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THE POWER OF READING PEOPLE

The “Earth Green,” High S Primary Style

The introverted, earth-green behavioral style is known for their com-
passion, patience, and a strong desire for stable, cooperative relation-
ships. They value security and consistency and often focus on the
relational dynamics within groups, actively engaging with others.

Their reliability and politeness are commendable, yet their reserved
nature can sometimes hinder their ability to motivate and inspire.
They tend to exhibit indecisiveness and skepticism, which can make

it challenging to extract clear and decisive statements from them.
They often prefer to keep options open rather than commit to a
specific course of action.

In a sales role, the earth-green individual is pragmatic, building cus-
tomer relationships based on loyalty and providing objective, de-
tailed information. Their dependable nature makes them excellent
at managing long-term customer relations and developing strate-

gies to meet customer needs. They have a keen eye for detail and
are adept at maintaining focus, often offering valuable insights that
others might overlook.

However, their strengths can also become limitations. In sales con-
versations, their reserved manner may lead them to defer to the
customer too much, showing hesitation in decision-making. Their
aversion to change and a strong need for security can result in missed

opportunities, especially when they feel they cannot sway or counter
the customer’s decisions or objections. When paired with introvert-
ed, indecisive customers, the interaction may stall; with dominant
customers, they might yield too easily, potentially losing the sale.

To improve, earth-green salespeople should take a more proactive
approach in discussions, radiating confidence and leveraging their

in-depth knowledge to guide customers. Many customers seek

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