| Doomsayer: |
Worries, will not take social risks (loses three
new accounts pre month). |
 |
| Over-Preparer
|
Over-analyzes, underacts (sells at 43% of quota)
|
|
| Hyper-Pro:
|
Obsessed with the image and looking good (but is
rated only average in presentation skills.) Confuses packages with
prospecting. |
|
| Stage Fright:
|
Fear group presentations (loses $10,800 in
annual gross sales).
|
|
| Role Rejection |
Secretly ashamed of sales careers; deflects identity
(loses four accounts per month). |
|
| Yielder:
|
Fears intruding on others (impedes success of TQM
programs). |
|
| Socially Self-Conscious: |
Intimidated by up-market clients (sells 33% under
quota). |
|
| Separationist: |
Won't mix business and friends (loses three accounts
per month). |
|
| Emotionally Unemancipated: |
Won't mix business and family (sells 15% under
quota). |
|
| Referral Aversion: |
Fears distributing existing business or client
relationships (sells 19% under quota). |
|
| Telephobia: |
Fears using the telephone for prospecting (loses
$10,000 in commissions annually). |
|
| Oppositional Reflex: |
Argues, blames, rebuffs attempts at coaching (loses
nine new accounts per year.) |
