In a previous life, I worked at the largest and most successful private acupuncture practice in the United States. It was fast paced, hectic, and thinking on your feet was an absolute necessity. Aside from mentoring with one of the most respected Chinese Medical practitioners around, you also learned an incredibly effective form of acupuncture, advanced herbal medicine, and a style of pulse diagnosis that was taught by perhaps a dozen people in the entire world. Needless to say, the job was highly competitive, and people came from the world over to mentor with this man.
Among other things, he spoke at length about the importance of being able to read people quickly, in order to approach them most effectively when making the hard sell. He used a modified form of the Myers-Briggs Type Indicator and Its Offspring (Keirsey and Birkman). This is a popular indicator within the business sector when selecting appropriate candidates for high pressure positions. Certain jobs are best filled by specific psychological types and my mentor was finicky about his choices to say the least. This psychological typing was based on the work of Carl Jung who proposed four principal psychological profiles - sensation, intuition, feeling, and thinking - with one of these generally being dominant in all people.
The current system of Myers-Briggs was further refined from Carl Jung's original works, where each of the four chief characteristics were themselves broken into four subcategories for a grand total of 16 subcategories. This is much to ponderous to be used when having short lived face to face interactions with people. It is much easier to remember the four chief colors which represent the four chief psychological characteristics. Red, blue, green, and yellow.
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It is important to note that the colors do not designate a personality type per se when used in this fashion. They reveal how an individual will approach group tasks based on the personality make up of the rest of the group. In other words, if you know your own personality type, and you know the personality type of the person you are speaking to, or selling to, etc., you can readily direct conversations in such a way as to make them agreeable to your point of view. Some might consider this manipulation, but what is sales and selling if not manipulation by its very nature. This is a characteristic of the best sellers in the world, even if they don't recognize it.
If you are red, you are a production centered person, known as the artisan or crafter. You are focused on transforming an idea into something concrete. Easily adapting to circumstances, you must work with the facts not theories, and don't mind unfinished projects.
If you are yellow, you are a procedure centered individual, like order, closure, facts, and formulating/following through with a plan of action. Clearly, you like to set guidelines for how a task will be accomplished.
If you are green, you are an idealist and a people-centered person. You are logical and like to see possibilities, enjoy harmony, and are sensitive to others emotions. This is the conciliator who brings all other types together so the goal can be accomplished.
If you are blue, you are a rational and idea-centered person, interested in possibilities while deciding impersonally and having little thought for others emotions. Tasks and ideas usually emanate from blues.
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