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HOW TO UNDERSTAND PEOPLE BETTER . . .

The “Sunny Yellow,” High I Primary Style

The sociable, cheerful, and open character typified by the sunny
yellow behavioral style is recognized for its infectious positivity and
desire to forge meaningful relationships. This extroverted individual
thrives on meeting new people and sharing creative, visionary ideas,
often engaging in casual conversation before delving into business
matters. While their suggestions can be ingenious, they sometimes
border on impracticality.

They may clash with those who prioritize details and skepticism
over enthusiasm, leading to a grounding of the sunny yellow’s lofty
ambitions. This type can sometimes be perceived as superficial, not
always keen to own up to decisions, especially when outcomes aren’t
as planned. They prefer a relaxed, collegial atmosphere that encour-

ages free expression, though this can sometimes result in a lax ap-
proach to responsibilities and follow-through.

People with a sunny yellow style are adept at responding when
their methods are challenged, but they tend to listen more to re-
spond than to understand, which can lead to miscommunication.

In sales, their charismatic and optimistic demeanor enables them
to connect emotionally with clients swiftly, excelling in roles like
cold-calling where their enthusiasm can win over prospects quick-
ly. However, they might place too much stock in personal rapport
over product knowledge, operating under the belief that likability

can clinch deals.

For this reason, a sunny yellow style in sales roles needs to balance
their approach, ensuring they don’t overlook the importance of com-
municating customer benefits and product features. They should
also improve their preparation for discussions and learn to handle

objections without evading challenging topics. They must be careful

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