The COLOR Code

by Dr. Taylor Hartman

Breakthrough Program Session
Day 44 – July 8, 2021
 Nakaka-relate ka ba?
◉ Ikaw ang nag-present.
◉ Binigay mo ang lahat?
◉ Pero sa iba, nag-join?

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"You can have everything in life

you want, if you will just help
other people get what
they want." “
- Zig Ziglar
?
Every one has
a driving core
motive.
What’s in it for
your prospects?
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 PERSONALITY
is why a person does what he does.
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 FORMAL
RE BLUE
D (INTIMAC
Y)
(Power)

LEADER FOLLOWER
WHIT
YELLOW E
(Fun)
INFORMA (PEACE)
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 RED 15%
MOTIVE Power
OCCUPATION Lawyers, Pilots, CEOs, Politicians, Cops
TRAITS Love Challenges, not very compassionate, Authoritative,
Straightforward, Opinionated, Determined,
WANT Approval of powerful people, Productivity, Leadership,
NEED To look good academically, to be right, in command, & respected
VOICE Forceful with Volume
DRESS Dress for Success
STRENGTHS Focused, Goal Oriented, Intense, Strong Leadership
KEYWORDS Money, Power, Control, To the Point
DISLIKES Indecisions, Chit-Chat, Losing Control, Emotions
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 YELLOW 15%
MOTIVE FUN
OCCUPATION Sales people, Entertainment, Public Speakers
TRAITS Big Thinkers, Loves to tell stories, Initiative, Animated, Risk
Taker, No Regrets, YOLO, spontaneous, impulsive
WANT Want to look socially good, Freedom, Happiness, To be praised
NEED Need to be noticed & popular, Needs approval from the masses
VOICE Loud and Fast
DRESS Stylish, Flamboyant, Colorful
STRENGTHS Promoters, Convincing, Enthusiastic, High Energy
KEYWORDS Fun, Excitement, Adventure, Party, Lifestyle
DISLIKES Not having fun, facts and figures, Boredom
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 BLUE 35%
MOTIVE Intimacy
OCCUPATION Accountants, Engineers, Researchers, Doctors,
TRAITS Skeptical, Technical (Need more information), perfectionist,
worried and guilty, committed, and loyal, Precise
WANT Security, Quality, Integrity, Strong relationships, To Please Others
NEED Need to be accepted, appreciated, understood, & be morally good
VOICE Soft and Polite
DRESS Formal and Conservative
STRENGTHS Organized, Planners, Accurate, Persistent Follow Through
KEYWORDS Why, Graphs, Charts, Research, Exactly, Facts
DISLIKES Pushy people, no facts, being late, lazy people
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 WHITE 35%
MOTIVE Peace
OCCUPATION Teachers, Nurses, Counselors
TRAITS Amiable, Willing to help, Givers, Follower than a Leader,
Indecisive, Good listener, They are not $$ motivated
WANT Kindness to each other, independence, contentment, To please others

NEED Need to feel good on the inside and to be respected, not to be hassled

VOICE Soft and Gentle

DRESS Casual and Comfortable
STRENGTHS Dependable, Team, Player, not goal oriented, Patient
KEYWORDS Team, together, relationship, family, helping others
DISLIKES Push people, bullies, conflict, confrontation
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 Observe and
? Ask questions!
◉Take note of their voice.
◉Ask “What do you do for a living?
◉Ask “Do you like that job?
and “What would you rather do?”
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 What to do next?
◉Do Mirroring
○ Match with their voice, energy, body
language, gestures, etc.
◉Offer WeEvolve in a way that it will
aim at your prospect’s motives.
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The more you know about your

customers, the more you can provide to
them information that is increasingly
useful, relevant, and persuasive.
“
— Jay Baer