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  1. 1. “I OPT” ® (Input Output Processing Template) INDIVIDUAL SALES REPORT ™ This report has been prepared for: Sample Sales Report © 1999, Professional Communications Inc. All rights reserved. Trademarks: Professional Communications Inc. Get your own personal I-Opt Individual Report Today at
  2. 2. Individual Sales Report Prepared for: Sample Sales Report Date Prepared: 10/15/2004 Thank you for completing the “I Opt” Survey. Your responses to the questionnaire have been tabulated and your own personal strategic sales style(s) have been identified. Your answers indicate that you scored highest in the ranges of Relational Innovator and Reactive Stimulator, respectively. This report contains a sketch of the behavioral traits and preferences common to those sales styles. When reviewing these results you should keep in mind that the ability to “sell” is a fundamental part of life. Everybody can and does sell. We sell ourselves to our mates, we sell our skills to our employers and we sell our old cars as we replace them. “I Opt” sales builds on this basic ability and carries it to an expert level status. Any style can reach this level. However, the way this might be done can vary. The sales style classifications above are based on the scores calculated from the answers that you provided. The scores do NOT reflect or predict your personality, ability, experience or suitability. They are simply a natural outcome of the way you process information. Any interpretation of this report should take into account ALL relevant input such as actual experience, skills, interests, abilities, the market being addressed and product being sold. © 1999, Professional Communications Inc. All rights reserved.
  3. 3. Your Primary Sales Style is Relational Innovator RELATIONAL INNOVATOR (RI) COMMON CHARACTERISTICS Goals: The opportunity to make a difference. Wants: Novelty, excitement, variety and challenges. Likes: Fluid, fast moving situations needing creative solutions. Driver: Discovery. Recognition of the value of ideas contributed. PREFERRED SALES ENVIRONMENT • Situations that do not have standard solutions. • Association with people who value new approaches. • Minimal rules and the resources to explore unusual options. ATTITUDE: Tends to be naturally expressive and interested. Is likely to be seen as open and nonthreatening. PRODUCT Gains product knowledge over time. Will quickly focus KNOWLEDGE: on improvements, modifications or other changes. May not quickly display a command of product detail. PROSPECTING: Is likely to be erratic in acquiring new prospects. Periods of intensity may be followed by relative neglect. PRESENTATION: Is likely to be engaging and expressive. May take detours from the planned presentation as a result of questions, comments or local circumstances. BUYER CONCERNS: Will probably answer buyer objections with creative resolution methods. Will tend to deviate from standard practices of answering buyer concerns. CLOSING: This can be an issue. Continually seeing possibilities may keep the RI talking when they could close the sale. REFERRALS: Is likely to be less than diligent in collecting referral opportunities. This will likely be seen as a routine matter and be lost as the RI pursues more interesting thoughts. TELEMARKETING: The RI is unlikely to follow prepared scripts with any rigor. They are easily diverted in conversation and may tend to wander a bit during a call. The routine nature of telemarketing will probably cause a degree of frustration.
  4. 4. Your Secondary Sales Style is Reactive Stimulator REACTIVE STIMULATOR (RS) COMMON CHARACTERISTICS Goals: To fully meet the goals that have been accepted. Wants: To quickly see results. Likes: Shortcuts, practical approaches and expedient solutions. Driver: A direct relation of performance to compensation. PREFERRED SALES ENVIRONMENT • Fast paced, to the point with support for routine duties. • Short, intense interactions. • A level of personal control (minimal rules). ATTITUDE: Tends to be naturally expressive, energetic and focused on satisfying the client’s needs. Can be subject to attitude “ups and downs.” PRODUCT May tend to act before they are in full command of KNOWLEDGE: product characteristics. This can apply to revisions as well as new product additions. PROSPECTING: Intense activity is likely. However, may tend to use an opportunistic rather than systematic approach. PRESENTATION: Is likely to deviate from prepared scripts. May tend to shortcut preparation and “wing it” in actual practice. Presentations are likely to be energetic, sincere and carry a note of urgency. BUYER CONCERNS: Will tend to quickly address buyers concerns but will most likely talk more than listen. May have a tendency to overcommit to special accommodations. CLOSING: Can be expected to move quickly toward a commitment. May tend to abandon client prospects that are not immediately receptive. REFERRALS: Obtaining referrals from client is likely to be uneven. Forgetting to ask may be a common occurrence. TELEMARKETING: The RS attitude can be very effective. But, the ability to keep to scripts may be an issue. Also, a tendency to have attitude “ups and downs” may cause uneven performance.
  5. 5. What Did the Survey Measure? The survey you took measures how you process information. There are different ways of doing this. Some ways stress planning. Others focus on action. Some will value stability. Others see change as desirable. There is no “right” or “wrong” way. All of these qualities are needed in the conduct of life. All styles are valuable but may differ in their effectiveness in particular situations. Sales can involve very different products or services. Some are complex and must be explained. Others are simple. Some are expensive while others are impulse items. Different product and customer characteristics will tend to favor different combinations of sales styles (primary and secondary). Your Sales Style Any type of sales involves information exchange. The ease with which you can sell will be affected by your way of processing information. The emphasis you give to each of the four basic processing strategies is shown in the chart below. Relational Innovator Hypothetical Analyzer Logical Processor Reactive Stimulator 0 5 10 15 20 25 30 YOUR SALES STYLE PREFERENCE STRENGTHS Each combination of sales styles produces unique traits and behaviors. The higher your score in a category, the more likely you are to display characteristics typical of that strategy. If two or more of your highest scores are close to each other, you are likely to find yourself displaying the qualities of each of the styles about equally. Your unique mix of strategies creates your sales style.
  6. 6. Sales and the Relational Innovator (RI) You favor the RI strategy as a way of navigating life. The pure RI is focused on new ideas and novel solutions. When this strategy is applied to sales, the RI will naturally focus on nonstandard situations that offer an opportunity to use their ability to generate ideas. This can be a valuable strategy IF the ideas are applied in a way that generates interest and client commitment. The RI typically can build client interest with the quality and volume of their ideas. They enjoy the give and take of discussion and this can earn client respect. The challenge for the RI is typically found in closing a client. The RI’s focus on ideas can cause them miss buy signals. Further, closing typically stops the enjoyable “give and take” and this can cause the RI to delay in closing. Even after a close the RI may tend to continue to talk, possibly undoing a successful close. The RI can be ideal for situations involving customized or built-to-order products. When working in more standardized areas of sales the RI can benefit from aids and support staffs that help them keep focused on the final goal—sales. Goals and the Relational Innovator (RI) Sales positions often have goals (i.e., quotas) to guide action and expectations. The RI recognizes goals but is typically not driven by them. Rather, goals are often viewed as a context that set the level of creativity that might be needed. When facing goals that exceed their capacity, the RI is not likely to feel high frustration. The RI typically does not invest emotional commitment into their achievement. In fact, goals can themselves become a subject of innovation—ideas on both ways to achieve or circumvent them. While goals are seldom a basis for frustration, the conditions under which they are pursued can be a source of irritation. The RI strategy requires flexibility. Things that confine the RI to predetermined behaviors are likely to cause the RI serious discomfort. If facing this situation, the RI may want to focus on expressing creativity by using efficiency innovations that stay within the predetermined area.
  7. 7. Best Relational Innovator (RI) Sales Environment The RI’s natural inclination is to devise new approaches to sales situations. Creating new approaches is a source of personal satisfaction. This makes the RI valuable in sales situations where existing methods are not working well. Locating RI’s in these areas benefits both the RI and the sales organization itself. The RI strategy requires “room” to work effectively. Rules, regulations and close supervision are likely to be resisted. Imposing restrictions on the RI is likely to result in frustration and probably substandard performance. The ideal situation for the RI is to be given an overall problem and then left to pursue its solution. The RI is typically forthcoming and will readily share ideas. They usually accept and build on the ideas of others. Environments that encourage free idea exchange are usually ideal. Also, the RI tends to benefit from support of people inclined to “do” things. The RI tends to invent rather than implement. Sales units that provide support in moving ideas to the market will be well received by the RI. Working with People Using Other Sales Styles Sales professionals must work with others inside a firm. The RI can find this easy or hard, attractive or unpleasant depending on the style of the other person. Working with the Reactive Stimulator (RS): The RI produces a stream of ideas and the RS figures ways to move them quickly to implementation. Both parties will tend to respect the other’s ability and work well together. Working with the Logical Processor (LP): This is a difficult relation. The LP’s focus on proven methods and skepticism is likely to frustrate the RI. Also, the LP’s detail orientation will seem overdone and counterproductive. Working with the Hypothetical Analyzer (HA): This is likely to be stimulating. The RI brings new ideas and the HA brings the ability to analyze their implications. Both people are likely to see value in the relationship. Working with Other Relational Innovators (RI): This is likely to be enjoyable. However, there is a high risk that the ideas exchanged will be lost before they can be implemented. A rapid pace, weak action focus, and a tendency to be diverted easily makes focused action an improbable outcome.
  8. 8. Selling and the RI Style Your sales style is a reflection of the way you choose to navigate life. Like everyone, you have capacities in all four basic styles. This means that, to some degree, you are able to sell to most people who you meet. However, to do this effectively you will have to bend your RI style to better match your client’s style. Selling to RS’ You can recognize the RS by their direct, positive and straightforward approach with a focus on “doing” something. You are likely to find the RS to be an interesting and stimulating client. They will quickly move on your ideas— perhaps before you are ready to have them moved on. Your major challenge in this relationship is knowing when to stop talking. The RS is action-oriented and needs a tangible outcome. Your ability to generate new options may prevent them from realizing this goal. If this happens, the sale is in jeopardy. Selling to LP’s You can recognize the LP by their formal, guarded and distant approach. The LP is focused on on getting the basic facts. This is likely to be the most difficult client for you to sell. You will have to suppress your tendency to offer ideas. The LP wants sure things. Do not use analogies. Stick to hard data. Tighten the organization of your thoughts. The LP values order and discipline. Disciplining yourself to think in a linear, step-by-step way will help put you into the world of your client. Selling to HA’s You can recognize the HA by their patient, unhurried and relaxed approach. The HA will be interested, ask many questions and will appear warm and supportive. The HA is likely to encourage your ideas. The more you give them, the more the HA has to think about and the longer it will take you to close the sale. Your best strategy may be to work on building rapport on a personal basis. You will be creating personal obligations in this process. HA’s are usually honorable people who will ultimately honor their obligations. Selling to Other RI’s You can recognize the RI by their frequent use of analogies, a dislike of detail, obvious enthusiasm and a steady flow of new ideas. Conversations are likely to be exciting, fast paced and enjoyable. Your vulnerability is never reaching a close. The idea stream is endless. Your may want to discipline yourself to use frequent trial closes and act on the first one that seems to take. This will keep you from putting too much on the table and talking yourself out of a sale Keep in mind that your prospect also has access to multiple styles. You are likely to see combinations of the behaviors described above. However, you will get a sales advantage even if you only focus on their dominant style.
  9. 9. Your Sales Profile This report is focused on your primary sales style. However, most people have some ability in each of the four basic directions. The graphic below gives you a picture of your total sales profile in all of its directions. REACTIVE STIMULATOR RELATIONAL INNOVATOR LOGICAL PROCESSOR HYPOTHETICAL ANALYZER YOUR SALES PROFILE You can use the above graphic to get an idea of your capacity along each dimension. Generally, the higher you scored on a style, the easier it will be to use that style in your sales approach. The strength also indicates how long you will be able to stay within that style. For example, if you scored low in a given dimension it is likely that you will only be able to effectively use it for a short time. You can use this knowledge in planning your sales forays that use your peripheral powers. Your profile describes the way you navigate life, as well as the way that you prefer to sell. Other people live in different situations and have developed different strategies. No one is right or wrong. They are just different.