Professional Documents
Culture Documents
Analytical
Pros- They are great problem solvers. They find thinking fun.
Cons- They tend to have paralysis through analysis…. Because they are always hungry to
think some more, get more information etc. before they act as the driver who can close.
Repairman
The Repairman is technical by nature. These people won’t sell but they will talk
“technical” to anyone who will listen. They’re at their best when talking to someone in
the same discipline that has a problem.
Repairmen can be trained to sell but it’s a stretch for them. They feel they shouldn’t
have to “sell” and the prospect should recognize the obvious technical superiority of
what is being offered and buy. Nice thought, but the sale doesn’t always go to the more
technically eloquent solution but to the person who knows how to “sell” it.
When it comes to sales techniques, Repairmen methodically focus on each detail
necessary to complete the sale with the intent of proving that their solution is superior
to all others under consideration. The focus on perfection can reduce the number of
resulting sales presentations (and sales).
Here are some tips that can help you improve your sales style, based on your personality:
Be more outgoing.
Share ideas and information with others.
Look for the positive in ideas.
Avoid giving too much detail.
Display sincere interest in others.
o If you answered “yes” more times to the questions under Type 2 than to the questions in
the other categories, your sales style is a Shopkeeper – you’re primarily amiable.
Amiable
Pros- They are very caring and courteous, so customers warm up to them.
Cons - They tend not to stand on their principles as they are too busy making sure they don’t
hurt the person they are working with so hard decisions are difficult. And if we can build the
closing drive to this personality then they are winners.
Shopkeeper
The Shopkeeper has a pleasant personality and delights in helping people. These people
like to be of service and helping others is their strong suit. They’re more comfortable in
inside sales and can often be found in retail, catalogue sales, or inbound tele-marketing.
They are considered to be introverts and are very sensitive. Shopkeepers feel they must
be liked and respected by their prospects and may come across as being overly friendly.
Shopkeepers are best suited for inside sales and putting them on the road is usually a
mistake. When it comes to sales techniques, the Shopkeeper does not like to be
perceived as being pushy or aggressive and would prefer to make friends with
customers than jeopardize the relationship by assertively moving the sale along to a
conclusion. Shopkeepers don’t make a sale; they wait for the customer to buy. Because
of this, closing doesn’t come easy for the Shopkeeper.
Here are some tips that can help you improve your sales style, based on your personality:
Speed up your pace of speaking.
Let people know what you want.
Don’t become overly friendly.
Talk less.
Get involved and take control.
If you answered “yes” more times to the questions under Type 3 than to the questions in
the other categories, your sales style is a Hunter – you’re primarily expressive.
Expressive
Pros- They are a lot of fun to be with – they love entertaining and being entertained.
Cons- They won’t do a thing if it cannot be fun in some way and can sometimes get carried
away.
Hunter
Hunters thrive on seeking out new opportunities, opening new doors, and looking for
the next opportunity. Their eyes and minds are always on the horizon looking for the
neat kill. As a result, even in good times, they’ll miss opportunities lying at their feet.
They often leave a trail of half-alive opportunities and botched deals. They are good in
creating a sales funnel.
When times are tight and sales opportunities are at a low, the hunter will forge into new
sales territories and find new opportunities
In good times, Hunters need to learn how to harness their drive and energy so they farm
their accounts and opportunities rather than always seeking out new prey. When it
comes to sales techniques, the Hunter isn’t particularly creative and prefers a planned,
proven, and very direct approach to getting the business. Hunters are decisive, bold,
and blunt in their efforts to close a sale.
Here are some tips that can help you improve your sales style, based on your personality:
Slow down with people who speak slowly.
Make an effort to listen to others' ideas.
Be careful not to dominate.
Allow others to have some control.
Show more patience.
If you answered “yes” more times to the questions under Type 4 than to the questions in
the other categories, your sales style is a Farmer – you’re primarily driven.
Farmer
Farmers thrive on nurturing and maintaining accounts or opportunities. Once given a
sales lead, these people spring into action, make contacts, burrow their way into the
account, and work it.
Farmers often go out of their way to help customers because they believe in the value
of maintaining an ongoing relationship with the customer. When times are tough and
these people don’t have a real opportunity to work on, they tend to stand around,
complaining about the sales drought and wishing for better sales weather.
Unlike the Hunter, Farmers are not galvanized into action by a sales slump. Once
someone opens the door and the sale, the Farmer will take it over and run with it. Smart
Farmers realize this and will seek out assistance when their sales fields go barren.
Here are some tips that can help you improve your sales style, based on your personality:
Be careful not to talk too much, and listen more.
Adjust your pace to the other person’s.
Be less social.
Look before you leap; check details.
Stay focused.
Ask the participants how much time they devote to research. Make the point that it is no longer
acceptable to show up not knowing publicly available information. People expect you to do
your homework.