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We are all predisposed to serve our organizations-work, family, church, etc.- in a very predictable and measurable fashion. When it comes to sales and business development the primary question is NOT " Am I the right personality type for sales?" but rather "What is the nature of the interaction?". Everyone falls into one or two of the "serving" categories below. Next to each descriptive name is a brief comment about how each best sells. When you find one that causes you to think "that's me" or "I could do that" you've begun to discover you're best selling/business development environment.

Founder- Founders INSPIRE people with visions of what the future could be. Go network.

Vision Movers- DIRECTING the prospects down the sales path. Assertive and authoritative.

Vision Formers- SOFT SELL Closers. More consultative.

Action Movers- ENERGETIC and encouraging. Prefers to leave the planning and strategizing to the boss.

Action Formers- METHODICAL. Best at account development and managing over 'hunting'.

Explorers- Great at SOURCING leads, less effective as closers unless the market niche is well defined. Partner with a 'closer'.

Watchdogs- Help and PROTECT customers. Upsell in a customer service, no quota environment.

Communicators- "TALK up" what they like but not great closers. More about building community who can often sell for them.

Conductors- FIXERS. Quick sales that fix a problem. Their strength is in their aggravation with things that don't work and are COMPELLED to correct them.

Curators- KNOWLEDGE BROKERS. People come to them for knowledge and wisdom. Be visible as the expert.

In corporate and coaching situations we identify the 'service' category first, then move to finding the proper fit. We're working backwards here but hopefully you've gained a bit of insight. When it comes to driving revenue ensure you're job or business model fit your personal selling strengths. 

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Tags: coaching, sales

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Comment by Rochelle J Delain on September 7, 2012 at 10:14am

I just discovered something I am good at.  I am good at assessing people's needs and directing them to the person or service they need.  It happens quite naturally.  A little over a week ago a friend posted on Facebook that she was looking for a fall festival venue in which to promote her handbag business.  I knew of at least two so I found out the specifics and put her in touch with the appropriate contacts.  She just messaged me back to thank me and a few more of her friends have also asked about vendors tables for the fall festivals.  I have done this many times before (for various occasions) and just have not thought much about it.  This seems to fit into the Watchdog category... and yes, perhaps Action former also.  I can do this for others pretty easily however; my challenge is in how to leverage this to promote my own practice.  I have an easier time promoting others than I do promoting myself.

Comment by Jeff Beaudin on September 7, 2012 at 9:42am

I'm only guessing but I'd bet Watchdog, Curator, or Action Former. If you ever decide you'd like to actually take a Teamability assessment let me know. I'm a Curator and have now adjusted my "sales" engagements to reflect that and thus am much more comfortable. Great book- Michael Ports Book Yourself Solid. I found his sales advice was extremely helpful because I don't like stereotypical selling either :-)

Comment by Rochelle J Delain on September 7, 2012 at 9:08am

Just the thought of selling makes me feel anxious and reading this blog had the same effect and yet I have to do some selling as a small business owner in order to get people to become my patients.  So I know it is something I need to learn.  I am great at promoting Chiropractic and myself through my writing (which I am good at) and also through social media. Face to face, not so much.  Not good at closing a sale at all.  Not great at signing people under me either which is why I never was able to thrive with network marketing.  I AM good at caring for my patients and doing my best to go above and beyond what they are expecting which may qualify me as a Watchdog. 

Comment by Jeff Beaudin on September 7, 2012 at 8:06am

Rochelle, Are you more visionary, organizing and planning, or supportive? 

Comment by Rochelle J Delain on August 31, 2012 at 8:05pm

Hmmm.  After reading this list I am not sure which category I fall into.  Have to think about it some more.

Comment by Jeff Beaudin on August 23, 2012 at 11:52am

Thank you Ann, much appreciated! :-)

Comment by Ann Musico on August 23, 2012 at 10:32am

Great insight, wisdom and advice. 

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