The Blue Personality
Erikson describes Blues as expecting preparation and precise answers. His advice is to bring relevant documentation and admit when an answer needs checking.
THE IDEA
HE’S THOUGHT OF EVERYTHING, SO YOU SHOULD, TOO
Being Blue is a little like doing military service: No excuses will be allowed. If you get a flat tire, you should be prepared for it. If there’s a puncture in the spare tire, you must have a plan for that, too. A Blue will have some critical questions if you say something like “That’s just the way it is.” The next time you meet him, his confidence in you will be tarnished.
Conclusion: Make sure you can show that you’ve done your homework and are well prepared. For example, when a Blue customer or policy maker has a question you should be able to pull out that exact folder from your briefcase. Don’t make a big deal out of knowing the answer. He expected nothing less.
And—most important—if you don’t have the answer, just say so. Acknowledge that you don’t know. Don’t offer any excuse just to get out of the situation. When the Blue discovers the white lie—and he will—you will fall out of favor. It’s not ideal to have to come back with the answer the next day, but it’s definitely preferable to telling a fib.
A car salesman I know usually says that when he meets Blue customers he knows from the outset that the customer is more informed about a particular model of car than he, since as a seller he might have fifty models to keep track of. Blue customers don’t ask questions to find things out; they ask to confirm what they already know. So the car salesman doesn’t even try to pretend anymore. If he doesn’t know the answer, he acknowledges it and then finds out. It’s the only way to win a Blue customer’s confidence.
When to use it
When preparing a presentation for someone who values detail, anticipate likely questions, bring supporting material, and identify what still needs checking.
During a sales call with a Blue customer, focus on providing detailed information and admit if something is outside your knowledge rather than bluffing.
When negotiating a contract with a Blue policy maker, present thorough documentation and be ready to address specific points without excuses.
FROM THEORY TO EVERYDAY LIFE
In practice
Car Salesman and Blue Customer
Erikson recounts a car salesperson’s approach to well-informed customers: acknowledge what he does not know, then find the answer. The salesperson treats these customers as examples of Erikson’s Blue profile.
A MOMENT TO REFLECT
Put it to work.
Think of a recent interaction where you felt unprepared. How might a Blue personality have perceived you?
How can you better prepare for meetings with clients or colleagues who might be Blue?
Have you ever been tempted to make an excuse rather than admit you don't know something? How would a Blue react to that?
CONTINUE THE CONVERSATION
Source texts
- Surrounded By Idiots (Thomas Erikson)