You probably recognize this: colleagues who always do the talking in meetings, while others barely open their mouths. Or potential clients with whom you are immediately on the same wavelength, whereas with someone else that connection is nowhere to be found.
People's behavior is sometimes difficult to gauge, which means you don't always understand others.
Yet, it is precisely that bit of understanding and insight into human behavior that can help you move forward. Not through a psychology degree, but simply by delving into a few basic skills from behavioral science.
'Self-insight in communication is the basis for working together effectively and functioning even better'
Philosophy of Carl Gustav Jung
With a few extra tools, you will not only get to know your conversation partners better, but also yourself. This is useful with colleagues and (potential) clients, as well as in your private life.
Because it can be a real eye-opener among friends and family too! At Kenneth Smit, we ourselves have been working for years with the Insights Discovery color language – based on the philosophy of the Swiss psychologist Carl Gustav Jung – where everything starts with self-insight.
That foundation will help you collaborate more effectively and function even better. After all, why does your behavior seem completely normal, while that of someone else seems strange, irritating, or confusing?
By looking closely at yourself and understanding why you act the way you do, you are much better able to understand others as well.
'The colors give you a good idea of ​​your own behavior and the way you react'
In the language of color, the four basic behavioral preferences that every person possesses are linked to a color: red, blue, yellow, and green. The colors give you a good picture of your own behavior and the way you react.
At the same time, it provides insight into why other people react differently. For example, someone with a lot of blue in their profile is very focused on details and objectivity; an organized and methodical worker.
Red behavior represents making deliberate decisions; behavior that suits ambitious, decisive, and direct people. Yellow stands for being expressive and feeling; creative people who like to think outside the box. And green stands for caring and harmony and suits stable, helpful team players.
Preference dynamics
You might think that by doing this you are immediately pigeonholing someone, sticking a label on them, or being prejudiced. Certainly not! After all, no one is ever just red, green, yellow, or blue.
Color theory actually assumes that we all have all colors within us, but that we do have a preference for a certain dynamic. You might also react somewhat 'redder' in your daily work one time, while green is better the next day.
It all depends on what is on the agenda, who you are working with, or who you are having a conversation with. By recognizing your own color as well as that of the other person, it is easier to adapt and you have a better sense of how that person wants to be treated.
Moreover, you can convey your own message so much better. In my opinion, this is the key step towards more effective communication, building connections, and a sustainable customer relationship.
Would you like to know more about Insights Discovery's color method and how it can help you and your sales team? We are happy to help you!
Color language and from transaction to relationship
The best salespeople think not in terms of transactions, but in terms of relationships. They know that the value of a customer lies not in the first order, but in the years that follow. That is why they invest in trust, deliver more than agreed, and are there even when there is no immediate sales opportunity.
In practice, this means that you don't disappear after a sale, but rather remain visible. Make a call without a sales agenda, share a relevant article, or invite your customer to a knowledge event.
That personal attention builds a bond that is much stronger than any discount. Customers who trust you become your best ambassadors.
Kenneth Smit helps professionals get the best out of themselves. Our training Expert in Sales Basics is practical, effective, and directly applicable.