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Personality Evaluation

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Determine your "Personality Profile" to see how well you fit the position you work in.

Determine your "IMAGE" to see how others see you.

Determine your "SalesPersonality" to see how well you influence others.
 

Your “Personality Position Analysis” consists of four rational styles (analyzer, director, relator and socializer), which are either strong, moderate or weak...as defined by:

A Strong style Image is what you project much of the day, especially when distressed
A Moderate style Image is projected as needed throughout the day, except when distressed
A Weak style Image is one you rarely project throughout the day and never when distressed
 

Important: Whether strong, moderate or weak in a style, you still have every style; you are not just one style! 
But unfortunately, others judge you by your strongest style.

The strengths of the styles determine whether you will naturally do well in a practice position when stressed.

A strong or weak style may enhance or inhibit your ability to get your work accomplished well.

You have a natural image—that is, how others see you—which is based on the four rational styles of human personality (analyzer, director, relator and socializer).

When you rationally react with a style, you project a specific image—the style you use the most is the image you project the most—perhaps a definition will help:

A Strong style Image is what you project much of the day, especially when distressed
A Moderate style Image is projected as needed throughout the day, except when distressed
A Weak style Image is one you rarely project throughout the day and never when distressed
 

Important: Whether strong, moderate or weak in a style, you project the image of that style when using it. But of course, others judge you by your strongest image style, which you project much of the day.

A natural salespersonality: establishes rapport, addresses the customer’s needs and gets them excited about buying, even under stress.

An educated salesperson allays their fears, avoids buy-backs and closes the sale.
Being natural is 60-80% of the sale, even though it only fulfills half the sales criteria, being educated accounts for the rest.

Your natural salespersonality is your four genetic personality styles: analyzer, director, relator and socializer.

Each style has attributes that help or hinder the sale and a natural salespersonality is strongest in the socializer style, then the relator style, then the director style, and lastly the analyzer style.

Your salespersonality Style Strengths are defined as:

Strong: you use its attributes much of the time throughout the sale and always when distressed
Moderate: you use its attributes as needed throughout the sale, but not when diistressed
Weak: you rarely used its attributes throughout the sale and never when distressed
 

To sell you must fulfill the six criteria of an effective salesperson:

Establish rapport (be trustworthy; no rapport = no sale)

Address their needs (what they desire)

Allay their fears (of buying)

Avoid by-backs (un-selling them)

Get them enthused (excited about buying)

Close the sale (sell)

YOUR four salespersonality styles will help or hinder your achieving these criteria, as noted below, especially when you are strong in a style that has negative characteristics, or weak in a style that has positive characteristics.