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Style Alert - What's Your Seller Style?

The NASP Seller Style Assessment is a brief survey that allows you to determine what type of selling style you predominately use as well as identify your ideal selling style. This survey helps you understand how your unconscious habits around selling and influence shape your identity and results.

If you haven't looked at what the Seller Styles are yet, you should do that first. A description of the eight styles can be found at the bottom of this page.

Once you've completed the survey, your results and overview with prescriptive coaching will be waiting for you in your profile page. Prescriptive coaching is a tool specifically customized for YOU based on your responses to the Seller Style Assessment.

Your selling style and customized coaching plan are waiting for you at the end!

By taking the Seller Style Assessment you will:

  1. Learn why you should know your current and ideal selling style
  2. Learn why there are only 8 selling styles and how to maximize yours
  3. Learn how your selling style may hurt or help your sale
  4. Learn what sales culture will support your best opportunity for success
  5. Become more appealing to organizations looking for your selling style

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What You Should Know
  • The NASP Seller Style Assessment is interactive and fast moving.
  • It's comprised of 24 questions and takes about 20 minutes or less to complete: 10 minutes to complete your "current" seller style and another 10 to complete your "ideal".
  • You may stop at any time during the assessment and pick up where you left off; it'll be waiting for you in your profile.
  • Once you've completed the assessment, your results and customized coaching plan overview will be available to view in your profile.

Introducing the IC-8® Sales Circumplex

Every sales person has a style that works for them. Some people focus on the product, others focus on the customer, and others focus on their own performance.

Our eight sales types (archetypes) represented on the IC-8® help identify what type of seller you are and what type of organizational culture will be your best fit.

There are two basic types of Motivation - internal and external. If you look at the sales archetype circle, you will see that there are two dotted lines, one vertical and one horizontal, that split the graph. Right now we are focused on the horizontal one, or the line of Security, which reflects your Motivation.

Seller Styles below the line are motivated by Certainty, which means that they are more externally motivated. Seller Styles above the line are motivated more by Growth, which means that they are internally motivated.

External Motivation

  • Being externally motivated means that your security or certainty is based on things outside of yourself. You feel certain if you have a title with authority, you know more than others, you understand everything, circumstances are going smoothly, people agree with you, or you have a system that runs itself.
  • Externally motivated individuals often try to control people and situations around them in order to feel a sense of certainty, but things and people always seem to slip through their fingers, so they are continually scrambling in an effort to maintain or regain control.
  • There is nothing wrong with being externally motivated, but if your sense of security is based on things outside of yourself, then you will be under constant stress because you can't control your environment. At best you might be able to influence your environment, but you will essentially be like a sailboat without a rudder: You will go wherever the wind blows, since external factors which you cannot control will drive you.
Internal Motivation
  • Being internally motivated means that the source of your certainty or security is inside yourself - in your belief system, in your ability to adapt to situations and produce a result, in your integrity, in your own personal standards for how you live your life, in your own sense of vision and direction for what needs to be done.
  • Internally motivated people are essentially driven by their own internal compass. Now matter what is happening around them, they always have a sense of what needs to be done and where they are going. Here you are like the sailboat with a giant rudder, to guide you regardless of how the wind blows, and when it blows against you, you can tack against it and use it to your benefit. And when there is no wind at all, you have a motor to simply drive you where you want to go.
  • Internally motivated people recognize that they cannot control people or circumstances in their life. Because they know this they don't place their sense of self and certainly in anything outside themselves. They do their best to influence people and situations, and then move on from there. They understand the one thing they do absolutely control is their response to what happens around them in life.