About this lesson
In this video we look at The Analyst personality type and how best to interact with them when building a sales relationship.
Exercise files
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The Analyst .docx199.8 KB The Analyst - Solution.docx
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Quick reference
Identify the Personality Trait – The Analyst
You need to get personal with your clients. There are different personality types and you need to know how to identify these personality types. Why is this important? Because people buy from people who are like them or they see as similar to them.
The fourth personality type is “The Analyst”.
When to use
As a sales professional, you should always adapt your sales style based on the personality type of the client. This doesn’t mean change your core values or beliefs of who you are and how you are going to sell. Those things all stay in place. This just means adapt your style to make the client feel comfortable.
Instructions
There are 4 personality types. The fourth one is ‘The Analyst.’
- Traits of ‘The Analyst”
- Cautious
- Analyze everything
- Like rules and order
- Introvert
- Positives of ‘The Analyst’
- Organized
- Thorough work
- Follow directions well
- Challenges of “The Analyst”
- Do not adapt to change well
- Tend to flounder if left on their own without direction
- Indecision
To sell to ‘The Analyst’ you need to come down to the Analysts level. You want to be organized and walk them through what you are selling.
- 00:04 In this video, we're gonna continue with step four, get personal.
- 00:10 We're gonna help you identify the four personality types.
- 00:13 We've talked about three of them already, right?
- 00:15 We've talked about the captain.
- 00:16 That's the one who's very bottom-line oriented.
- 00:19 Very determined.
- 00:21 We've talked about the inspiration.
- 00:22 They connect well with people, they're very inspirational.
- 00:25 We talked about the status quo.
- 00:27 Somebody who's a very steady worker.
- 00:29 They don't like change, but they do like details, they build deep relationships.
- 00:33 And in this video we're gonna talk about the fourth personality type.
- 00:38 The fourth personality type I call the analyst.
- 00:42 What's the analyst?
- 00:43 Well it's just like it sounds.
- 00:45 Their traits, they're very cautious.
- 00:48 They analyze everything.
- 00:51 They like the rules and they like order.
- 00:54 Okay?
- 00:54 And take a guess.
- 00:55 Is this person an introvert or an extrovert?
- 01:00 Good job.
- 01:00 If you said introvert, you're right.
- 01:03 They're very introverted, okay?
- 01:05 They're positive.
- 01:07 They're very organized.
- 01:08 They do extremely thorough work, and
- 01:11 they love to follow directions because they follow directions well.
- 01:14 That's what they want.
- 01:15 Tell me what to do, this, this, this, this, this, I'll get it done and
- 01:19 I'll double check my work.
- 01:21 Now some of the challenges with the analyst, they do not adapt well to change.
- 01:25 Does that sound like somebody else?
- 01:28 Yeah the status quo as well, right.
- 01:30 They don't like the change.
- 01:31 And they tend to flounder if left on their own without direction.
- 01:36 Okay, so you don't wanna take somebody who's the analyst and say, okay,
- 01:39 go to this project and tell me when you are done, right.
- 01:41 No, they prefer to have step by step, this is what I want done,
- 01:46 this is why I want it done this way, this is how you do it this way.
- 01:50 Okay?
- 01:51 And they have a very big problem with indecision as well.
- 01:56 With deciding.
- 01:57 Okay? Very,
- 01:58 the opposite end of the captain who makes quick decisions.
- 02:01 Sometimes those decisions are not right, are they?
- 02:04 Nobody ever makes the right decisions all the time.
- 02:07 Inspiration?
- 02:08 Somebody makes decisions quickly.
- 02:10 Now, you've got the analyst?
- 02:12 No, they're very indecisive, very indecisive.
- 02:16 And when they make a decision, they're very calculated about it, okay?
- 02:21 Same with the status quo, very calculated.
- 02:23 You've got two extroverts, two introverts, okay?
- 02:27 Are you being to connect these dots?
- 02:29 I know you are, very good.
- 02:31 So, ask yourself, who are you?
- 02:34 Who are you?
- 02:34 Are you the captain?
- 02:36 Are you the inspiration?
- 02:38 Are you the status quo?
- 02:40 Or you're the analyst?
- 02:43 Now, here's something interesting.
- 02:45 We all have all four of these people in a someone.
- 02:49 This is what's interesting, okay?
- 02:51 We all have all four of these.
- 02:54 Because at some times, different times, we're more of the analyst.
- 02:57 Different times, we're more of the inspiration.
- 02:59 Different times, we're more of the status quo, right?
- 03:01 It depends what we're talking about.
- 03:02 And the context, okay?
- 03:04 So we have all four of these things in us, we just have them at different levels.
- 03:09 So for you, which one is the highest level?
- 03:11 Where do you live?
- 03:13 Typically, okay?
- 03:15 Good, it's good to know that.
- 03:17 So you know when you enjoy a sale, just naturally and you're not thinking about
- 03:21 this, you like selling to the person who's like you, okay?
- 03:25 So now, this week,
- 03:26 I want you to really practice every sales call, every presentation.
- 03:31 I want you to practice matching the personality
- 03:34 of who it is you're sitting across from.
- 03:37 Who it is that's on the other side of that phone, okay?
- 03:40 This is going to help you get good at adapting to the different personality
- 03:44 types and how to serve with those personality types.
- 03:47 Make sense?
- 03:48 Excellent!
- 03:49 You got this.
- 03:50 I'm going to see you in the next video.
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