Ho Bryan_TTI Success Insights_Interviewing Insights_Sales

Interviewing Insights™

Sales

Bryan HoMarketingWartburg11-12-2014

Colorado Assessments, LLCW148 S6711 Woodland PlMuskego WI [email protected]

Copyright © 1984-2013. Target Training International, Ltd.

IntroductionBehavioral research suggests that the most effective people are those who understandthemselves, both their strengths and weaknesses, so they can develop strategies to meetthe demands of their environment.

A person's behavior is a necessary and integral part of who they are. In other words, much of ourbehavior comes from "nature" (inherent), and much comes from "nurture" (our upbringing). It isthe universal language of "how we act," or our observable human behavior.

In this report we are measuring four dimensions of normal behavior. They are:

how you respond to problems and challenges.

how you influence others to your point of view.

how you respond to the pace of the environment.

how you respond to rules and procedures set by others.

This report analyzes behavioral style; that is, a person's manner of doing things. Is the report100% true? Yes, no and maybe. We are only measuring behavior. We only report statementsfrom areas of behavior in which tendencies are shown. To improve accuracy, feel free to makenotes or edit the report regarding any statement from the report that may or may not apply, butonly after checking with friends or colleagues to see if they agree.

1Bryan Ho


Colorado Assessments, [email protected]

Sales CharacteristicsBased on Bryan's responses, the report has selected general statements to provide abroad understanding of his sales style. This section highlights how he deals withpreparation, presentation, handling objections, closing, and servicing. The statementsidentify the natural sales style he brings to the job. Eliminate or modify any statementthat is not true based on sales training or sales experience.

Bryan can sell both tangible and intangible products successfully. His ability topaint word pictures can be a distinct advantage when he is called upon toexplain an intangible. Inclined to talk smoothly, readily and at length, he lovesthe opportunity to verbalize. Sales presents an opportunity for him to use thisgreat attribute. Socially and verbally aggressive, he loves to meet strangersand begin conversations. This is a great attribute when new territory is opened,or new accounts are dictated by business conditions. He prefers to sell new,innovative products or services. In fact, he often uses creative ways to sell hisproducts or services. Being optimistic and enthusiastic, he is good atgenerating enthusiasm in others. Sometimes his enthusiasm is what sells hisproducts or services, but sometimes other buyers may be offended. He prefersto sell a new client on himself first rather than his product or service. Thisreflects his natural approach. When he buys, he also prefers to be sold in thismanner. He consistently meets the challenge of persuading people to his pointof view. Some buyers may desire less talk and more facts.

Bryan frequently uses emotion and active body language in his salespresentation. With some buyers this could be detrimental because they maysee him as being superficial. He has probably been known to answerobjections even if he has never heard the objection before. He will rely on hisquick thinking and verbal skills to meet the challenge. Some see him as anatural born salesperson but what they really see is his ability to talk smoothlyand readily on most subjects. He quickly shares his opinion on most topics. Hemay be rather careless in his sales preparation. He truly believes he can walkand talk his way through any presentation at anytime, anyplace. Bryan may notanswer objections completely. He often treats them lightly and may "tap dance"around the objections or use sales puffery to answer them. He may not alwayslisten to what his prospects are saying. His desire to verbalize and control thepresentation often may hinder his ability to listen. He may also be guilty ofinterrupting the prospect to get his point across.

Adapted Style

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Natural Style

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41

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2Bryan Ho



Sales Characteristics Continued

Bryan probably has several favorite closes. He needs to evaluate the way he isusing them and if they are appropriate to the sales situation. He has a goodsense of urgency to get things done quickly. Sometimes this will not allow himthe patience needed to service some of his accounts. He can be guilty ofoverservicing the accounts he feels are personal friends. To him, friendship isimportant and he may overlook certain requests to maintain the friendship. Hewill promise more service than he can deliver, especially if he must provide theservice himself. He needs the help of a support staff to provide the follow-upservice so he can focus on new opportunities. Bryan would rather make asocial visit instead of a service visit. The social visit meets his need to befriendly and outgoing, while the service visit requires special effort if customersdon't buy more products or services. He can be seen as a good closer.However, he may postpone the close until giving the complete sales pitch.Observers have actually seen him sell the product and then buy it back. Heshould guard against excessive talking and close at the appropriate time.

Adapted Style

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38

Natural Style

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Ideal EnvironmentThis section identifies the ideal work environment based on Bryan's basic style.People with limited flexibility will find themselves uncomfortable working in any job notdescribed in this section. People with flexibility use intelligence to modify theirbehavior and can be comfortable in many environments. Use this section to identifyspecific duties and responsibilities that Bryan enjoys and also those that createfrustration.

Freedom from long, detailed reports.

Assignments with a high degree of people contacts.

Freedom from control and detail.

New products and new ideas to sell.

Democratic supervisor with whom he can associate.

Tasks involving motivated groups and establishing a network of contacts.

Activities, and more activities.

Work tasks that change from time to time.

Freedom of movement.

Adapted Style

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Natural Style

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41

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Value to the OrganizationThis section of the report identifies the specific talents and behavior Bryan brings tothe job. By looking at these statements, one can identify his role in the organization.The organization can then develop a system to capitalize on his particular value andmake him an integral part of the team.

Good mixer.

Creative problem-solving.

Negotiates conflicts.

Team player.

Ability to change gears fast and often.

Motivates others towards goals.

Deadline conscious.

Adapted Style

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84

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38

Natural Style

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Interview Questions1. What is the most appealing aspect of selling?

2. What is the least appealing aspect of selling?

3. Describe your career goals:

4. How do you plan to achieve these goals?

5. What factor do you feel may hinder your success?

6. List the personal goals you would like to achieve:

7. What do you expect from your manager?

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Style Insights® Graphs11-12-2014

Adapted StyleGraph I

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38

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38%Norm 2014 R4

Natural StyleGraph II

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37%Norm 2014 R4

T: 8:33

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The Success Insights® WheelThe Success Insights® Wheel is a powerful tool popularized in Europe. In addition to the text youhave received about your behavioral style, the Wheel adds a visual representation that allows youto:

View your natural behavioral style (circle).

View your adapted behavioral style (star).

Note the degree you are adapting your behavior.

If you filled out the Work Environment Analysis, view the relationship of your behavior to yourjob.

Notice on the next page that your Natural style (circle) and your Adapted style (star) are plotted onthe Wheel. If they are plotted in different boxes, then you are adapting your behavior. The furtherthe two plotting points are from each other, the more you are adapting your behavior.

If you are part of a group or team who also took the behavioral assessment, it would beadvantageous to get together, using each person's Wheel, and make a master Wheel thatcontains each person's Natural and Adapted style. This allows you to quickly see where conflictcan occur. You will also be able to identify where communication, understanding andappreciation can be increased.

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The Success Insights® Wheel11-12-2014

D

IS

CCONDUCTOR

PERSU

ADER

PROMOTER

RELATER

SUPPORTER

COO

RDIN

ATO

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ANALYZER

IMPLEMENTOR 1

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910

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Natural: (3) PROMOTERAdapted: (3) PROMOTER

Norm 2014 R4T: 8:33

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Ho Bryan_TTI Success Insights_Interviewing Insights_Sales

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