05/12/2021, 22:42 NASP

keyboard_backspace Back to Programs

PRINT print
Your Seller Style Profile
The survey identified your Seller Style based on
measurements of your motivation and your focus.
The source of your motivation is measured along a line with
"growth" at one end and "security" at the other. The closer
you are to the "growth" end, the more your actions are
motivated by internal factors and are based on a need for
growth and exploration (internally motivated). The closer you
are to the "security" end, the more you are motivated by
external factors and the need for security and protection
(externally motivated).
The direction of your focus is measured along a line that
ranges from being "others" focused to being "self" focused.
The closer you are to the "others" end, the more you are
focused on the group and caring for other people (externally
focused). The closer you are to the "self" end, the more you
are focused on taking care of yourself (internally focused).
There are eight Seller Styles that cover the range of
motivation/focus combinations. Seller Styles next to each
other are more similar and styles further apart are more
dissimilar. For example, the Social Seller on the far left of the
graph focuses on cooperation and fitting in, while the
Competitive Seller on the far right of the graph focuses on
winning and standing out.

Your Top Seller Style:

Visionary Seller
The Visionary Seller is Internally Motivated and balanced
in their Self-Other orientation. They are 100% committed
to what they're doing and have total belief in their
product/service. Visionary Sellers are strongly future-
https://programs.nasp.com/seller-style-assessment/results 1/7
05/12/2021, 22:42 NASP

oriented and way ahead of the market curve. They are

early adopters and are ideally suited to sell products and
services that don't yet have an established market. They
are inspirational and effective influencers/persuaders.
What the customer buys from the Visionary Seller is the
"sizzle with the steak".
Strengths

Visionary Sellers are creative and innovative. They are

high energy individuals who bring excitement and fun to
their work. They are motivated by an internal desire to
expand their horizons and explore the unknown. Growth
is very important to them, and they know how to
balance their need to accomplish tasks with their
concern for people. They are future oriented, and are
able to inspire enthusiasm and excitement in people
around them with their visions of what is possible. The
Visionary Seller is an influential and charismatic
communicator, able to motivate others to work toward a
common goal.
Challenges

Visionary Sellers can get lost in their own vision of what

is possible and may lose touch with the current realities.
This is troublesome when others need for practicality
and "real world solutions" are overshadowed by the
Visionary's comfort with the abstract. They also tend to
see themselves as somewhat larger than life. The
Visionary may minimize or downplay risks because of
their extreme optimism regarding future possibilities.

Seller Style Circumplex

https://programs.nasp.com/seller-style-assessment/results 2/7
05/12/2021, 22:42 NASP

Your Competencies
Your competencies are the characteristics you possess that
enable you to perform effectively.
They are the skills, abilities, traits and specialized knowledge
that you use to get the results you desire. Your competencies
could be skill based such as mathematical reasoning, verbal
fluency or multitasking. Your competencies may also describe
facets of your personality such as persuasiveness, stress
management, and friendliness. Basically, competencies are
the building blocks of your expertise.

Your top competencies are:

check_box You are motivated by a strong desire to focus on tasks

and achieving results.
check_box You use sound judgment in exercising your ability to
reason and solve problems.

Your Roles
Your Roles describe the different parts that you play in life.
For example, you are a daughter, a son, a mother, a father, a
friend, a companion, etc. We all play many roles each day of
our lives. Your Seller Style is an indication of some of the
Roles that you play professionally.
Every Role is defined by a set of required or expected
behaviors. For example, you may be the cheerleader, helping
to encourage and motivate other members of the team. You
may be the spokesperson, the team historian, etc.
The Roles that you are expected to perform are generally
based on combining your personal style and skills with the
expectations of your team members and leaders. They
describe how you typically approach your work.

Your top roles are:

https://programs.nasp.com/seller-style-assessment/results 3/7
05/12/2021, 22:42 NASP

check_box You help to keep everyones' eyes on the goal, namely

winning the sale!
check_box You focus on being the best and winning the sale.

Your Ideal Top Seller

Style: Value Seller
Strengths

Value Sellers are all about developing, encouraging and

helping others. Their strengths include empathy,
generosity and tolerance. Value Sellers know how to
balance their desire to make a sale with a concern for
adding value to the customer; they look for "win-win"
solutions. Customers trust the Value Seller. They know
that the Value Seller will give value and support in
exchange for their money. For the customer, they are not
buying the product/service; they are buying the Value
Seller.
Challenges

Value Sellers need to guard against giving too much of

themselves in the service of others. One potential
problem is that the Value Seller needs to guard against
investing in a sale more than the potential return.
Second, Value Sellers need to guard against neglecting
their own needs in investing in the development of
others. Finally, Value Sellers may subordinate achieving
business objectives with their concern for the well-being
of others.

Your Ideal Competencies

Your Ideal competencies are the characteristics that you
believe will lead to increased sales success.
This list gives you a specific target for further developing
your level of expertise. Like any skill, you can develop your
competencies through formal training, role modeling, and
coaching.

Your ideal competencies are:

You are motivated by a strong desire to focus on tasks

https://programs.nasp.com/seller-style-assessment/results 4/7
05/12/2021, 22:42 NASP

check_box and achieving results.

check_box You use sound judgment in exercising your ability to
reason and solve problems.

Your Ideal Roles

Your Ideal roles describe the actions and behaviors that you
believe will improve your effectiveness and lead to even
better results.
An excellent way to work on increasing performance in your
desired roles is through role modeling and coaching.

Your ideal roles are:

check_box You bring vitality and spirit to the team, enabling you to
uplift those around you.
check_box You get things done.

Where You're Going

As a Visionary Seller, your greatest
development opportunity has to do with
the strength of your vision. As it has
often been said, our greatest strength
unchecked can be our downfall.
Your ability to create and innovate, explore and expand, and
take things to another level is powerful. You know where you
want to go, and you build a plan to get there. You believe in
the product/service you offer and communicate that belief in
an enthusiastic and influential manner that creates
excitement and compels people to respond. You think big-
picture, always looking ahead to the future, staying one step
ahead of your clients, the industry, and the competition.
And of course you're thinking "what's wrong with that!" Well,
nothing is wrong with that. In fact that mindset is powerful
and what has made or will make you a successful
salesperson. It's not about changing any of that mindset-- it's
about making sure you're not missing other pieces in the
process.
https://programs.nasp.com/seller-style-assessment/results 5/7
05/12/2021, 22:42 NASP

Visionary Sellers strength of vision can be so exciting,

engaging, and compelling that it's difficult to step out of it
sometimes. You love concepts, ideas, and solving problems,
but you don't always love the sometimes "boring" mechanics
of executing on those ideas and turning them into reality.This
means details can be missed, and things slip through the
cracks.This at best means inefficiency and lost productivity
the client never sees, and at worst it means poor follow
through, an unhappy client, and a lost sale.
The vision may also sometimes be so clear to you that you
make assumptions, take short cuts, or just don't articulate
clearly when communicating to others, particularly the
client.And sometimes your belief and confidence in your
vision is strong that you may not see potential obstacles that
can get in the way.
So how do you make sure you harness the power of your
vision without it holding you back?

What To Do
Step One -- Break it down

Consciously step back from your vision, idea, solution, or

presentation, and take a "novice" approach. Forget for a
moment that you're the expert and pretend you know almost
nothing about what you're presenting.
Ask yourself, "What if I was a brand new salesperson, or my
client had no exposure at all to this information before, how
would I communicate to them?" Break it down into bite-sized
chunks, so it has a natural, somewhat linear progression, from
point A to B to C and so on.
Step Two -- The devil is in the details

The best solution or presentation in the world is still only the

beginning.Success, and getting and servicing the sale,
ultimately comes down to execution.
List out all the necessary steps, resources, details that must
be handled.Leave nothing out, whether you are handling
them or handing off to someone else, own the details.
Step Three -- It runs itself!

Every sale isn't completely unique. Identify the common

pieces, the consistent steps, the usual resources necessary.
Don't recreate the wheel every time, build systems and
processes that can be refined and repeated.

https://programs.nasp.com/seller-style-assessment/results 6/7
05/12/2021, 22:42 NASP

Create check off lists, sales process flow charts, cheat

sheets, outlines -- anything that automates the process
more.
Step Four -- Play devil's advocate (a.k.a. "the glass
is half full, but it's still not full")

You believe in what you sell and how you sell it. Your
confidence is one of your greatest strengths and is
contagious to your potential clients. But it can also
sometimes lead to an unhealthy optimism that ignores and
doesn't even notice potential obstacles to the sale.Healthy
optimism means that you believe and expect to get the sale,
but you also realize that nothing goes perfectly, so you need
to be intelligently prepared.
Step back again for a moment and be your greatest critic.
Where could this go wrong? Where could things break down?
What is the biggest bottleneck to the sale? Which elements
are most likely to get dropped or missed?
Now play the role of your client. Look at it through their eyes.
What will they be concerned about? What will they have
questions about? What will they need to know to justify the
sale? What questions will they have to answer to their
leaders?
Now play the role of your competitor. Where are you
vulnerable? What differentiates you? How could they swoop
in and steal the sell out from under you? How can you
counter their position before they even get the chance to
make it?

@2021 NASP Programs. All Rights Reserved.

https://programs.nasp.com/seller-style-assessment/results 7/7