Precision and Details in Communication (Blue Personality)
Erikson describes Blue decision-makers as preferring precise figures and detailed preparation. When communicating with someone who expresses that preference, give exact information where available and be clear about what remains unknown.
THE IDEA
DETAILS: FACTS ARE THE ONLY THINGS THAT MATTER
Details are essential to communicating with a Blue. If you really want to get through to them, you must make sure to be very exact. Carelessness or ignoring the details won’t be appreciated.
More than one seller has been turned out of a sales visit due to negligence—for failing to know the nitty-gritty details. And remember that it’s not a question of whether the details are crucial for a particular decision or not. They may have no real bearing on the issue at all. But a Blue decision maker simply wants to know.
He also wants to know exactly. If you’re asked how much a particular product costs, don’t say, “About ten dollars.” Say, “Nine dollars and seventy-three cents.” It’s a precise answer. A Blue is more interested in an exact price than a low price. He may very well negotiate, but he wants to know the precise cost.
Prepare the relevant figures and check their basis before the conversation. If a detail is unknown, say so and agree on how to obtain it. Preparation helps answer questions; it does not require pretending to have an answer to everything.
When to use it
Preparing for a business presentation to a detail-oriented executive.
Writing a technical report for a manager who values exact figures.
Negotiating a contract where precise terms are essential.
Explaining a complex process to a colleague who needs step-by-step details.
FROM THEORY TO EVERYDAY LIFE
In practice
Pricing Example
When asked the cost of a product, provide exact price like $9.73 instead of 'about $10' to satisfy a Blue decision maker.
Sales Visit Preparation
A Blue decision maker may end a sales visit if the seller does not know the nitty-gritty details, even if they seem irrelevant.
A MOMENT TO REFLECT
Put it to work.
How can you ensure you are prepared with exact details when communicating with a detail-oriented person?
What details might seem irrelevant to you but crucial to a Blue decision maker?
How does focusing on precision affect your credibility in negotiations or presentations?
CONTINUE THE CONVERSATION
Source texts
- Surrounded By Idiots (Thomas Erikson)