22. Oct, 2021

Capturing early attention of your audience is critical. This essential truth is valid in classrooms as well as larger audiences.

The following Introduction protocol addresses individual Assertiveness & Emotiveness that attracts effective receptivity for each of the four Primary Personality.

Though each differ in emotive display, addressing the two HIGH ASSERTIVE personaities first is essential.

First, the COOL/TELLER (1 in 10 people) wants to know WHAT is in it for them. Next, the WARM/TELLER (3 in 10 people) wants to know WHO has used your product or service. NB: Each may become distracted, and distracting, should they fail to be satisfied - up front.

The two LOW ASSERTIVE personalities come next. Third, the COOL/ASKER (2 in 10 people) needs to know HOW your idea, product or service will work. The building blocks, as it were. NB: As you probably won’t have time during a presentation for deep detail, mentioning there will be a Q&A session at the end should hold their attention. Last, the WARM/ASKER (4 in 10 people) are the most amiable of the four PPs. The WHY is important to them. They need to know they can depend on you – personally.

For Example: our workshop introduction might go like this …

20-second Intro’ for the Cool/Teller:Few people like to be sold-to, but most people like to buy! When you apply the concepts we shall introduce today, you will be rewarded with greater emotional and financial effectiveness. You will be perceived as showing genuine interest in people.”

30-second Intro’ for the Warm/Teller: “Just for a moment, think of some good communicators you have observed. These may include friends, colleagues, chat-show hosts, public speakers and presenters. Ask yourself, ‘What do these people have in common?’ ‘Why do they connect with you?’ Though most people possess some natural people-skills, these communicators work, and work, and work on their interpersonal skills. They are aware of the different predominant behaviour traits, and have learned to recognise and accommodate each of them”.

60-second Intro’ for the Cool/Asker: “Robert Louis Stevenson famously wrote, 'everyone sells'. Yet, some of you may be thinking that you are not, and never want to be, a salesperson. But, consider this. Have you ever attempted to persuade someone to a point of view? Have you ever recommended a book, a restaurant, a film, a location? Have you ever presented facts and figures to solve a problem? Should you have engaged in any of these you are attempting to ‘ … persuade someone of merit …’ You see selling, by definition, is not simply a pecuniary activity. During this presentation we will introduce our workshop, when you will discover the four primary personalities that make up this world. And, you are one of them! You will learn how to relate to the others the way they want to be related to. You will learn how to quickly accommodate those who want you to get to the point, or who want to have a little fun along the way; or who need to focus on the detail, or who need personal reassured every step of the way.”

60-second Intro’ for the Warm/Askers: “Almost everything we do is accomplished with or through other people. People are very important and make the world go round. Conflict on an individual or national level is not principally the result of a logical decision, the things that can be measured. After all, who can justify the human and financial costs of conflict? Such damaging disagreement is too often the result of different beliefs, or political views, or clashes of culture, or clashes of personalities. The application of the skills we shall introduce today must never be over-estimated. They will enhance your personal relationships in families, and in professions. They will enhance every business transaction. When our material is assimilated and consistently and persistently practiced, your personal world must change for the better. You will develop more reliable friendships. You will have more mutually beneficial outcomes. Or, you will agree to disagree, agreeably. Let’s get started.”

To explore this paper or arrange your workshop, email

Complicated IS Easy! Simple IS Hard!

18. Oct, 2021

You may have noticed our uncharacteristic absence over the past couple week. This is due to a technical hitch with our website provider.

Normal BLOG will be resumed this week.

Thanks for your patience and your support.

Complicated IS Easy! Simple Is Hard!

30. Sep, 2021

You may have noticed our strap-line states: Complicated IS Easy! Simple IS Hard!

In answering FAQs, we hope you will agree that accommodating Primary Personality is achievable, and genuinely can multiply income and happiness through the persistent and consistent practice of our simple principles.

What’s The Next Step?

  1. Complete a shortlist of the people you consider most important to you. Include family, bosses, work colleagues, and clients/ customers.
  2. Without getting mysterious and spooky, pay closer attention to the behaviour of those you have listed. Are they mostly emotionally COOL or WARM? Do they tend to TELL or ASK to get things done?
  3. In addition, observe those tendencies in strangers in public places such as restaurants, pubs, clubs and supermarkets. Observe uniformed officials at work; and politicians on TV. Observe movie characters. Observe people in open spaces, and on public transport. Pay attention to everyone, everywhere. 
  4. Check out Desmon Morris’s classic, ground-breaking original book 'Manwatching', which will lead you to other excellent publications.
  5. Check out our BEST YOU series …
  6. Enjoy your new awareness of communicating the way others want you to communicate with them.

To explore this paper or arrange your workshop, email

Complicated IS Easy! Simple IS Hard!




23. Sep, 2021

During the past 4-decades of coaching and writing about inter-personal skills in general and Primary Personality in particular, ten questions recur. Here is my reply to numbers 7, 8 & 9.

7. Does Personality Change With Age?

Everyone's personality is wired by their 5th birthday, and only psychological trauma can permanently change it - usually not for the better. Getting older, however, can help some people become more tolerant of others, especially within family.

For example, one of our clients in his late forties asked why he was getting on better with his daughter since she gave birth to his first grandchild. My reply indicated that some people psychologically mature better than others with the passing years. But their personality does not change. Only their willingness to take the time to relate to others better. He was probably paying more attention to his daughter now she was a mother. And she was probably taking more time to understand her father as a grand-dad.

So, why wait decades to get on better with those who are important to us, when we can learn how to relate to them now?

8. Does Work Experience Improve Personality?

Appropriate work experience can help - appropriately! This is especially true when interpersonal skills awareness is part of continuous professional development (CPD). Organisations who truly commit to the career potential and true progress of their people reap the double-dividends of genuinely loyal staff and greater individual productivity, which is essentially down to relating to others the way they need to be related to.

Selecting the right person for the right position requires personality assessment of the job-role as well as the individuals being considered.

9. What About Nature vs Nurture?

The Nature school of thought claims personality is genetic, meaning children predominently inherit the behaviour traits of their ancestors. The Nurture school of thought claims behaviour is predominently learned.

We subscribe to the latter view as demonstrated by an experiment of identical twins. One set was raised from early childhood by the same foster parents, whilst the other set were raised by separate foster parents. Whilst the first set displayed similar primary personalities, the separated twins did not. You may judge for yourself the value of this experiment, however, we suggest that it does not matter how someone obtained their behaviour traits; what matters is how you and I inter-relate with each primary personality.

To discuss this paper or arrange your workshop, email

Complicated IS Easy! Simple IS Hard!

16. Sep, 2021

During the past 4-decades of coaching and writing about inter-personal skills in general and Primary Personality in particular, ten questions recur. Here is my reply to numbers 5 & 6.

5. Can Interpersonal Skills Awareness Genuinely Improve Team Productivity?

Absolutely, subject to correct assimilation! Ask any organisation with disproportionate staff turnover how much they invest in inter-personal skills awareness and the honest ones will admit not much. Too many good staff are lost to the competition because mangers don’t know how to work to their people’s strengths. Misunderstanding becomes dissatisfaction, then disaffection, then dejection and finally, defection!

Each personality can be appropriately ‘accommodated’ so that small niggles never escalate into big niggles, and happy people more willingly donate themselves to the cause of greater productivity.

We have coached clients to significant increases in productivity in a matter of weeks. We maintain it is the responsibility of every leader, at whatever level, to constantly strive to understand what behaviour matters to their people's effectiveness. To work to their positive traits and teach/coach/manage them to want to modify any negative traits (see BEST YOU: Part II Mutually beneficial Leadership).

During this enlightening process, mutual understanding builds between everyone ~ “I Like Me BEST When I’m With YOU”.

6. Does Motivation Determine Behaviour?

Motivation is WHY someone does something, or keeps on doing it; not HOW they do it, which is personality. For example, religious leaders often possess the same primary behaviour traits as business leaders. So, when each sit down with their respective councils/directors, we observe similar behaviour at work, but driven by different motivating-values.

Remember, personality determines HOW someone does something, motivation determines WHY they do it! [For insight into WHY people do things see, BEST YOU: PART III Motivating Values].

To explore this paper or arrange your workshop, email

Complicated IS Easy! Simple IS Hard!