and the traditional ways of doing things.

Personal Notes

Lotwina Farodoye


ManagementManaging LotwinaThis section identifies some of the most important strategies in managing Lotwina. Some ofthese needs can be met by Lotwina herself and some may be met by her colleagues ormanagement. Go through this list to identify the most important current needs, and use it to builda personal management plan.

Lotwina needs:

● Regular update meetings to check on project progress.

● Practical follow-through and a support structure to handle the completion of projects.

● Meetings with strict agendas and timetables.

● Involvement in all the team activities.

● Regular reinforcement of goals, activities and timeframes.

● Support for her style by providing back-up.

● Some help in resolving conflict and discipline issues.

● An understanding manager, who is mentor and coach, and who is consistent, patient andcalm.

● To understand the need for time-management disciplines.

● To fully understand the corporate mission.

Personal Notes

Lotwina Farodoye


ManagementMotivating LotwinaIt has often been said that it is not possible to motivate anyone - only to provide the environmentin which they will motivate themselves. Here are some suggestions which can help to providemotivation for Lotwina. With her agreement, build the most important ones into her PerformanceManagement System and Key Result Areas for maximum motivation.

Lotwina is motivated by:

● Personal appreciation and public recognition for a job well done.

● Investment in equipment for her exclusive use that encourages her sense of worth.

● “Pioneering” opportunities with little limitation.

● Rewards that reflect her immediate needs.

● Acceptance, with co-operation that meets her ideal.

● Tasks which necessitate “group” involvement.

● Tasks which predominantly involve the group.

● Financial incentives, with bells and whistles!

● Regular breaks from routine.

● Being made to feel “one of us”.

Personal Notes

Lotwina Farodoye


Management StyleThere are many different approaches to management, most of which have different situationalapplications. This section identifies Lotwina’s natural management approach and offers clues toher management style, highlighting both gifts and possible hindrances that can be furtherexplored.

In managing others, Lotwina may tend to:

● Be optimistic and sometimes over-confident of the abilities of her staff to perform effectively.

● Take insufficient time to reflect on other options and alternatives.

● Be highly trusting of her team.

● Welcome free expression within the team.

● Overvalue some of her personal relationships.

● Value team performance as well as individual performance.

● Choose “favourites” in her team and offer them individual inducements to achieve objectives.

● Become too involved in others personal problems.

● Disarm others with her openness and honesty about her own shortcomings.

● Create chaos through erratic organisational skills.

Personal Notes

Lotwina Farodoye


Effective Selling ChapterEffective selling has three main requirements:

First, the salesperson must understand him or herself, and how to build on strengths and developany areas of weakness, aware of how different customers perceive him or her.

Secondly, the salesperson must understand others - particularly customers - who are different.Customers will often have opposing needs, expectations, desires and motivations than those ofthe salesperson. These distinctions need to be appreciated and respected.

Thirdly, the salesperson must learn to adapt his or her behaviour to relate to, connect effectivelywith, and influence, the customer.

This chapter is designed to support the development of each of these requirements at eachstage of the sales process.

The model below illustrates the conceptual overview of each of these different stages and thecorresponding sections explored in this chapter.

Use the Effective Selling Chapter to develop strategies for improved customer relationships,greater self-understanding and more & greater sales.

Lotwina Farodoye


Selling Style OverviewThese statements provide a broad understanding of Lotwina's selling style. Use this section togain a better understanding of her approaches to her customer relationships.

Selling Style Overview

Lotwina is good at helping others achieve their sales goals and objectives, and will seek toencourage them to be all they can be. She uses her natural enthusiasm and flair to win over hercustomers. She usually makes a great effort to go the extra mile in the service of her customers.

Lotwina creates an air of good feeling in most customer related situations. Lotwina isco-operative and articulate, communicating sympathy, concern and a willingness to becomeinvolved in the real needs of customers. She may need to make a special effort to follow-upaspects of sales that require attention to detail or involve extensive paperwork. Both at work andsocially, Lotwina is at ease in the company of others. She gains pleasure from working with aneffective team, particularly on less interesting phases of a sales project.

She enjoys sales relationships in which she can contribute to the growth and development of hercustomer. By continually honing her customer relationship skills, Lotwina can be seen as eagerto please, popular and gracious. She is at her best when she is involved in discussion withothers. Much of her satisfaction comes from positive feedback from her customers. Lotwina isimaginative, open and friendly in her sales style. This helps to put her customers at ease fromthe outset. Friendly and effective, she displays her emotions openly and relishes the relatingopportunities that serving her customers brings.

Personal Notes

Lotwina Farodoye


Before The Sale BeginsThe sale begins long before the formal sales process starts and continues long after it ends.Here are some of the key ideas that Lotwina needs to be aware of in the initial stages whenplanning and approaching the customer.

Lotwina's key strengths before the sale begins:

● Enjoys meeting new customers and building relationships.

● Balances task and people issues in account planning.

● Uses her imagination to create high value leads andopportunities.

● Thinks quickly in adapting to changing situations.

● Creates new ideas in account planning.

● Sets a fast prospecting pace.

Before the sale begins Lotwina could:

● Prioritise her prospecting more effectively.

● Remember that rejection is seldom personal.

● Maintain an orderly and organised approach to planning.

● Research the customer, the person, and the organisationmore thoroughly.

● Research the strengths and weaknesses of competition inadvance.

● Exercise disciplined account planning strategies.

Personal Notes

Lotwina Farodoye


Identifying NeedsIn identifying needs, the goal is to find out what the customer's real problems are. Here is anoverview and some advice relating to how Lotwina may identify customer needs.

Lotwina's key strengths in identifying sales needs:

● Encourages openness in dialogue by offering opennessherself.

● Uses humour and sociability to create an open environment.

● Builds trust and rapport by putting her customers first.

● Employs a relaxed, conversational questioning style.

● Motivates her customers to extend his or her horizons.

● Actively seeks customer input to truly understand his or herconcerns.

When identifying needs Lotwina could:

● Refrain from offering answers to questions she has yet to beasked.

● Record customer needs more meticulously than may appearnecessary.

● Investigate situations more fully to uncover the deeperproblem or opportunity.

● Remember the importance of gathering fuller details forcomplex processes.

● Use a more structured questioning approach.

● Stick to a pre-determined structure when questioningcustomers.

Personal Notes

Lotwina Farodoye


ProposingHaving identified the customer's needs, the proposing phase should close the gap between theirneeds and the current situation. Here are some of the keys for Lotwina to develop a powerful andeffective proposing style.

Lotwina's key strengths in proposing:

● Generates confidence through her enthusiasm.

● Motivates her customers to dream big dreams!

● Promotes positive expectations in her customers.

● Produces highly creative proposals.

● Enjoys an easy going and fun approach.

● Presents in a fast-paced, vocal manner.

When proposing Lotwina could:

● Avoid a tendency to oversell the advantages.

● Be sure to moderate the areas of potential risk.

● Be certain to stick to any agreed timeframe.

● Heighten the authority of her delivery.

● Ensure she is fully knowledgeable about every aspect of herproduct.

● Check every detail of the proposition carefully.

Personal Notes

Lotwina Farodoye


Handling Buying ResistanceIf the customer relationship has been built effectively, buying resistance should be low. However,this section suggests strategies for Lotwina to deal effectively with buying resistance.

Lotwina's key strengths in dealing with buying resistance:

● Is confident that a positive outcome can be found.

● Reacts in a direct and quick-thinking way when questioned.

● Readily displays her desire to serve the customer.

● Uses charm to put people at ease.

● Disarms potential aggression with her sociable andconsiderate manner.

● Readily turns objections into reasons to buy.

When dealing with buying resistance Lotwina could:

● Provide more detailed information than she may considernecessary.

● Take the customer's objections into account, even if theymay seem insignificant.

● Avoid glossing over customer concerns in an effort to closequickly.

● Interpret "negative feedback" as "constructive feedback", andavoid taking it too personally.

● Come prepared with adequate information to support herarguments.

● Pause and reflect before moving to handle the objection.

Personal Notes

Lotwina Farodoye


Gaining CommitmentThe close should be the natural progression of the sale, not the conflict at the end! When yourcustomer trusts you, is clear about what they are buying and needs what you have to sell, youare ready to propose commitment. Here are the strengths and suggestions for development inLotwina's closing style.

Lotwina's key strengths in gaining commitment to the sale:

● Focuses on future long-term benefits.

● Is enthusiastic and persistent in closing.

● Can use both authority and involvement to lead her customerthrough the process.

● Uses her flexible nature to deal with the unexpected.

● Reduces the risk of loss to the customer by ensuring themajority of their needs are always met.

● Persuades others through a passion for her subject.

When gaining commitment Lotwina could:

● Be more methodical about gathering all the details.

● Remember to recap on customer needs before offering a"best-fit".

● Refrain from over-assuming during the sales process. Attimes, try taking smaller steps.

● Ask more questions.

● Remember that customers may not say "yes" until they havebeen asked.

● Listen more and talk less.

Personal Notes

Lotwina Farodoye


Follow-up and Follow ThroughIt is your job, having built a relationship with your customer, to continue that relationship and tobe of service to your customer beyond the initial sale. Here are some ideas which Lotwina canuse to support, inform and follow-up with the customer.

Lotwina's key strengths in sales follow-up and follow through:

● Networks to further her business.

● Aids longer term relationships using her honed people skills.

● Sees people and ideas as the key to success in salessupport.

● Sees customers as friends to enjoy time with.

● Will go the extra mile in ensuring total customer satisfaction.

● Enjoys the customers' company and sees many of them asfriends.

When following-up and following through Lotwina could:

● Rely less on repeat or referred business.

● Perceive the relationship as a "means to an end" and not anend in itself.

● Confirm the details of the servicing arrangement in writing.

● Avoid feeling comfortable in the supporting role.

● Invest time today on developing her future growth.

● Ensure all the relevant paperwork is accurately completedbefore moving on.

Personal Notes

Lotwina Farodoye


Sales Preference Indicators

Before The Sale Begins

Researching3.0

Building Trust8.1

Clear Objectives2.5

Getting Appointments5.0

Identifying Needs

Listening3.1

Questioning4.0

Encouraging8.7

Creating Opportunities6.1

Proposing

Focused & Relevant2.5

Enthusiastic Presentation6.3

Shows Understanding of Needs7.3

Organisation & Accuracy3.1

Handling Buying Resistance

Direct Handling of Objections3.2

Persuasion6.7

Clarifying Details2.3

Meeting Concerns6.6

Gaining Commitment

Closing4.7

Flexibility7.6

Minimising Risks2.6

Meeting Clients' Needs4.6

Follow-up and Follow Through

Maintains Contact5.3

Account Planning2.3

Relationship Maintenance8.3

Developing the Account5.9

Lotwina Farodoye


Personal Achievement ChapterAt its best, life is a rewarding journey of personal exploration and growth.

This chapter is designed to focus on several highly important aspects of personal development.Using the guidance suggested in these pages can lead to exciting changes and can have aprofound impact on success.

The sections will help Lotwina define her life's purpose, set her goals and organize her time andlife to achieve them. It offers suggestions on how she can tap into her natural creativity, andunleash further creative potential from deeper aspects of her personality, to overcome anyobstacle.

Finally, it gives powerful suggestions for Lotwina to understand and enhance her preferredlearning styles.

When applied, the ideas contained in this profile can provide insights and support to life’s journeyof development.

Lotwina Farodoye


Living on PurposeHaving a sense of purpose and worthy goals are important to building a strong foundation for asuccessful life. Here are some of the things Lotwina should be aware of in setting goals anddefining her purpose.

Living on Purpose

A creative and innovative thinker, Lotwina knows what she wants and how to achieve it. Herworld is so full of new possibilities and different ways of doing things that she may have greatdifficulty in concentrating on any one thing without needing a break to embrace another.Exercising the discipline of re-visiting, re-assessing and re-evaluating the goals will help her stayfocused.

Lotwina recognises that 'to err is human'. This might be her justification for, or release from, theattainment of pre-set outcomes. Whilst recognising that writing goals down is important tomaintain focus, she finds it rather difficult to discipline herself to do this. She has a tendency toaccept additional work without too much thought. She should delegate more and give others theexperience of handling the task. People are clearly more important to her than task relatedissues, and her values tend to reflect this. For each "people focused" goal, a career related goalcould be set simultaneously. Lotwina uses her strong networking skills to solicit the help of othersin reaching her destination.

Occasionally she will work in a determined way for extensive periods, recognising an opportunityto excel. In pursuit of her goals she will strive to maintain harmonious personal relationships.However these relationships may suffer if they are seen to be blocking her progress. Whensetting her outcomes, regular reviews should be in place to maintain focus, direction andcontinuity. The simple solution may appeal to her. Nonetheless, desire for quick answers mayoccasionally result in certain essential detail being omitted from the plan. Whilst few challengesappear as too daunting to her, she may find it hard to prepare as thoroughly as she might.

Personal Notes

Lotwina Farodoye


Time and Life ManagementBenjamin Franklin said "Dost thou love life? Then do not squander time, for that is the stuff life ismade of". This section contains some strategies that Lotwina can use to become more effectivein the area of time and life management. Choose the most significant ones and apply them everyday for high levels of effectiveness.

In managing her time, Lotwina, Suggested Action For Development

Supports team members who mayconstantly struggle.

→ Apply stricter time limits to giving of self.

Gets side-tracked easily into emergingideas.

→ Allocate time prior to starting for working ongoals, and leave discretionary time for newissues.

Can be highly resourceful with peopleissues.

→ Adequate time should be reserved forpersonal issues and reflection.

Has difficulty concentrating on one topic forlong periods.

→ Be sure to see one task through tocompletion.

Sees variety as the spice of life. → Should consider narrowing her range ofactivities in the interest of job completion.

Is quick to identify new opportunities. → Talk a little less about the visioning and geton with process!

Personal Notes

Lotwina Farodoye


Personal CreativityCreativity has been defined as seeing the same thing as someone else but thinking somethingdifferent. Different people have different creative strengths. This section identifies some ofLotwina's creative characteristics and how she can build on them.

In her creativity, Lotwina, Suggested Action For Development

Enjoys interaction and involvement. → Devote some time for reflection.

Has visions, and dreams dreams. → Present in a way which has objectivity forothers.

Offers inspirational ideas with direction andflair.

→ Be aware others may require more evidenceto be convinced.

Listens to the views of many others indeveloping new ideas.

→ Save time by limiting the number of peopleneeded to make an input.

Her agile mind is rarely idle. → Keep asking "what am I trying toaccomplish?".

Will explore many avenues. → Be ready with a considered explanation togain buy-in.

Personal Notes

Lotwina Farodoye


Lifelong LearningContinual learning is a key part of personal development and growth. This section identifiesseveral ideas Lotwina can use to learn more effectively. Use these statements to map out alearning strategy and to create the environment for optimum personal growth.

Lotwina's preferred learning style is supported when she:

● Finds new applications and links for existing theories.

● Is able to focus on the human aspects at all stages of a project.

● Has the ability to try out the unknown.

● Takes on new opportunities or problems that build on her experience and allow her toexperiment further.

● Has full involvement in the process.

● Shares experiences with like-minded people.

Lotwina can stretch in learning by:

● Paying attention to details beneath the big picture.

● Actively listening to what is required and then putting it into practise.

● Taking the time to review her progress regularly.

● Preparing more for a learning session.

● Using more time to structure her thoughts.

● Improving her business awareness by also considering the 'big picture'.

Personal Notes

Lotwina Farodoye


Learning Styles19 April 2015

Focused Thinking

Practical Action

Intuitive Experimentation

Interactive Participation

Flexible Involvement

Considered Reflection

Systematic Processing

Detached Analysis

Focused Thinking

Practical Action

Intuitive Experimentation

Interactive Participation

Flexible Involvement

Considered Reflection

Systematic Processing

Detached Analysis

Less Comfortable Comfortable Preferred

Lotwina Farodoye


Interview Questions

This section lists several questions which can be used in interviewing Lotwina Farodoye. Thequestions can be used as they appear here, or can be adapted to suit the interviewer's own styleor needs. The questions are raised by considering issues Lotwina may be less comfortable with -those development areas in which she may have fewer strengths. Some or all of these topicsshould be used along with other questions which may be job specific. Using them will helpestablish the level of Lotwina's self-awareness and personal growth.

Interview Questions:

● Why did you decide to apply for this job? What were the alternatives?

● Describe how you learn from your mistakes and disappointments.

● Can you explain the main merits of reviewing the days events and communicating this to theteam?

● How do you assess your decisions against the objective of the task?

● How much do you pay attention to detail before reaching a conclusion?

● Would you say you are a good listener?

● What do statistics mean to you?

● Tell me about the positive sides of your last boss.

● Why is it important to ask searching and probing questions?

● Describe the most complicated matter you have dealt with and how you dealt with it?

Personal Notes

Lotwina Farodoye


The Insights Discovery® 72 Type Wheel

Conscious Wheel Position47: Helping Inspirer (Accommodating)

Less Conscious Wheel Position7: Helping Inspirer (Focused)

Lotwina Farodoye


The Insights Discovery® Colour Dynamics

Persona (Conscious) Preference Flow Persona (Less Conscious)

6

3

0

BLUE GREEN YELLOW RED

1.84 4.44 5.08 3.2431% 74% 85% 54%

100

50

0

50

100

55.3%

6

3

0

BLUE GREEN YELLOW RED

0.92 2.76 4.16 1.5615% 46% 69% 26%

Conscious

Less Conscious

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