by Stephanie McBrier Hannett

Available in both Online and Paper-Based Format

A Sales Personality Test

What makes one salesperson successful and another unsuccessful? Popular books target characteristics such as ambition, initiative, self-confidence, tact... the list goes on. The common thread? Personality! Whether or not salespeople are aware of it, their personality shines through every interaction. 

Salespeople who know their own personal selling style and are able to flex it to match their clients' personal style are more successful than those who don't. What's My Selling Style? is a quick and easy way for salespeople to identify personal style, pinpoint their clients' styles, and then make adjustments where necessary. 

Selling-Style Assessment Learning Outcomes

  • Identify one of 4 personal selling-style preferences
  • Understand how to leverage style strengths and avoid trouble spots
  • Learn the clues to determine customers' personal styles
  • Discover how to adjust to match the customer's style
  • Find out how to sell to any personal style

What's My Selling Style starts with a 20-item self assessment that takes approximately 10 minutes to complete. Individuals complete each sales-related statement with the word or phrase that best describes their typical approach to sales. Scoring the assessment reveals a "My Selling Style Profile" and a dominant preference for one or more four personal styles: Direct, Spirited, Considerate, and Systematic

If you are planning to use What's My Selling Style in a classroom training session, we recommend you allow approximately 1 hour for interpretation of scores, topic discussion, debrief, and action planning. The What's My Selling Style Facilitator Guide includes everything you need to lead a successful training session from comprehensive background information and activities, to reproducible handouts and even a professional PowerPoint presentation. The Facilitator Guide also offers an easy-to-follow workshop outline that expands What's My Selling Style into a 1.5-hour programme. 

Uses for the Sales Personality Assessment

What's My Selling Style is appropriate for anyone to use for both personal and management development. The assessment can be used as a standalone training assessment, or it can be incorporated into a more comprehensive sales or negotiating training programme.

Product Type: Assessment 

Measures: Personal Selling Style 

Dimensions: Assertiveness; Expressiveness 

Time Required: 

Scoring: 10 minutes 
Interpretation and Discussion: 1 hour

What to Order 

Facilitator Set: Order one per trainer.
The comprehensive facilitator set includes everything trainers need to deliver What's My Selling Style, including background information, administrative guidelines, a step-by-step workshop outline, the HRDQ Style Model, alternative workshop designs, optional activities, Microsoft PowerPoint presentation, and sample participant materials. 

Print Self-Assessment: Order one per individual or participant.
The Print Version is ideal for facilitators who prefer to oversee scoring and administration of the assessment, if you don't know who the participants will be before the class begins, or if your learners do not have easy access to computers. It includes pressure-sensitive forms for scoring to aid manual tabulation. The accompanying Participant Guide includes interpretive information, worksheets, and action planning. 

Online Self-Assessment: Order one per individual or participant.
The Online Version is an excellent choice for enterprise-wide training or audiences that are geographically dispersed. It offers 24/7 access, streamlined distribution, and instant scoring. Each Online Assessment includes personalized reporting, full-color charts, interpretive information, worksheets, and action planning.