Page 71 - Company Excellence

What really makes people tick and what companies really need

The Green is a down-to-earth type who acts in partnership and
loyalty toward the interlocutor, informs him factually and de- tailed.
He tries to empathize with him, is reliability personified, a recognized
relationship manager and popular colleague. He works tirelessly on
strategies and methods with which he can recognize other people's
wishes and bind them to him in the long term. But his strengths are
at the same time the causes of his weaknesses: In conversation,
he appears too reserved, he leaves the initiative to the interlocutor
and shows little enthusiasm for decision-making. By sticking to the
status quo, fear of change and a strong need for security, he often
misses opportunities for development. This is because he believes
that he cannot control or invalidate other people's decisions and
objections anyway. With a dominant interlocutor, he sometimes
takes the lower road.
The Green is therefore reserved, but also polite and sociable.
He waits to see which person he has in front of him. If he proves
to be trustworthy, he will open up. Or not. He should be more active
in the conversation, i.e. act more than react. On the other hand, a
little more enthusiasm would suit him. He would gain in
persuasiveness through greater self-confidence and more trust in his
arguments.

Typical phrases are:

• "Why don't you start by telling me calmly what this is all
about?"
• "I've got to think about it first."
• "Isn't that a little risky?"
• "So far, we've always done it that way."
• "What do you like to read?"

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