Do You Know Your Style?


One of the most important things a person can do is understand his or her influence style. We never consciously think about how we are being perceived when we are seeking to communicate, most of us have never been trained on how to congruently and effectively communicate what we want people to feel, understand and hear from our communication. Just being aware that there are only 8 styles and you can train or condition yourself to any one of the styles that is crucial to your long-term success.

One of my biggest clients realized that early on in building his business he unconsciously hand picked sales people that fit his leadership style, his culture and his sales process. These sales people became his sales leaders as the company grew from 150 people to 2500 people in 3 years. They were very effective as they continued to personally bring in their style of people. The company decided they needed to grow quickly and hired a company to recruit any and every one; relying on their superior training to integrate people into the culture. It did not work. They did not fit and it became a nightmare. He came to us and we showed him, utilizing our sales assessment, very quickly that his company, culture, process, leadership style all were consistent but the majority of the people coming in were on the opposite side of his present culture. He used the sales assessment and the company has doubled in size and became one of the most dynamic and best companies/organizations to work for in America.

That is one of many examples of how the sales matrix is used to support people in their growth and success. Here are some points to ask yourself or think about:

What culture will support my unique style of influence?

Is the reason I feel stressed in my present environment because I have a different style?

It is good to know that I can train and condition myself to a different style if that is what I feel I need.

It is great to know my style, so I can put myself in the right environment to thrive.

My style has helped me take responsibility and understand how to make it in a culture that might not fit my style.

I make a lot more money, I feel better about my life every day, and I feel that I am growing and supporting others because I found a company to match my style.

Who should I hire? Does it match what I need in my company?



Rod Hairston
ABOUT THE AUTHOR
Rod Hairston> all articles
The Chairman of Trusum Visions and CEO of NASP the most amazing community for sales professionals in the world. Creating and delivering training programs in 50 cities in the US and 23 different countries. He is also the author the much acclaimed book Are you up for the challenge.
  • /_ckcommon/images/blanks/userPictureMale.jpgPaul Lowe9/1/2014 8:17:41 PM
    True, Rod. Of the eight seller styles, which do find, if any, to be the most important of them?

  • /_ckcommon/images/blanks/userPictureFemale.jpgSally Isok10/28/2016 7:04:50 PM
    Yesterday while on CPSP i did this assessment and was shocked to discover that i have Aggressive Style. I realized that the source of my motivation is "security", externally motivated which limits and runs me. Also as an aggressive seller the direction of my focus is "Self" which makes me controlling and manipulative. Now since i'm aware of it i want to train myself to switch to the ideal styles recommended and to be able to perform to my full capacity....

  • /data/userPictures/959514EE-95E6-4BAE-BA91-9FBDE2162E53.jpgEdward McAlexander, CPSP12/12/2016 12:37:24 AM
    I completed this before starting the program. Awareness is key. If you are aware of things, you are ahead of the game. Less than 72 hours till the completion of this program. Exciting stuff here!

  • /data/userPictures/C69D4536-C657-4D73-A3C4-9098D95A6E9F.jpgRobbie Gongwer6/12/2017 10:28:09 AM
    Wow! That is interesting. I have had to adjust my style to fit the job before. Though I was able to do it. It felt like swimming up against the current. It's nice to know I can do it, but alignment is so much more productive.