SALES TEMPERAMENT ASSESSMENT GUIDE
the
18
POWERED BY
selling
styles
An overview of the
18 Selling Styles
as Identified by the
Sales Temperament
Assessment
THE SALES TEMPERAMENT ASSESSMENT
THE 18 SELLING STYLES
1
ABOUT THIS GUIDE
The purpose of this document is to:
1.
Provide a very brief description of the 18 selling styles identified
by the Sales Temperament Assessment.
2.
Indicate the primary and secondary sales types—Hunter, Farmer,
Shopkeeper, Repairman and Handyman—for each selling style.
See the descriptions starting on Page 3.
SELLING STYLES
The Sales Temperament Assessment identifies 18 different temperament
styles, 17 of which are suited for sales of one kind or another, and one
style that generally doesn’t do well unless the person has a great deal of
desire and determination.
SALES TYPES
There are four broad categories of salespeople. Proactive salespeople tend
to fall into one of two categories—Hunters or Farmers. Reactive or passive
salespeople fall into the other two categories—Shopkeepers or Repairmen.
There is a fifth category—the Handyman—who is “handy” to have around
but who usually doesn’t do well in a sales role.
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THE 18 SELLING STYLES
PRIMARY V. SECONDARY SALES TYPES
As one might expect, most salespeople will spend the majority of their
time operating in their primary sales mode or type. A person’s secondary
sales type is a type of selling that he or she can do but is not particularly
inclined to unless the person has good reason to move out of his or her
primary comfort zone.
When a particular selling style doesn’t have a secondary sales type
associated with it, it means that the person is unlikely to easily change
the way he or she sells regardless of motivation.
Here’s a brief overview of the five sales types:
Hunter: Hunters thrive on seeking out new opportunities, opening new
doors and looking for the next opportunity.
Farmer: Farmers thrive on nurturing and maintaining accounts or
opportunities. They are well-suited for developing long-term business
from existing accounts.
Shopkeeper: The Shopkeeper has a pleasant personality and delights in
helping people. They work best in retail or inside sales positions.
Repairman: The Repairman is usually technical by nature and, while
helpful as a technical resource, rarely succeeds as a salesperon.
Handyman: The Handyman is usually a very nice person who enjoys
helping people but has a non-sales personality and very rarely succeeds
in sales.
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THE 18 SELLING STYLES
SELLING STYLE
1
2
RELATIONSHIP OR CONSULTATIVE
Generally considered one of the more
acceptable and successful types, adjusts
well to most selling situations
FARMER
NONE
VERSATILE, RELATIONSHIP OR
CONSULTATIVE
Exhibits the ability to adjust between
the Relationship or Consultative style
(1) and Proactive selling style (3), with a
preference for the Relationship or
Consultative style
FARMER
HUNTER
PROACTIVE
Most associated with entrepreneurs
and others who exhibit strong drive,
often quite competitive. The best will
be able to adjust between this style and
the Relationship/Consultative styles
HUNTER
NONE
VERSATILE PROACTIVE
Exhibits the ability to adjust between
the Proactive Style (3) and the
Relationship/Consulatative selling style
(1) with a preference for the Proactive
style
HUNTER
NONE
3
4
PRIMARY SECONDARY
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THE 18 SELLING STYLES
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6
7
8
9
SELLING STYLE
PRIMARY SECONDARY
VERY PROACTIVE
Strong competitive drive that is
tempered by an outgoing personality
HUNTER
NONE
HIGHLY PROACTIVE
Strong competitive drive that is
tempered by an outgoing personality
HUNTER
NONE
CLOSING
More comfortable with the one-call
sale than with developing long-term
relationships. Often very competitive
and work better on their own rather
than with a team. Ideal for seeking
out new business and pioneering new
product/concept ideas
LONE
HUNTER
HUNTER
AGGRESSIVE
Highly-focused, hard-driving selling
style best suited for the one-call sale
where, if the prospect walks, the sale is
lost. Works better on their own than as
part of a team
LONE
HUNTER
HUNTER
PASSIVE RETAIL
Best suited for retail sales, inbound
tele-marketing, customer support,
inside sales, etc. where the salesperson
takes a minimal or passive role in the
buying/selling decision
SHOPKEEPER
REPAIRMAN
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THE 18 SELLING STYLES
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SELLING STYLE
PRIMARY SECONDARY
PROACTIVE RETAIL
Best suited for retail sales, inbound
tele-marketing, customer support,
inside sales, etc. where the salesperson
takes an active role in the buying/
selling decision
SHOPKEEPER
REPAIRMAN
RELAXED
HUNTER
HUNTER
11
RELAXED
Competitive but exhibits a somewhat
laid-back approach to selling, most
successful when working under
competent sales management direction,
usually prefer to handle sales with a
short buying cycle
12
EASYGOING
EASY-GOING
Competitive but does not exhibit a
HUNTER
sense of urgency, most successful when
working under competent sales
management direction, usually prefer
to handle sales with a short buying
cycle
13
SOCIAL
Generally very well-liked, best suited
for maintaining existing business, need
to be cautious about spending too much
time socializing with clients.
SOCIAL
FARMER
HUNTER
FARMER
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THE 18 SELLING STYLES
14
15
16
17
18
SELLING STYLE
VERY SOCIAL
Generally very well-liked, best suited
for maintaining existing business,
likely to spend too much time
socializing with clients
PRIMARY SECONDARY
SOCIAL
FARMER
FARMER
HIGHLY SOCIAL
Generally very well-liked,
spend far too much time
socializing with clients
SOCIAL
SHOPKEEPER
REPAIRMAN
EXTREMELY SOCIAL
Generally very well-liked but are
highly-inclined to waste people’s time
with excessive socializing
SOCIAL
SHOPKEEPER
REPAIRMAN
CONGENIAL
Generally very pleasant and well-liked
but are not suited for sales because of
their desire to be liked, have difficulty
handling objections and closing sales
REPAIRMAN
NONE
NON-SALES
Not well-suited for sales and only
succeed through a great deal of
personal drive and desire.
HANDYMAN
NONE
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THE 18 SELLING STYLES
7
ADDITIONAL GUIDES
QUICK-READING THE STA REPORT
This document shows you how to speed read the Sales Temperament
Assessment to quickly find the information you need to help with your hiring
decision.
TEMPERAMENT V. SUITABILITY
These are the two factors that go into making the overall assessment portion of
the Sales Temperament Assessment. This document explains the relevence and
relationship between the two parameters and summarizes what you should be
watching for.
THE INVALID REPORT
Every so often—probably less than 1 percent of the time—an invalid STA report
is produced on a candidate. An invalid report isn’t all bad. This guide will help
you interpret the results and use the information.
BENCHMARKING THE SALES TEAM
This document provides a simple, yet effective, method of benchmarking your
sales team and developing minimum criteria. Conducting a self-validation will
also build and establish increased trust in the results of the Sales Temperament
Assessment.
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THE 18 SELLING STYLES
8
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