Snapshots Announcements Spotlight UTSA Athletics

May 2011, Issue 10

True Colors

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True Colors Training--Staff

Spring 2011 Training Schedule ---- COMPLETED

Fall 2011 Training Schedule ------- DATE PENDING

Strategies for Working with Each Color
by Bruce Maxwell, Copyright © 2007

Strategies to improve your relationship with a co-worker:


  • Once you have identified the needs, problems, or challenges and are ready to present possible solutions, start with the big picture to gain consensus on the goals, intentions, and objectives.

  • Demonstrate how your solutions are innovative, visionary, and creative.

  • Be prepared to provide the technical data on solutions you suggest.

  • Have your most articulate person present the proposal.

  • Make sure the solution is logical, solves the problem, and gives good answers.

  • If possible tie your solution to existing company resources to help them justify those resources.

  • Whenever possible, present a written plan beforehand to allow Greens time to think about your ideas.

  • Don’t expect to convince them the first time. They will need time to reflect and consider.

  • Talk one-on-one or in small groups.


  • Be punctual. If you set an appointment for a meeting or a phone call, don’t be late.

  • Establish a clearly defined goal for your meeting and track your success in reaching that goal. If they don’t have a pre-defined goal, help them set one.

  • Be dependable. Whether you are delivering a presentation or samples of your products, if you say you will do something – Do it! Recognize their accomplishments and expertise.

  • Come prepared with a plan that can be modified on the spot as necessary.

  • Work out the details of your plan before you present it.

  • Arrange your presentation in a logical way with a beginning, a sequence of points, and an end.

  • Include the pros and cons.

  • Give an explicit statement of the problem to be solved.

  • Be honest, ethical and moral. Don’t suggest that you could cut corners to reduce the cost. Show integrity.

  • Be cost-effective. Show them how the use of your products or services will enhance their effectiveness and that doing so will increase their financial position.


  • Be optimistic. Focus on the good that this decision will do for all concerned. Minimize the negative impact.

  • Be real and sincere. Put your own ego away. Show your compassion. Get in touch with your own Blue side.

  • Be sensitive to how your statements are received. Test for buy-in and significance.

  • Start your presentation with a concern for the people involved.

  • Include people’s feelings among the causes/facts to be considered.

  • Present the team building aspects of your solution.

  • Be sensitive to the feelings of the team members. Make sure you thank them for their contributions.


  • Project energy and enthusiasm.

  • Present information about your company in an exciting, energetic way.

  • Show how solving their problems will be an adventure. Be action-oriented.

  • Clearly identify the positive results of utilizing your product or service.

  • Identify the full spectrum of possibilities, from the risky ones to the conservative options and let them choose their comfort level.

  • Give them many options demonstrating the flexibility of your company, your products/services, and your customer service.

  • Listen for information you might have forgotten to consider. Revise your idea to take that information into account.

  • Clearly outline the next action to be taken.

  • Be out-going, engaging, and humorous.

  • Help them realize that working with you will provide a job well done.<

Behaviors that would cause stress in your co-worker:


  • Being boxed in. Whenever possible provide three options and let them make the final decision on which way to go.

  • Tedium. Greens dislike repetition, so refrain from processes that are boring and obvious. Strive for innovation and far-reaching.

  • Ignorance. Take the time to do sufficient research so that you will not be caught unaware. Verify your facts before you present a proposal. Greens love to tear your presentation to shreds with facts you were un aware of but should have known.

  • Distractions. Focus on the key components needed for your solutions. Resist the temptation to go off on tangents and cover interesting but unrelated information. You may never get back to your proposal.


  • Interruptions. Turn off your cell phone. Pick a time for your meeting when the prospect will be less likely to be rushed.

  • Insufficient time. Do not let yourself run out of time. Set clearly achievable goals for the time you have been allotted.

  • Change of plan. Do not change your plans. If you set a time for a meeting or a phone call, be there on time. Present what you said you were there to talk about. Do not try to change the plan at the last minute.

  • Chaos. Come prepared with all the materials you will need organized in an orderly way with everything easy to hand.

  • Indecisiveness. Be a strong leader. Have a step by step plan and follow the plan.

  • No Follow-Through. Make sure to check back later when you said you would to see what next step they would like to take.


  • Disharmony. Be aware of the other personality types involved and don’t allow conflict to occur.

  • Disrespect. Be respectful of age, seniority, and leadership roles.

  • Arrogance and rudeness. Create an environment of everyone working together to solve the organization’s problems. Don’t present yourself as the know-it-all who is here to save the day.

  • Lack of Support. Make sure that you also present how your organization will support them after the sale and your excellent customer service.


  • Negativity. Always be up-beat and positive. If you’re having a bad day, stay home.

  • Deadlines. As much as possible, let them define the deadlines and then be flexible.

  • Waiting. Get your ducks in order and be ready to deliver. Provide a proposal that is results oriented, flexible, effective, achievable, results-oriented, and immediately deliverable. If you can’t do that break it down in pieces that are deliverable.

  • Paperwork. Have your people take care of the paperwork. Try not to set yourself up to be waiting for paperwork from the client.

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Four C's

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Spring 2011 Training Schedule

Spring 2011 Training Schedule------COMPLETED

Fall 2011 Training Schedule-----------DATE PENDING