The Sales SOCIAL STYLE Self-Perception Profile measures a salesperson’s SOCIAL STYLE and Versatility using an online self-assessment. The profile report is unique to the roles and responsibilities of a sales professional and uses norms of other sales professionals. The Improving Sales Effectiveness with Versatility (ISEV) Concepts Guide is included with the profile.

1. Self-Perception
Sidney Jones
SOCIAL STYLE
Profile
Sample Organization
Session:
By:
Prepared for:
Improving Interpersonal Effectiveness
14 Apr 2014
SOCIAL STYLE, The Social Intelligence Company, The Creator of
SOCIAL STYLE and TRACOM are registered trademarks of the
TRACOM Corporation. SOCIAL STYLE Model is a trademark of the
TRACOM Corporation.
© The TRACOM Corporation. All Rights Reserved.
Centennial, Colorado 80111
303-470-4900 • 800-221-2321 (US Only) • www.socialstyle.com
SALES
SAMPLE
REV MAR 2017

2. Prepared for: Sidney Jones
Self-Perception SOCIAL STYLE Profile for Sales
Analytical
Position: Expressive
Review the Style narrative for the quadrant in which your SOCIAL STYLE score placed you. It will also be informative to review the
other Style Categories.
Driving
ExpressiveAmiable
ASKS
EMOTES
TELLS
CONTROLS
EXPRESSIVE STYLE = Tell Assertive + More Emoting Behavior
Salespeople with an Expressive Style focus their attention on the future, with intuitive visions and outspoken spontaneity. Others,
including customers, may see them as imaginative and creative. These individuals can generate enthusiasm, and their behavior can be
stimulating, exciting, and fun for others. They tend to make decisions quickly, based on how they feel about a situation. They appear
warm and approachable, yet competitive for recognition and involvement in relationships. Some see their behavior as flighty,
impractical, and overly emotional. Because of their desire to act on opinions, hunches, and intuitions, rather than hard facts, their
expressive behavior can lead to mistakes and frequent changes of direction.
Position
© The TRACOM Corporation. All Rights Reserved. Page 1

3. Prepared for: Sidney Jones
Self-Perception SOCIAL STYLE Profile for Sales
SELF-PERCEPTION
Congratulations on taking the first step toward understanding your behavior and improving your performance! The knowledge you
gain from the Self-Perception Profile will help you understand your impact on others. In order to more fully understand your behavior,
consider how others might view you. It is likely that others see you behaving somewhat differently. TRACOM Group's research has
shown that over 50% of the time, self-perception is different from others' perception of your SOCIAL STYLE.
Critically consider your interactions with others and whether they are likely to view your behavior the same as you do.
AMIABLE STYLE = Ask Assertive + More Emoting Behavior
Amiable Style salespeople are relationship oriented. They interpret the world on a personal basis and get involved in the feelings and
relationships between people. They prefer to get things done with and through others. They look for personal motives in the actions of
others. They may find it difficult to understand that some people react purely from the information at hand or the practicality of the
situation or from a desire to make the future more interesting and exciting. These individuals' sensitivity for others often lends joy,
warmth, and freshness to social situations. They are often good team players, and people tend to readily communicate and share with
these individuals. They frequently stick with the comfortable and the known, and they tend to avoid decisions that might involve
personal risks and conflict. As a result, they can appear slow or reluctant to change when the situation demands.
ANALYTICAL STYLE = Ask Assertive + More Controlled Behavior
Analytical Style salespeople appear to live life according to facts, principles, and logic. These individuals tend to behave in ways that fit
into their overall theory and ideas about the world. Others may view them as lacking enthusiasm or appearing cold and detached. They
project the image of good planners, organizers, and problem solvers with the ability to complete tasks systematically. Because of their
apparent concern for facts, logic, and serious organization of thought, coupled with a desire to be "right," Analytical Style salespeople
often display a reluctance to declare a point of view. They have a need to analyze all significant possibilities in an attempt to avoid any
chance of making illogical or inconsistent decisions. A faith in principles appears to assume greater importance than personal friendships
or personal gratification.
DRIVING STYLE = Tell Assertive + More Controlled Behavior
Salespeople with a Driving Style appear to know what they want and seem to display little difficulty expressing their conclusions about
anything that concerns them. Their slogan is "Let's get it done and get it done now." They tend to focus primarily on the immediate time
frame with little concern for the past or future. These individuals appear swift, efficient, and to the point. They know what they want and
become impatient with delays. They tend to express little concern for the feelings of others or for personal relationships. Some people
might consider their behavior to be harsh, severe, or critical since they give such limited attention to relationships. Others may see this
behavior as efficient and decisive. They sometimes use power in order to exert control during situations where they might feel
constrained in their abilities to achieve their objectives.
© The TRACOM Corporation. All Rights Reserved. Page 2

4. Prepared for: Sidney Jones
Self-Perception SOCIAL STYLE Profile for Sales
Expressive Style
Strengths and Weaknesses
People of any Style can be successful sales professionals. The key is to understand the behavioral preferences and tendencies of yourself
and your customers, and use this knowledge to interact more effectively with each of them as individuals. Below are the most common
strengths and weaknesses of your Style, and how people of your Style are likely to be perceived by customers. You will notice that some
of the same behaviors that are strengths can become weaknesses when done in excess.
Strengths
• Outgoing and energetic
• Motivated by recognition and sales success
• Can develop meaningful relationships with customers
• Creative and helps customers solve problems and find solutions
• Quick to decide and move sales process forward
• Takes customers' opinions into account
• Open with customers about personal opinions and feelings
• Good sense of humor when interacting with customers
• Oriented toward future needs of customers
• Effective at prospecting and seeking out new customers
Weaknesses
• May not monitor the effect his or her behavior has on customers
• Undisciplined in use of own and customers’ time
• Lacks focus during sales processes
• Unprepared during sales calls or presentations
• May be too casual in approach with customers
• Unexpectedly changes course with customers
• Makes decisions and takes action based on intuition, to the exclusion of facts or logic
• When frustrated, can become combative or argumentative with customers
• Can be too emotional or too personal with customers
• May not follow through with customers on commitments
How Customers View Your Style
Expressive Style salespeople are seen by their customers as energetic and motivated. They are viewed as very open and willing to share
their opinions and ideas with customers. They can be proactive about engaging their customers in dialogue as well as creative about
finding solutions to meet customers’ needs. At times they can also be seen as impulsive, undisciplined, and focused on their own needs
rather than their customers' needs.
© The TRACOM Corporation. All Rights Reserved. Page 3

5. Self-Perception
Versatility
Profile
SOCIAL STYLE, The Social Intelligence Company, The Creator of
SOCIAL STYLE and TRACOM are registered trademarks of the
TRACOM Corporation. SOCIAL STYLE Model is a trademark of the
TRACOM Corporation.
© The TRACOM Corporation. All Rights Reserved.
Centennial, Colorado 80111
303-470-4900 • 800-221-2321 (US Only) • www.socialstyle.com
Prepared for:
Sidney Jones
By:
Sample Organization
Session:
Improving Interpersonal Effectiveness
14 Apr 2014
SALES

6. Prepared for: Sidney Jones
Self-Perception Versatility Profile for Sales
Your Versatility
Your self-description indicates that you see yourself as successful at achieving a balance between meeting your own Style Need and the
Style Needs of your customers. In most interactions, you probably attempt to look out for the interests and comfort of your customers in
an effective and resourceful manner. You see yourself as effectively monitoring and controlling your behavioral preferences when
selling to people, which indicates that you are aware of others' Style Needs and preferences.
Displaying high Versatility will result in your customers having a high level of confidence in your abilities. You will usually be effective
in the way that you present your capabilities and services, and in the image that you create with customers. Likewise, you will usually be
reliable and creative in your approach as well as persistent and optimistic. You communicate in a way that leaves your customers feeling
like they have been heard and understood, resulting in them feeling that you are able to meet their true needs.
High Versatility
Versatility
Low Medium High
MY TENSION FOCUS OF CONCERN OTHERS' TENSION
VERSATILITY
TRACOM's research has shown that 65% of the population believes their Versatility is different from the way others evaluate them.
This means that Versatility can be a critical blind-spot for many people. This is particularly true for people who have low Versatility.
Our research found that 3 out of 4 people with low Versatility, as seen by others who rated them, saw themselves as having higher
Versatility. Although your perception of your own Versatility can be informative, it is important to consider whether this is an
accurate reflection of how others view you. Remember that behaving with Versatility requires constant effort and can change with
different people and circumstances.
© The TRACOM Corporation. All Rights Reserved. Page 1

7. CONCEPTS GUIDE
Improving Sales
Effectiveness With
Versatility™
TRACOM Sneak Peek
Excerpts from

8. © The TRACOM Corporation, All Rights Reserved.
Concepts
Guide
PAGE
TABLE OF CONTENTS
Introduction....................................................................................................................................................1
Why is it Important to Learn about SOCIAL STYLE and Versatility?..............................................1
How the SOCIAL STYLE Model™ is Unique...................................................................................... 2
Sales Survey.............................................................................................................................................. 3
Overview of this Guide........................................................................................................................... 4
SOCIAL STYLE® Fundamentals................................................................................................................. 5
Sampling the Personality Pie ............................................................................................................... 5
The Say and Do Standard...................................................................................................................... 6
Predicting Behaviors................................................................................................................................7
Behaving with Style................................................................................................................................. 8
Assertiveness...................................................................................................................................... 8
Responsiveness............................................................................................................................... 10
The SOCIAL STYLE Model™..................................................................................................................... 12
Dimensions of Behavior....................................................................................................................... 12
Showing Your Own Style..................................................................................................................... 12
Creatures of Habit..................................................................................................................................17
Unlocking the Keys to SOCIAL STYLE.............................................................................................. 18
Tension Management............................................................................................................................1919
Turning the Tension Channel............................................................................................................. 19
Tension: Motivator or Instigator?.......................................................................................................20
Getting Run Over by “Backup Behavior”.......................................................................................... 21
Avoiding the Need for Toxic Clean-Ups........................................................................................222
Versatility.......................................................................................................................................................24
Selling in the Third Dimension...........................................................................................................24
Support and Respect—A Necessary Ingredient for Sales Effectiveness..................................225
Gaining Support and Respect—One Step at a Time......................................................................39
Next Step.......................................................................................................................................................30
Frequently Asked Questions.................................................................................................................... 31

9. © The TRACOM Corporation, All Rights Reserved.
1
Concepts
Guide
Why is it Important to Learn
About SOCIAL STYLE and
Versatility?
Simply stated, here’s how it works. You have
preferred ways to act and interact with your
customers. For example, when you begin
the sales process you may prefer to move
fast, gather just the necessary facts, contact
people, and get things going right away; or,
you may prefer to take things slower as you
sort out the details, consider alternatives,
and contemplate the consequences of
taking one course of action versus another.
These behavioral preferences and patterns
of behavior are a part of your SOCIAL STYLE.
Your customers also have their own
behavioral preferences or SOCIAL STYLE.
As you know from past interactions their
SOCIAL STYLE can be quite different than
your own. How effective you are with your
customers depends on how you take their
preferences into account, and how well
you control your own. Your impact and
effectiveness on your customers is a result
of another key concept, Versatility.
Consider the variety of people you call on.
Perhaps, one speaks loudly and prefers to
dominate the sales conversation; another
is highly focused on making the purchase
and getting the deal done; another goes out
of his way to be friendly and often ends up
talking about matters unrelated to the sale.
These and many other characteristic ways
of acting and interacting with people are
expressions of a person’s SOCIAL STYLE.
Your success in selling to a diverse range of
customers depends on: your technical skills as
a salesperson; specialized knowledge about
your products or services; and, your ability to
make your relationships mutually productive.
The essence of Improving Sales Effectiveness
with Versatility, is how you increase the
interpersonal effectiveness and productivity
between you and your customers and how
you earn their support and respect.
Improving Sales Effectiveness with Versatility
can also help you effectively plan and
prepare for customer interactions, approach
customers and analyze their needs, present
results, handle objections and gain their
commitment.1
You can learn to resolve, or
even head off, unnecessary conflict caused
by interpersonal friction that may arise during
the give-and-take of the sales process.
1 “Commitment” refers to any significant decision you
ask a customer to make, such as making a decision to
purchase the product or service you sell, or entering
into an agreement with you or your organization.
Introduction
This guide is designed to teach you
about SOCIAL STYLE and Versatility
concepts and how they can help
you develop skills to become a more
effective salesperson. By applying
the SOCIAL STYLE and Versatility
concepts in this guide, you can
develop better relationships with your
customers and get more done, faster,
with less effort. Plus, your customers
will most likely increase their levels of
support and respect for you.

10. © The TRACOM Corporation, All Rights Reserved.
3
Concepts
Guide
Identifying the SOCIAL STYLE
of your Customers
Sales Survey
A TRACOM study surveyed recent SOCIAL
STYLE training participants, who worked in sales,
to determine how effective SOCIAL STYLE had
been in their daily sales activities.
The survey questions focused on tasks
specific to salespeople including developing
relationships with customers, gaining
customer trust, and closing sales.
Because the sales profession relies heavily
on solid relationships, TRACOM wanted
to research how SOCIAL STYLE training
could contribute to better relationships and,
ultimately, more sales.
Summary of Findings
TRACOM’s study found that SOCIAL STYLE
training could dramatically impact a
salesperson’s ability to create more
positive relationships with current and
potential customers.
A majority of the surveyed salespeople felt
that SOCIAL STYLE training helped them
establish better relationships and gain trust
with customers and prospects.
Over half of the survey participants felt
that as a direct result of SOCIAL STYLE
training, they were able to close sales they
otherwise might not have. The chart below
illustrates the key findings.
key findings* percentage
More conscious about how their behavior impacts their customers 94%
Applied SOCIAL STYLE to their sales job 93%
Developed more positive relationships with customers 92%
Increased ability to influence or persuade customers or prospects 87%
Believe that their customers now have a greater sense of confidence and trust in them 87%
Improved ability to gain ongoing sales 78%
Build relationships with prospects more quickly 76%
Customers now more willing to disclose relevant information 75%
Convert prospects to customers more quickly 69%
Closed sales they otherwise might not have 58%
*TRACOM Group, Centennial, CO. The percentage reflects salespeople who either strongly agreed or
agreed to the statements. Visit www.TRACOMcorp.com for research reports.
EFFECTIVENESS OF SOCIAL STYLE FOR SALESPEOPLE

11. © The TRACOM Corporation, All Rights Reserved.
Concepts
Guide
5
Concepts
Guide
SOCIAL STYLE Fundamentals
Sampling the Personality Pie
It’s little wonder that great minds like Albert
Einstein stuck to simpler tasks like figuring
out the nature of matter and energy in
the universe! The SOCIAL STYLE Model,
following Einstein’s wise example, doesn’t
try to figure out your personality either.
SOCIAL STYLE deals with just your
behaviors, that part of your personality that
can be objectively observed. The word
personality comes from the Latin word
persona, which means “mask.” This term
is appropriate, since personality comprises
both visible and hidden qualities. In a simple
analogy, personality can be compared to
a pie. The inside of the pie, like much of
your personality, is out of direct view and
contains a mix of ingredients that give the
pie a unique texture and flavor. Behavior is
like the crust, the outer part of the pie that
everyone can see and describe in more or
less the same way.
Like the crust of the Personality Pie, SOCIAL
STYLE behaviors are particular patterns of
action that people can observe and agree
upon for describing a person’s usual behavior.
Style is like the crust of the
personality pie. It is the part that can
be seen – the observable behavior.
PERSONALITY PIE
As an individual, you have a unique
personality made up of a collection
of emotional patterns, mental
processes and thought patterns,
values, and behavior patterns which
are all influenced by genetics and
personal experience. Accurately
describing and explaining your
personality would not just be difficult,
it would be close to impossible.
Behavior
Observable
Say/Do
Personality
Personality includes inner qualities –
attitudes, aptitudes, dreams, values
and abilities.

12. © The TRACOM Corporation, All Rights Reserved.
[SOCIAL STYLE FUNDAMENTALS]
6
The Say and Do Standard
Observable behaviors are what you say (verbal
behaviors) and do (non-verbal behaviors),
with no judgments by the observer as to
why. Observable behaviors are interactions
between two people whose behaviors can
be observed and verified by others. The
interaction could be between you and your
customer or between you and a prospective
buyer. Notice that the Say and Do Behaviors
listed below are not either-or propositions.
Rather, they represent continuums, for
example, from quieter to louder, or from less
to more direct eye contact.
OBSERVABLE “SAY AND DO” BEHAVIORS
Loud
Faster-paced
Facially animated
More inflected
voice
More eye contact
Rigid posture
Leans forward
Honest
Intelligent
Arrogant
Motivated
Self-centered
Sincere
Critical
I like him.
He annoys me.
She interests me.
He irritates me.
I distrust her.
I hate him.
I trust him.
JUDGMENTSTRAITS OBSERVABLE BEHAVIOR
Quiet
Slower-paced
Facially controlled
Less inflected
voice
Less eye contact
Casual posture
Leans back
OBSERVABLE SAY AND DO BEHAVIORS

13. © The TRACOM Corporation, All Rights Reserved.
[SOCIAL STYLE FUNDAMENTALS]
10
Responsiveness
Responsiveness is a dimension of observable
behavior that measures the degree to which
others see you as tending to “control” or
“emote” when interacting. In other words, it
is the degree to which you display, or don’t
display, your feelings and emotions. Note
that, as used here, “control” does not mean
that the person controls the situation and
“emote” does not mean that the person’s
emotions are dramatic or out of control.
Instead, they are descriptions for the degree
of emotion that is outwardly displayed.
As with the Assertiveness Scale, you can use
the various verbal and non-verbal clues shown
in the Behaviors on the Responsiveness Scale
to identify a pattern in a person’s behaviors,
based on what you observe a person
actually saying or doing over time.
Behaviors on the Responsiveness Scale show
that when you speak in a more monotone
voice, use few hand movements, or control
your facial expressions, you are exhibiting
CONTROL Responsive behaviors (viewed
toward the top of the arrow). When you
speak with more inflection, use animated
hand movements, or show animated facial
expressions, you are exhibiting EMOTE
Responsive behaviors (viewed toward the
bottom of the arrow).
After numerous observations, a person can be
seen on the Responsiveness Scale as either
more Controlling or more Emoting, or as a
mix favoring either Controlling or Emoting.
Think about some of your customers’
behaviors. Chances are, you can readily
associate particular people with behaviors
on each end of the Assertiveness and
Responsiveness scales. Remember, people
have patterns of behavior, not set ways
of behaving under all circumstances. This
means that anyone can exhibit behaviors
from either end of the Assertiveness and
Responsiveness scales given the right
circumstances; but, over time, a pattern
emerges that helps to identify how a person
will tend to behave.
More
Controlling
Controlling
WITH SOME
EMOTING
More
Emoting
Emoting
WITH SOME
CONTROLLING
RESPONSIVENESS SCALE

14. © The TRACOM Corporation, All Rights Reserved.
Concepts
Guide
13
Concepts
Guide
“Let’s get it done, now.”
People with a Driving Style are seen by
others as active, forceful, and determined.
People with a Driving Style are direct; they
initiate social interaction and they focus
their efforts and the efforts of others on
the goals and objectives that they wish
to get accomplished now. They are
typically described by others as cool, less
personable, guarded and, at times, aloof,
as they typically do not openly show
their feelings or reveal the depth of their
emotions.
People seen as having a Driving Style
appear to:
„„ Know what they want
„„ Have little difficulty conveying their
conclusions about anything that
concerns them
„„ Focus on the immediate time frame with
relatively little concern for the past or
future
„„ Be swift, efficient and to the point
„„ Be impatient with delays
„„ Show less concern for the feelings of
others or for personal relationships
„„ Be harsh, severe or critical due to their
limited attention to relationships
„„ Be efficient and decisive
„„ Seek control through the use of power
„„ Use time in a disciplined manner
Driving Style Highlights
„„ Faster paced
„„ Make efforts to set the pace
„„ Less concerned for the value
in relationships
„„ Work in the present timeframe
„„ Tend to direct the actions of
others whether or not they are
the leader
„„ Tend to avoid inaction
DRIVING STYLE

15. © The TRACOM Corporation, All Rights Reserved.
[VERSATILITY]
24
Selling in the Third Dimension
The Versatility Dimension reflects
behavior that affects your interpersonal
effectiveness and ability to help others
achieve their needs and goals.
Unlike Assertiveness and Responsiveness,
which are relatively stable and consistent
over time, your Versatility can increase or
decrease depending on your willingness
to work toward mutually productive
interactions. Also, the more Versatility
you earn, the more effective you are likely
to be, unlike the behavioral dimensions
where there is no best place to be, no
good or bad Style.
To increase your sales effectiveness, you
must have the support and respect of your
customers. Your particular Style of behavior
matters less than how you actually use your
behavior to gain that support and respect.
Your ability to earn your customers’ support
and respect is reflected in their perception
of your Versatility, that is, your ability to
relate to them in a way that makes them feel
comfortable, helps them to achieve their
purchase objective, and to be satisfied with
you and the sales process. In fact, simply
being seen as genuinely trying to help
them succeed in the purchase process can
increase your Versatility.
A critical aspect of Versatility in the sales
process is whether your customers see you
as focusing on reducing your own tension
or on reducing their tension. Sales people
who are not overly focused on meeting
their own Style Need and are versatile
enough to adapt their behaviors to helping
customers meet their Style Needs are seen
as having higher Versatility.
The greater your willingness to
accommodate others and adapt to situations,
the greater likelihood of achieving higher
Versatility. TRACOM’s research shows that
higher Versatility is related to interpersonal
effectiveness and higher performance.
Versatility
With a basic understanding of the two
dimensions of behavior, Assertiveness
and Responsiveness that form
the SOCIAL STYLE positions, you
should now have a much better
understanding of the behavioral
tendencies of your customers in any
given situation, and you should be
able to take actions to work with
them more effectively. However,
there is one more dimension to
the SOCIAL STYLE Model. This
dimension, Versatility, is critical to
creating productive and successful
interpersonal interactions.
VERSATILITY DIMENSION
OTHERS’
TENSION
MY
TENSION
HIGHMEDIUMLOW
Behavior seen as focusing on...
Versatility