Do you like to think? Plan? Strategize? Maybe, even moreso than actually doing the work?
Do you like to solve puzzles? Figure things out? Tend to be more cautious and allow a lot of points of view before deciding on a course of action?
If so, it's likely that you're an "Analytical."
It's useful to remember that there is no right or wrong personality style. Successful people are in each of the four styles (Analytical, Driver, Amiable and Expressive), but in general they're successful because they use the unique traits associated with their personality style to produce results.
What if you're an Analytical and you're a salesperson? What does that mean?
Well, you probably enjoy solving a customer's problems more than anything else. Sure, you enjoy relationships, and sure you like to accomplish goals, and sure, you like to have fun, but you really get your kicks out of planning a sales strategy (how best to do things) or in figuring out what will make the biggest difference to the client.
Here's the bad news: you're likely to need some assistance. You may need a sales or accountability coach (or a strong sales manager) in order to keep your numbers on track. Why? Because you're not a Driver by nature. Similarly, you may need to brush up on your presentation or your people skills, because anaylsis won't get you too far in those domains, by default. And you should learn to loosen up from time to time and have fun, so surround yourself with people who enjoy your company and will get you to break out of your thinking from time to time.
That will make you a well-rounded and pleasant person, and a very accomplished one at that.
In the weeks to come, we're also going to explore how successful salespeople "match and mirror" their clients when they interact.
Next week: The "Driver."
Send any questions, comments, stories, or sales problems to
dan@optimumbizdev.com, and I'll personally send you a response!
LAST WEEK'S HOMEWORK: Did your career and hobbies fall in line with your personality type? Usually, yes!
THIS WEEK'S HOMEWORK: If you're an Analytical, notice yourself being analytical this week and notice how hard it is not to be one! If you're not, try to find people who are and try to understand where they're coming from.
Please take a minute and let me know how you're doing out there. How have these tips been helping you?
