It’s not “what” we do, but “why”
When it comes to personality type we are all motivated for different reasons. When it comes to what we value and how we communicate it has much to do with our personality type. So which personality is the best in sales? They all are! If sales is what they are passionate about doing that is what they will be good at. It’s not what we do for a living, but why we do what we do. When it comes to the 4 basic personality types the reason one type is good is totally different from the others. One personality type focuses on people and relationships. They enter a career in sales to take care of the customer for the personal aspect and the enjoyment of building long lasting relationships. Another personality enjoys sales for the thrill of the win, the freedom and making lots of money and enjoying time with the customer. The third personality enters sales from the perspective of helping the customer with the best possible solution to their needs based on the products and services offered by their company. They seek to understand all the offerings their company has. The last personality is in sales to solve the customers problems and is proud to represent the company they work for. An example of such a company can be a prestigious company like IBM or Hewlett Packard.
These are the reasons the four personality types are in sales. It’s not “what” they do, but “why” they are in sales. Being successful in a sales career can be the outcome for all four personalities, but for very different reasons. When interviewing a person for a sales position, it would be beneficial to give them a personality survey like the one we use with Insight Learning to find out if they are a Blue, Gold, Green or an Orange personality type. You can then ask why they want to pursue a career in sales and the answer will convey if they are doing it for the right reason and what they are truly passionate about.
Not only in sales but in everything we do in life we need to ask “why”. It is the “why” that motivates us based on our personality style.
Most Recent Articles
- Help Your Clients Recognize Their Need
- 3 Tips for Finding New Clients
- 3 Reasons Clients Procrastinate
- 3 Tips for Selling to Your Prospect’s Brain
- 3 Sales Tips for a Successful 2012
- Relationships Trump Everything in Sales
- 3 Facts About the Psychology of Selling
- When Do Executives Buy?
- Why Customers Hate To Be Sold
- 3 Ways to Peak your Prospect’s Interest
- Overcoming the “Sales Rut”
- 3 Principles for Building a Great Reputation
- Questions That Customers Pay Attention To
- 3 Reasons Prospects Will Meet
- The 3 Laws of Relationship Selling
- The Psychology of Prospecting
- 3 Easy Tips for Successful Prospecting in 2011
- Selling Isn’t Like Buying a Lottery Ticket
- Customer Centric Selling-No Goals Means No Solution
- What Will It Take To Earn Your Business?
- What Do Customers Really Want-Really!
- Characteristics of the “A” Player Sales Professional
- Are You Customer Centric?
- Is Your Value Irresistible
- Is Your Value Proposition Compelling
- 3 Components of Customer Value
- What Drives the Customer to Buy-Pain or Gain?
- 3 Musts for Sales Success
- Social Awareness and Selling
- Self Awareness and Selling
- 5 More Critical Mistakes of Cold Calling
- 5 Critical Mistakes of Cold Calling
- Is Cold Calling Worth it?
- The Three Elements for Sales Success
- 3 recommendations for your negotiating strategy
- Anticipating your negotiator’s style
- Negotiating with inside information
- The four critical elements for negotiating
- Negotiating-It’s all about power
- 3 considerations for exceeding your sales budget
- What’s their decision making style
- The power of influence
- Momentum: The key to a winning sales team
- Positioning customer value
- Three realities of prospecting
- Emotional intelligence & “Four People You Should Know”
- Maximizing your team’s performance
- Identifying personality from a conversation
- Four key questions that aid in identifying the customer’s personality style
- How knowledge of personality style helps with conflict
- The Strategic Seller
- Streamlining Customer Buying Decisions
- Anticipating And Handling Your Customer’s Objections
- How Do You Identify Someone’s Personality
- What Motivates Your Customer To Buy?
- Leveraging Perceived Value For Sales Success
- The value of identifying personality styles
- Maximizing your team’s performance
- Your lifelong personality
- It’s not “what” we do, but “why”
- Left Brain versus Right Brain learning
- The Company’s most important asset
- Customer Benefits
- Do You Know Why Your Customers Buy?
- Responding to Customer Objections
- The Sales Process
- What does Affability have to do with Sales?
- Resilience: The Antidote to Failure
- Enthusiasm Breeds Success
- Persistence: a Key to Success
- Fuel Your Attitude with Optimism
- The Power of Value Propositions
- A Positive Attitude Wins Customers
- Are you motivating your sales team?
- Bringing your Customer Value
- The Truth on Sales Training
- The “Cold” Call
- Today’s Hi Tech Sales Environment
- Selling in the new Millenium
Subscribe to Articles
Competitive Excellence offers readers the ability to subscribe to new website articles — you’ll be instantly notified whenever a new article is available.
Subscribe to Competitive Excellence Article Feed
Questions about subscribing? We’ve got the answers to the ‘What?’, ‘Why?’, and ‘How?’.
Questions about Subscribing?
- What are feeds? I don't know how I might use these links when I find them.
- Feeds are a way for websites to distribute their content beyond just visitors using web browsers. Feeds permit subscription to regular updates, delivered automatically via a news reader.
- What Does This Mean?
- You may recognize the universal feed icon from your favorite websites. This icon (among others) represent content in any format - text, audio or video - to which you can subscribe and read/watch/listen using a feed reader.
- Why would I use this?
- This way, whenever new articles are written at Competitive Excellence, you'll be instantly notified.
- How do I read feeds?
- If you want to browse and subscribe to feeds, you have many choices. Today, there are more than 2,000 different feed reading applications - here are our three favorites.
- Do I really need to bother with this?
- Absolutely not. Visit http://www.competitive-excellence.com/ regularly - you won't miss anything.
