recognizing personality styles to sell more advertising
DESCRIPTION
Recognizing Personality Styles To Sell More Advertising. Grey. Green. Blue. Red. Relationships are comprised of. Substance Style. The Two Dimensions of Style. Assertiveness. Perceived willingness to influence the thoughts and actions of others. Ask. Tell. Non-aggressive. Indirect. - PowerPoint PPT PresentationTRANSCRIPT
Recognizing Personality StylesTo Sell More Advertising
Grey Green
Blue Red
1. Substance2. Style
Relationships are comprised of...
1. AssertivenessThe Two Dimensions of Style
Perceived willingness to influence the thoughts and actions of others.
TellAsk
“Ask” Assertiveness
Softer Slower-pacedQuieter
Indirect
Non-aggressive
More Talkative Faster-paced
LouderDirectAggressive
“Tell” Assertiveness
2. ResponsivenessPerceived willingness to share feelings and emotions when relating to others.
Emote
Control
The Two Dimensions of Style
Less Animated Comfortable
With Data
Task Oriented
SubduedProtective
“Control” Responsive
OutgoingComfortable
With Emotions
People Oriented
OpenMore Animated
“Emote” Responsive
Ask
Control
Grey
Persistent
Serious
Orderly
Exacting
Industrious
Picky
Critical
The Personality Matrix
Grey
• Wants to be right
• Slow & cautious decisions
• Facts, principles, & logic
• Low risk tolerance
• Show me
• Quiet disposition
• Disciplined use of time
• Avoids involvement
Thinking oriented
Ask
Control
The Personality Matrix
Green
Strong-willed
Independent
Decisive
Efficient
Practical
Tough
Pushy
The Personality Matrix
Tell
Control
Green
• Wants to win
• Takes charge
• Gets right to the point
• Focused on the present
• Facts are OK in small doses
• Will take limited risks
• Wants options
• Hates inaction Action oriented
The Personality Matrix
Tell
Control
Blue
Supportive
Dependable
Respectful
Agreeable
Willing
Indecisive
Submissive
The Personality Matrix
Ask
Emote
Blue
• Wants acceptance
• Slow to take action
• Quick to share feelings
• Thrives on 1-to-1
• Believes in win/win
• Prefers what is known
• “People” people
• Avoids conflict
Relationship oriented
The Personality Matrix
Ask
Emote
Red
Ambitious
Enthusiastic
Friendly
Dramatic
Stimulating
Egotistical
Undisciplined
The Personality Matrix
Tell
Emote
Red
• Wants recognition
• Acts quickly & instinctively
• Focused on the future
• Creative
• Outgoing
• Opinionated
• Impulsive
• Hates to be isolated
Intuition oriented
The Personality Matrix
Tell
Emote
Grey Green
Blue Red
What Is Your Color?
TellAsk
Emote
Control
Create an image for your company by choosing:
A Company VehicleA Company Mascot
A Company Song
Grey Green
Blue Red
Avoidance Autocratic
Acquiesce Attack
The Personality Matrix
TellAsk
Emote
Control
Analytical Driver
Amiable Expressive
The Personality Matrix
TellAsk
Emote
Control
by Robert Bolton and Dorothy Grover
Bolton
The Necessary Ingredients
1. Awareness2. Flexibility