Relationship marketing

Trust marketing

Different basic styles

© Andrew Lothian, Insights, Dundee, Scotland, 2003. All rights reserved.INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.Insights Igniting Corporate Spirit

Personality typology

Carl Gustav Jung (1975-1961)

Extroversion – introversion

Feeling - Thinking

© Andrew Lothian, Insights, Dundee, Scotland, 2003. All rights reserved.INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.Insights Igniting Corporate Spirit

How do you express your energy?

INTROVERTQuietTimid

HumanWithdrawnPeacefullyCarefullyReserved

…

EXTRAVERTAction-minded

Straight onCousy

More interested in what happens

around him…

Intr

over

t

Ext

rave

rt

© Andrew Lothian, Insights, Dundee, Scotland, 2003. All rights reserved.INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.Insights Igniting Corporate Spirit

How do you take your decisions?

THINKFocused on tasks

Focused on relationshipsFEEL

Formal UnpersonalAchievement Correct

Informal PersonalCareful Flexible

© Andrew Lothian, Insights, Dundee, Scotland, 2003. All rights reserved.INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.Insights Igniting Corporate Spirit

Colours can affect us

Goethe (1749 – 1831) experiment

Aggressive

Energetic

Peaceful

Thinking and writing

© Andrew Lothian, Insights, Dundee, Scotland, 2003. All rights reserved.INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.Insights Igniting Corporate Spirit

The Four Insights Colour Energies

Cool BlueShowing no bias

Objective

Detached

Analytical

Fiery RedPositive

Affirmative

Bold

Assertive

Earth GreenStill

Tranquil

Calming

Soothing

SunshineYellowCheerfulUpliftingSpiritedBuoyant

Compass Learning Guide – The Key to Personal Effectiveness – Section 1.6

© Andrew Lothian, Insights, Dundee, Scotland, 2003. All rights reserved.INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.Insights Igniting Corporate Spirit

Exercise with the cards

Choose one basic colour that fits to you mostly

© Andrew Lothian, Insights, Dundee, Scotland, 2003. All rights reserved.INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.Insights Igniting Corporate Spirit

The Four Insights Colour Energies

CompetitiveDemandingDetermined

Strong-willed

Purposeful

SociableDynamic

DemonstrativeEnthusiasticPersuasive

CaringEncouraging

SharingPatientRelaxed

CautiousPrecise

DeliberateQuestioning

Formal

Compass Learning Guide – The Key to Personal Effectiveness – Section 1.6

On a good day…

© Andrew Lothian, Insights, Dundee, Scotland, 2003. All rights reserved.INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.Insights Igniting Corporate Spirit

On a bad day…

AggressiveControlling

DrivingOverbearing

Intolerant

ExcitableFrantic

IndiscreetFlamboyant

Hasty

DocileBland

PloddingReliant

Stubborn

StuffyIndecisiveSuspicious

ColdReserved

The Four Insights Colour Energies

Compass Learning Guide – The Key to Personal Effectiveness – Section 1.6

© Andrew Lothian, Insights, Dundee, Scotland, 2003. All rights reserved.INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.Insights Igniting Corporate Spirit

How can you recognise a colour?

• Look at how people enter a room• Look at their environment• Listen to how they make an appointment• Ask ‘how are you’• How are they dealing with change• Ask ‘what are you looking for’• What is their vision towards marketing• …

© Andrew Lothian, Insights, Dundee, Scotland, 2003. All rights reserved.INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.Insights Igniting Corporate Spirit

We can we adapt our behaviour to different colours?

Do not adapt your personality

Adapt your behaviour to legitimite goals

© Andrew Lothian, Insights, Dundee, Scotland, 2003. All rights reserved.INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.Insights Igniting Corporate Spirit

Old sales model New sales model

Trust

Need

Proposal

Closing

10% relation

20% competence

30% goes to being there

40% goes to closing the deal

© Andrew Lothian, Insights, Dundee, Scotland, 2003. All rights reserved.INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.Insights Igniting Corporate Spirit

How do customers want to buy?

People don’t care how much you know until they know how much you care

© Andrew Lothian, Insights, Dundee, Scotland, 2003. All rights reserved.INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.Insights Igniting Corporate Spirit

Don’t talk longer than a lucifer is burning

6

© Andrew Lothian, Insights, Dundee, Scotland, 2003. All rights reserved.INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.Insights Igniting Corporate Spirit

Let’s do it NOW

Let’s do itHARMON-

IOUSLY

Let’s do it RIGHT

Compass Learning Guide – The Key to Personal Effectiveness – Section 1.6

Cool Blue“The logic solution”

FactsAnalysisCompare

Processes

Fiery Red“Now results”

Action & ResultBuys independently

Overcome resistanceBe competitive

Earth Green“What impact has it on

my people and strategy”Caring

Who is involvedIntegrity

Have to be motivated

Sunshine Yellow“Incredible future”

IntuitiveAlternatives

BrainstormingInnovative

© Andrew Lothian, Insights, Dundee, Scotland, 2003. All rights reserved.INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.Insights Igniting Corporate Spirit

Threaths while listening

Let’s do it NOW

Let’s do itHARMON-

IOUSLY

Let’s do it RIGHT

Compass Learning Guide – The Key to Personal Effectiveness – Section 1.6

Cool Blue“A questioning mind”

Frowning the eyesSeeks mistakes

Wants to correct you

Fiery Red“The interrupter”

InpatientWants to give his vision

Earth GreenKknods assentingly”

NoddingAllows you to talk

infinitely

Sunshine Yellow“The actor”

Pretents to be listeningThoughts wander off