Copying comments off a card I kept:
Recognizing Others
Blue personality:
- Environment - Utilitarian, charts
- Words Used - Effective, strategic, bottom line
- Tone - Short, to the point
Green personality:
- Environment - Neat, organized
- Words Used - Process, proven, how?
- Tone - Detailed, considered
Red personality:
- Environment - Pictures of people
- Words Used - People, personal, love to...
- Tone - Friendly, passionate
Yellow personality:
- Environment - 'Visual filling', disorganized
- Words Used - Different, big picture, it's like ...
- Tone - Modulated
Communicating to Others
Blue personality:
- Tell them - Your objective, key facts & numbers, what you want to achieve by the end of the presentation.
- Show them by - Using facts and numbers, expert opinion, keeping to the point and giving references
Green personality:
- Tell them - How much time you need, when/where events occur, what resources, what approach.
- Show them by - Providing details, use bullet points, sequential order, structured and neat format.
Red personality:
- Tell them - What you know about them, how others feel about it, the benefits to people.
- Show them by - Introducing others, using emotion & eye contact, telling real stories and being enthusiastic
Yellow personality:
- Tell them - Why you are talking to them, why it is important, main points, the 'big picture'
- Show them by - Using colour and conceptual 'big picture' visuals, metaphors and an engaging manner.
Questions: Part 1 of 2
- Situation Questions:
- Current or historical facts relating to the area of discussion
- Outcome Questions:
- Desired expectations, outcomes and results relating to the area of discussion
- Challenge Questions:
- Issues, problems or challenges being experienced now, or roadblocks to achieving desired outcomes
- Impact Questions:
- Impact challenges to the bottom line, processes, people or future aspirations.
- Trial Questions:
- Hypothetical ideas / solutions to uncovered needs communicated to the stakeholder as "What if you ..."
Questions: Part 2 of 2
- Situations Questions:
- Open: What are you currently doing in this area?
- Closed: Are you using the latest version?
- Outcome Questions:
- Open: Ideally, what outcomes would you like/do you need?
- Closed: Is one of your aims to reduce capital expenditure?
- Challenge Questions:
- Open: What are the roadblocks to achieving these outcomes?
- Closed: Any infrastructure challenges with the growth?
- Impact Questions:
- Open: What is the impact of this challenge?
- Closed: Could this lead to reduced customer satisfaction?
- Trial Questions:
- Closed: What if you were able to ... would that work?
- Closed: Have you ever considered?