Can salespeople improve their performance just by understanding their selling style? Yes! Salespeople who are aware of their personal style are more effective than those who are not. What’s My Selling Style?, the newest addition to the ever-popular HRDQ Style Series™, helps individuals analyze how they typically behave in a sales situation, identify their customers’ styles, and learn how to flex their own style to match their customer. With increased awareness and flexibility, salespeople can use style to maximize sales and rise above the competition.

 
Learning Outcomes

• Identify one of 4 personal selling-style preferences: Direct, Spirited, Considerate, or Systematic
• 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

 
Theory

What’s My Selling Style? and the other titles in the HRDQ Style Series™ are based on the well-known research and personality theories of psychologists Carl Jung, William Moulton Marston, and others. Most research has identified two basic dimensions of style, which we refer to as assertiveness and expressiveness. Assertiveness is the effort a person makes to influence or control the thoughts or actions of others. Expressiveness is the effort that a person makes to control his or her emotions and feelings when relating to others.

How It Works

What’s My Selling Style? is available in both e-Assessment and paper-based formats.  Both versions can be self-administered and self-scored.  Individuals are asked to respond to 20 statements.  Results reveal a preference for one of 4 personal selling styles. Response time takes approximately 10-15 minutes.  Scoring of the paper version can be completed in 5-10 minutes; scoring of the e-Assessment version is automatic. 

Both the paper-based and e-Assessment versions include the potential strengths and trouble spots of each style.  They also offer a quick guide for identifying a customer’s personal style, information about selling to every style, and an explanation of how to adjust personal style to match the customer.  Finally, an action planning section helps individuals to focus on improving selling rapport with a customer who's style is different from their own. The e-Assessment version provides a personalized, full-color report (view sample).

Uses for What’s My Selling Style?

What’s My Selling Style? is appropriate for all salespeople, in any type of organization.  It can be used as a stand-alone training tool or as component in any sales-related training programs.   Effective uses include:

• Icebreaker
• Basic skill building
• Motivator or refresher for experienced salespeople

What to Order

e-Assessment Version:
The e-Assessment version of What’s My Selling Style? is available through HRDQ Online, which uses a points-based banking system.  Banked points may be used for any HRDQ e-Assessment, and they never expire.  The more points you purchase, the more you save! Call our Product Consultant Team at 800-633-4533 to set up an online account and purchase points.

In addition to purchasing points for the e-Assessment participant report, it is necessary to purchase one Facilitator Guide per trainer. 

e-Assessment participant report contents:

• 20-item assessment
• Personalized, full-color report
• Interpretive information
• Expanded descriptions of selling style strengths and trouble spots
• “Identifying Different Styles” chart
• “Selling to Every Style” chart  (guidelines for selling)
• Action planning worksheet

Paper-based Version:
Order one Participant Guide per person.  In addition, you will need to purchase one Facilitator Guide for each trainer.

Paper-based Participant Guide contents:

• 20-item assessment with pressure-sensitive scoring
• Interpretive information
• Charts depicting style strengths and trouble spots
• “Identifying Different Styles” chart
• “Selling to Every Style” chart  (guidelines for selling)
• Action planning worksheet

Facilitator Guide contents:

• Administrative guidelines
• Instructions for online administration
• Background information on personal style and personal selling style
• Descriptions of the 4 styles, as well as strengths and trouble spots
• Selling to Every Style
• Technical development
• HRDQ Experiential Learning Model™
• How to use paper and online versions together
• Workshop design
• Preparation checklists
• Alternative training design
• 3 optional activities
• Microsoft® PowerPoint® presentation
• Reproducible masters including a certificate of completion, training evaluation, and handout for the Selling to Your Customers optional activity

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