Diagnostic Sales People are a Rare Breed Strong on Listening Analyzing and Facilitating

If our sales staff is to play the role of diagnostician with our prospects, then we need a team of individuals strong on listening and analyzing and short on oratory and, perhaps, group presentation skills. Further, these individuals should exhibit lots of patience and careful attention to detail. Finally, much like a psychologist, or a therapist who is adept at putting patients at ease, these individuals need to expertly facilitate conversation and information exchange with prospects.

It should be clear, then, that the personality type for sales diagnosticians is far removed from the alpha male or female who takes over a room and bullies a prospect over a finish line to a sale. Of course, both types of sales people — diagnostic and hard sell — share a proclivity for making money, but the way each one goes about getting to the goal is, in fact, radically different.

We like to refer to true diagnostic sales personnel as individuals who have a skill for “playing chess with people.” The worst example of this type of personality will be less than forthcoming, prone to lying. Further, the low end of the employable spectrum for these personalities will exhibit an ability to manipulate others in a self serving manner. On the other hand, the high end of the spectrum on this personality type can produce extraordinary results when armed with well thought out products and prospects that fit a buyer’s profile. In fact, the high end of this spectrum can be trusted to finish the qualification job if the lead development team has not done its job completely.

To an extent this personality type is introverted. Introversion works to be benefit of a facilitation process as this personality type will certainly be responsive to the need to allow prospects the stage to share as much information as they see fit on specific topics.

Nevertheless, when selecting hires, it is recommended to look for a hint of extroversion and leadership. After all, once the diagnostic has been completed, the sales person will have to modulate into a different role, one where he or she can truly lead the prospect forward towards an inevitable decision that should be completely crafted around the product at hand and no other. The best examples of this personality type will have the composure to exercise these skills with care and subtlety.

We have ample experience identifying and recruiting team members for clients based upon targeted types of personality. If you are looking to hire diagnostic sales staff for a complex product, then we would be most interested in speaking with you. Please contact Ira Michael Blonder at +1 631-673-2929 to further a discussion. You may also email Mike at imblonder@imbenterprises.com.

© IMB Enterprises, Inc. & Ira Michael Blonder, 2012 All Rights Reserved

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