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HOW TO UNDERSTAND PEOPLE BETTER . . .

The “Ice Blue,” High C Primary Style

A person with the ice blue, high C primary style is methodical and
curious, delving into details and analyzing information before de-
ciding. They are often seen as experts in their field due to their de-
tail-oriented approach and well-prepared responses. However, their
intense focus on details can sometimes make them appear distant or
disconnected during interactions.

In discussions, they listen carefully, gathering data to support their

points, but their love for detail may overlook the larger picture. They
communicate directly and may show impatience with ambiguous or
lengthy explanations.

Socially, they might seem shy or disinterested, typically avoiding small
talk. Yet, they can be quite engaging on topics they find meaningful,
preferring deep, substantial conversations over personal small talk.

For sales professionals with this behavioral style, careful consider-
ation and verification are key before action. Their meticulous nature

ensures informed advice to customers but may hinder the develop-
ment of a warm rapport, which is essential for building trust. They
tend to focus so much on the minutiae that they might miss the
overall vision, and their fear of making mistakes could limit their
decisiveness. Improving their customer interactions might involve
putting themselves in the customer’s shoes more often and high-
lighting the tangible benefits of a product, not just its features.

Typical ice blue statements:

• “Customers want to be addressed through their minds.”
• “When it comes to business, the only thing that counts is

facts, facts, facts—feelings don’t play a role.”
• “Anyone who has visions must go to the doctor.”

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