D I S COV E R E D BY SA L LY H O G S H E A D
HOW TO SELL TO
THE 42 DIFFERENT
ARCHETYPES
PART OF THE FASCINATION ADVANTAGE® SYSTEM
HOW TO SELL TO THE 42 DIFFERENT ARCHETYPES
[email protected] | © 2015 How To Fascinate. All rights reserved.
© 2015 How to Fascinate and Sally Hogshead. All Rights Reserved.
1
THE INNOVATION PERSONALITY, EXPLAINED
HOW TO UNDERSTAND (AND SELL TO) SOMEONE WITH THIS PRIMARY ADVANTAGE
PRIMARY ADVANTAGE + SECONDARY ADVANTAGE = ARCHETYPE
Creative
Entrepreneurial
Visionary
PRIMARY ADVANTAGE
+
+
+
+
+
+
PASSION
POWER
PRESTIGE
TRUST
MYSTIQUE
ALERT
Engaging
Expressive
Intuitive
Confident
Goal-Oriented
Decisive
Respected
Ambitious
Results-Oriented
Stable
Dependable
Familiar
Observant
Independent
Logical
Detailed
Organized
Proactive
=
=
=
THE MAVERICK
LEADER
THE
TRENDSETTER
THE
ARTISAN
THE
PROVOCATEUR
THE
QUICK-START
BOLD
ARTISTIC
UNORTHODOX
PIONEERING
IRREVERENT
ENTREPRENEURIAL
CUTTING-EDGE
ELITE
PROGRESSIVE
DELIBERATE
THOUGHTFUL
FLEXIBLE
CLEVER
ADEPT
CONTEMPORARY
PROLIFIC
THOROUGH
DILIGENT
=
=
=
THE
ROCKSTAR
ARCHETYPE
How to sell to THE MAVERICK LEADER
• Be experimental
• Prepare to be challenged
• Encourage new ideas
How to sell to THE ROCKSTAR
• Be prepared to think BIG
• Constantly re-invent
• Present with confidence some risks
How to sell to THE TRENDSETTER
• Show a variety of options
• Improve on the status quo
• Stay ahead of the curve
HOW TO SELL TO THE 42 DIFFERENT ARCHETYPES
How to sell to THE PROVOCATEUR
• Expect the unexpected
• Stay open-minded to revision
• Ask smart questions
How to sell to THE ARTISAN
• Have a plan and make it unique
• Expect valuable input
• Explore new paths
How to sell to THE QUICK-START
• Stay on schedule
• Use careful innovation
• Don’t drag your feet
[email protected] | © 2015 How To Fascinate. All rights reserved.
2
THE PASSION PERSONALITY, EXPLAINED
HOW TO UNDERSTAND (AND SELL TO) SOMEONE WITH THIS PRIMARY ADVANTAGE
PRIMARY ADVANTAGE + SECONDARY ADVANTAGE = ARCHETYPE
Engaging
Expressive
Intuitive
PASSION
PRIMARY ADVANTAGE
+
+
+
+
+
+
INNOVATION
POWER
PRESTIGE
TRUST
MYSTIQUE
ALERT
Creative
Entrepreneurial
Visionary
Confident
Goal-Oriented
Decisive
Respected
Ambitious
Results-Oriented
Stable
Dependable
Familiar
Observant
Independent
Logical
Detailed
Organized
Proactive
=
=
=
THE PEOPLE’S
CHAMPION
THE
TALENT
THE
BELOVED
THE
INTRIGUE
THE
ORCHESTRATOR
OUT-OF-THE-BOX
SOCIAL
ENERGIZING
DYNAMIC
INCLUSIVE
ENGAGING
EXPRESSIVE
STYLISH
EMOTIONALLYINTELLIGENT
NURTURING
LOYAL
SINCERE
DISCERNING
PERCEPTIVE
CONSIDERATE
ATTENTIVE
DEDICATED
EFFICIENT
=
=
=
THE
CATALYST
ARCHETYPE
How to sell to THE PEOPLE’S CHAMPION
• Create a strong emotional connection
• Be supportive of ideas
• Build conversation
How to sell to THE CATALYST
• Show your cutting-edge thinking
• Offer different options
• Keep an open mind
How to sell to THE TALENT
• Deliver the highest quality possible
• Notice the details of execution
• Present yourself with style
HOW TO SELL TO THE 42 DIFFERENT ARCHETYPES
How to sell to THE INTRIGUE
• Don’t push or come on too strongly
• Play a supporting role
• Don’t dumb it down
How to sell to THE BELOVED
• Stay consistent in words and actions
• Don’t force your opinions
• Put away the dog and pony show
How to sell to THE ORCHESTRATOR
• Don’t beat around the bush
• Deliver quality or don’t deliver
• Clear communication will be rewarded
[email protected] | © 2015 How To Fascinate. All rights reserved.
3
THE POWER PERSONALITY, EXPLAINED
HOW TO UNDERSTAND (AND SELL TO) SOMEONE WITH THIS PRIMARY ADVANTAGE
PRIMARY ADVANTAGE + SECONDARY ADVANTAGE = ARCHETYPE
Confident
Goal-Oriented
Decisive
POWER
PRIMARY ADVANTAGE
+
+
+
+
+
+
INNOVATION
PASSION
PRESTIGE
TRUST
MYSTIQUE
ALERT
Creative
Entrepreneurial
Visionary
Engaging
Expressive
Intuitive
Respected
Ambitious
Results-Oriented
Stable
Dependable
Familiar
Observant
Independent
Logical
Detailed
Organized
Proactive
=
=
=
THE
RINGLEADER
THE
MAESTRO
THE
GUARDIAN
THE
MASTERMIND
THE
DEFENDER
INVENTIVE
UNTRADITIONAL
SELF-PROPELLED
MOTIVATING
SPIRITED
COMPELLING
AMBITIOUS
FOCUSED
CONFIDENT
PROMINENT
GENUINE
SURE-FOOTED
METHODICAL
INTENSE
SELF-RELIANT
PROACTIVE
CAUTIONARY
STRONG-WILLED
=
=
=
THE
CHANGE AGENT
ARCHETYPE
How to sell to THE RINGLEADER
• Let them lead
• Be a part of their team
• Go big or go home
How to sell to THE CHANGE AGENT
• Show your cutting-edge thinking
• Never get complacent
• Brainstorm with them
How to sell to THE MAESTRO
• Be on-target
• Constantly improve results
• Focus on their goal
HOW TO SELL TO THE 42 DIFFERENT ARCHETYPES
How to sell to THE MASTERMIND
• Observe their goals
• Play a supporting role
• Prove your worth
How to sell to THE GUARDIAN
• Stay consistent in words and actions
• Be authentic
• Slow and steady wins the race
How to sell to THE DEFENDER
• Stay structured and follow the plan
• Act fast
• Address potential issues early
[email protected] | © 2015 How To Fascinate. All rights reserved.
4
THE PRESTIGE PERSONALITY, EXPLAINED
HOW TO UNDERSTAND (AND SELL TO) SOMEONE WITH THIS PRIMARY ADVANTAGE
PRIMARY ADVANTAGE + SECONDARY ADVANTAGE = ARCHETYPE
Respected
Ambitious
Results-Oriented
PRESTIGE
PRIMARY ADVANTAGE
+
+
+
+
+
+
INNOVATION
PASSION
POWER
TRUST
MYSTIQUE
ALERT
Creative
Entrepreneurial
Visionary
Engaging
Expressive
Intuitive
Confident
Goal-Oriented
Decisive
Stable
Dependable
Familiar
Observant
Independent
Logical
Detailed
Organized
Proactive
=
=
=
THE
CONNOISSEUR
THE
VICTOR
THE
BLUE CHIP
THE
ARCHITECT
THE
SCHOLAR
ORIGINAL
ENTERPRISING
FORWARDTHINKING
INSIGHTFUL
DISTINGUISHED
IN-THE-KNOW
RESPECTED
COMPETITIVE
RESULTSORIENTED
CLASSIC
ESTABLISHED
BEST-IN-CLASS
SKILLFUL
RESTRAINED
POLISHED
INTELLECTUAL
DISCIPLINED
SYSTEMATIC
=
=
=
THE
AVANT-GARDE
ARCHETYPE
How to sell to CONNOISSEUR
• Be up-to-date
• Understand the goals
• Give options
How to sell to THE AVANT-GARDE
• Focus on what’s next
• Consider trends
• Show improvement for future
How to sell to THE ARCHITECT
• Bring your ‘A’ Game
• Think before speaking
• Don’t be pushy
How to sell to THE BLUE CHIP
• Do it with dignity and taste
• Think “Best-in-Class”
• Don’t take unnecessary risks
How to sell to THE VICTOR
• Maintain impeccable standards
• Execute at the next level
• Prepare to push yourself
HOW TO SELL TO THE 42 DIFFERENT ARCHETYPES
How to sell to THE SCHOLAR
• Stay disciplined
• Deliver quality or don’t deliver
• Watch the details
[email protected] | © 2015 How To Fascinate. All rights reserved.
5
THE TRUST PERSONALITY, EXPLAINED
HOW TO UNDERSTAND (AND SELL TO) SOMEONE WITH THIS PRIMARY ADVANTAGE
PRIMARY ADVANTAGE + SECONDARY ADVANTAGE = ARCHETYPE
Stable
Dependable
Familiar
TRUST
PRIMARY ADVANTAGE
+
+
+
+
+
+
INNOVATION
PASSION
POWER
PRESTIGE
MYSTIQUE
ALERT
Creative
Entrepreneurial
Visionary
Engaging
Expressive
Intuitive
Confident
Goal-Oriented
Decisive
Respected
Ambitious
Results-Oriented
Observant
Independent
Logical
Detailed
Organized
Proactive
=
=
=
THE
AUTHENTIC
THE
GRAVITAS
THE
DIPLOMAT
THE
ANCHOR
THE
GOOD CITIZEN
CURIOUS
ADAPTABLE
OPEN-MINDED
APPROACHABLE
DEPENDABLE
TRUSTWORTHY
DIGNIFIED
STABLE
HARDWORKING
LEVELHEADED
SUBTLE
CAPABLE
PROTECTIVE
PURPOSEFUL
ANALYTICAL
PRINCIPLED
PREPARED
CONSCIENTIOUS
=
=
=
THE
EVOLUTIONARY
ARCHETYPE
How to sell to AUTHENTIC
• Be warm
• Keep your word
• Be prepared to talk it though
How to sell to THE EVOLUTIONARY
• Show your commitment
• Offer multiple solutions
• Stay open to improvement
How to sell to THE ANCHOR
• Think before you speak
• Start with a solid foundation
• Don’t sell, explain
How to sell to THE DIPLOMAT
• Pay attention to every detail
• Focus on results
• Set the bar higher than usual
How to sell to THE GRAVITAS
• Take a no-nonsense approach
• Be on time, always
• Avoid hype
HOW TO SELL TO THE 42 DIFFERENT ARCHETYPES
How to sell to THE GOOD CITIZEN
• Have a solid plan in place
• Show the details that lead to success
• Include research and background
[email protected] | © 2015 How To Fascinate. All rights reserved.
6
THE MYSTIQUE PERSONALITY, EXPLAINED
HOW TO UNDERSTAND (AND SELL TO) SOMEONE WITH THIS PRIMARY ADVANTAGE
PRIMARY ADVANTAGE + SECONDARY ADVANTAGE = ARCHETYPE
Observant
Independent
Logical
MYSTIQUE
PRIMARY ADVANTAGE
+
+
+
+
+
+
INNOVATION
PASSION
POWER
PRESTIGE
TRUST
ALERT
Creative
Entrepreneurial
Visionary
Engaging
Expressive
Intuitive
Confident
Goal-Oriented
Decisive
Respected
Ambitious
Results-Oriented
Stable
Dependable
Familiar
Detailed
Organized
Proactive
=
=
=
THE
SUBTLE TOUCH
THE VEILED
STRENGTH
THE
ROYAL GUARD
THE
WISE OWL
THE
ARCHER
NIMBLE
UNASSUMING
INDEPENDENT
TACTFUL
SELF-SUFFICIENT
MINDFUL
REALISTIC
INTENTIONAL
TO-THE-POINT
ELEGANT
ASTUTE
DISCREET
OBSERVANT
ASSURED
UNRUFFLED
ON-TARGET
REASONED
PRAGMATIC
=
=
=
THE SECRET
WEAPON
ARCHETYPE
How to sell to THE SUBTLE TOUCH
How to sell to THE WISE OWL
• Don’t expect a lot of feedback
• Show the pros and cons
• Respect the process
• Draw them out
• Don’t smother
• Stay focused
How to sell to THE SECRET WEAPON
• Stay out of “the box”
• Offer different options
• Don’t be afraid to buck the system
How to sell to THE ROYAL GUARD
• Don’t bother trying to read them
• Expect understatement
• Don’t make a fuss
How to sell to THE VEILED STRENGTH
• Do your research. They will.
• Offer substance. Be efficient.
• Don’t try to push
HOW TO SELL TO THE 42 DIFFERENT ARCHETYPES
How to sell to THE ARCHER
• Use facts, not opinion
• Lose the drama
• Focus on solutions
[email protected] | © 2015 How To Fascinate. All rights reserved.
7
THE ALERT PERSONALITY, EXPLAINED
HOW TO UNDERSTAND (AND SELL TO) SOMEONE WITH THIS PRIMARY ADVANTAGE
PRIMARY ADVANTAGE + SECONDARY ADVANTAGE = ARCHETYPE
Detailed
Organized
Proactive
ALERT
PRIMARY ADVANTAGE
+
+
+
+
+
+
INNOVATION
PASSION
POWER
PRESTIGE
TRUST
MYSTIQUE
Creative
Entrepreneurial
Visionary
Engaging
Expressive
Intuitive
Confident
Goal-Oriented
Decisive
Respected
Ambitious
Results-Oriented
Stable
Dependable
Familiar
Observant
Independent
Logical
=
=
=
THE
COORDINATOR
THE
ACE
THE
EDITOR-IN-CHIEF
THE
MEDIATOR
THE
DETECTIVE
STRATEGIC
FINE-TUNED
JUDICIOUS
CONSTRUCTIVE
ORGANIZED
PRACTICAL
DECISIVE
TIRELESS
FORTHRIGHT
PRODUCTIVE
SKILLED
DETAILED
STEADFAST
COMPOSED
STRUCTURED
CLEAR-CUT
ACCURATE
METICULOUS
=
=
=
THE
COMPOSER
ARCHETYPE
How to sell to THE COORDINATOR
• Allow them to show you the way
• Communication is key
• Stay on budget, on time
How to sell to THE COMPOSER
• Don’t miss the forest for the trees
• Offer new ideas, then back them up
• Think it through, but do it fast
How to sell to THE ACE
• Give them control
• Prepare for every outcome
• Don’t get overly-emotional
HOW TO SELL TO THE 42 DIFFERENT ARCHETYPES
How to sell to THE MEDIATOR
• Set up a structured plan
• Stay true to the cause
• Avoid chaos
How to sell to THE EDITOR-IN-CHIEF
• Deliver by the deadline
• Watch the road ahead
• Don’t let them down
How to sell to THE DETECTIVE
• Make it a win/win, or you will lose
• Play a supporting role
• Ignore your gut and mind the numbers
[email protected] | © 2015 How To Fascinate. All rights reserved.
8
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HOW TO SELL TO THE 42 DIFFERENT ARCHETYPES
[email protected] | © 2015 How To Fascinate. All rights reserved.
9
THE LEGAL STUFF...
No amendments, alterations or changes may be made to this document or the underlying Fascination Advantage®
assessment without first obtaining the express written permission of How To Fascinate or Sally Hogshead.
Fascination Advantage®, Discover How The World Sees You®, How To Fascinate®, each of the 7 Fascination Advantages,
and the 49 Fascination Advantage® Archetypes are trademarks of How To Fascinate and/or Sally Hogshead. All other
trademarks and copyrights are property of their respective owners.
Copyright © 2012-2015 How To Fascinate and Sally Hogshead. All Rights Reserved. Reproduction is prohibited without
express permission of How To Fascinate or Sally Hogshead.
HOW TO SELL TO THE 42 DIFFERENT ARCHETYPES
[email protected] | © 2015 How To Fascinate. All rights reserved.
10