How Do I Sell

Sales is a socializing process, where we engage with our customers to generate business in a way that benefits us both. Our approach to such situations and interactions is guided by how we perceive ourselves, how we perceive the other person, how we intend to do work or get work done, and how we drive the interaction to achieve our sales objectives. It is our comfort and confidence in each of these zones that determine how successful our sales approach will be. 

We call this our attitude of "OKness" in relation to our own self (the sales professional) and to others (the prospect or customer). 

There are four possible attitudes.

1. I am Ok - You are OK

2. I am Ok - You are NOT OK.

3. I am NOT Ok - You are OK

4. I am NOT OK - You are NOT OK  

Each of these four approaches has a distinct impact on six aspects of our social behavior. These are our NURTURING style or how we support people. Our REGULATING style or how we manage our social interactions. Our WORK ORIENTATION or how we handle our routine tasks and work. How we respond to CHANGE. How we DRIVE OBJECTIVES or achieve goals. And finally how we CREATE or INNOVATE.

Our preferred quadrant of approach creates our Influencing style in each of these six domains.

This tool will help you identify your natural OK - Not OK style across each of these 6 aspects.    

For each of the statements below, choose 1 if you do not practice or agree with the statement at all. If you completely agree or practice what the statement says, then choose 5

The following is the key

1 - I NEVER behave this way

2 - I RARELY behave this way

3 - I SOMETIMES behave this way

4 - I USUALLY behave this way

5 - I ALWAYS behave this way

Please also note that there are no ideal or correct answers to the statements. Choose what you actually practice. To get fairly accurate indicators and guidelines, request you to be frank and forthcoming with your responses.