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Identifying Traits in the Sales Process

Decision Maker Encourager Facilitator Tracker

Also known as… “Leader” trait “People” trait “Patience” trait “Organization” trait

Core Motive Authority Excitement Harmony and Security Understanding

What they Say Only what is seen as relevant, brief, bottom line.

A lot. Often exaggerate to make a point. Speak with emotion.

Not much. Tend to be reserved and speak in friendly gentle tones.

Everything in detail. They give you the whole story.

What they Hear Sometimes only what they want, will tune out if too much is said.

Broad strokes of conversations, often missing detail. Tend to interrupt.

Everything. When others won’t listen, Facilitators will.

Everything but want more. Need detail or can feel misled.

What they Need They need you to get to the point and be factual and less emotional.

They need you to let them talk and share their emotional enthusiasm.

They need to be appreciated for listening.

More than anything they need to be understood. Listen & ask for clarity.

Pace Abrupt Quick Leisurely Long-winded

Tone Serious Lively Pleasant Exacting

Want something… 1. Solution-oriented 2. Simple 3. Authority enhancing

1. Fun 2. Interactive 3. Image enhancing

1. Interesting 2. Thoughtful 3. Personally enhancing

1. Sophisticated (ie, well-made)

2. Innovative 3. Helps to make sense

Care about… Outcome Process Process Process and Outcome