what is a sales type?
The sales types are based on the psychological model The Enneagram and show behavioral patterns deeply rooted in your core and explain why you think, do, feel, prepare and sell the way you do. They can among other pin point where you run increased risks for losing prospects based on your psychological profile. For more about sales coaching based on sales types and what that gives you, click here
your sales type is how you are scripted
Your basic sales style is your personal internalized “sales script” that you run most of the time in unaware mode, no matter how many sales trainings you have had or how many sales techniques you have learned. Your personal script is your home base, your fall back plan and includes natural strengths that automatically work for you and natural weaknesses that automatically work against you. The problem is that most of the time you are unaware that this script is being run and therefore you are unaware that you are being “steered” by it.
Even though you may not be aware of your “auto-pilot behavior”, your sales leads and customers do notice as they are on the receiving end of your style of communication. As well as your colleagues and your manager.
Your inner game and your outer game
There is an “inner game” and an “outer game” in your fundamental sales style. The inner game is your inner reaction on events or anticipated reaction on what’s to come based on previous sales experiences. The outer game is how you are being perceived by buyers and colleagues. As a sales person, both your inner and outer game effect every step in the sales and buying process.
By becoming more self-aware of your sales type, you have the tools to become a more complete sales person that minimizes the risks for losing deals by unaware behavior and increases the odds for more sales by having more “scripts” and “tools” consciously at your disposal to be used when situations ask for it. This is true for all sales people, irrespective of their performance levels.
Analogy: the dead angle in a car
Please consider the analogy with you driving your car unaware of your dead angle or unable to turn to look over your shoulder. Imagine now that you’ve got a set of rearview mirrors that in a very clear way show you your blind spot and everything that’s in it: bikes, pedestrians, busses and trucks. By becoming aware of your blind spot and your new tools, you are able to avoid unnecessary collisions.
In sales, this means you will become aware of where and why you put off leads, prospects and clients and what you can do to avoid that. Arguably this means more deals and more understanding of sales performances as well as starting points for more effective personalized coaching sessions.