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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


Green

Strong-willed

Independent

Decisive

Efficient

Practical

Tough

Pushy


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


Tell

Control

Blue

Supportive

Dependable

Respectful

Agreeable

Willing

Indecisive

Submissive


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


Ask

Emote

Red

Ambitious

Enthusiastic

Friendly

Dramatic

Stimulating

Egotistical

Undisciplined


Tell

Emote

Red

• Wants recognition

• Acts quickly & instinctively

• Focused on the future

• Creative

• Outgoing

• Opinionated

• Impulsive

• Hates to be isolated

Intuition oriented


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


TellAsk

Emote

Control

Analytical Driver

Amiable Expressive


TellAsk

Emote

Control

by Robert Bolton and Dorothy Grover

Bolton

The Necessary Ingredients

1. Awareness2. Flexibility