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Administrators are similar to Pioneers in that they
are competitive, goal-oriented individuals who take a factual approach
to problem solving and enjoy working independently. Where they differ
is that they do not share the Pioneer’s high sense of urgency. So
while Pioneers may be seen by both the customer and internal staff
members as hi-energy and pressure-oriented, Administrators will be
seen as more laid-back and easygoing. They are comfortable with the
fact that some goals will require a longer time frame to achieve. |
What turns them on about selling?
They enjoy winning and achieving their goals. They like the autonomy of
selling and thrive on being out on the road where they can call their own
shots.
At their best...
They are self-confident and, because of their analytical orientation,
they prefer to build a fact-based business case for their products. They
are persistent and will strive to overcome objections. As a bonus, because
of their high Relaxation score, it is unlikely that prospective customers
will feel that they are being pressured.
At their worst...
The Administrator's analytical nature results in a focus on
quantifiable benefits, often at the risk of overlooking the client’s
personal or emotional motivations for buying. As a result, they may miss
some of the more subtle buying signals from the customer during
presentations.
Their high Relaxation score may work against them. Today’s fast-paced,
hard-driving prospects — accustomed to
downloading product information from the Internet
— want everything immediately, if not
before. Administrators don’t share that urgency.
Around the office...
The combination of high Dominance and an analytical approach can lead
to a candid, sometimes undiplomatic communication style, although tempered
somewhat by their laid-back character.
Their high Relaxed score is a double-edged sword. They don’t leave
things to the last minute, which is a much-appreciated fact around the
office; however, they may be viewed as too easygoing and unresponsive by
their managers. They will view sales reports and other paperwork as not
directly pertaining to their goals and as a result will give these tasks a
low priority.
Summary
The combination of low Sociability and high Dominance makes the
Administrator well suited for new business development situations,
specifically where a high tolerance for rejection would be an asset.
Their numbers orientation makes them position their product as
something that will save the customer money, increase productivity, reduce
turnover, etc. They will feel less comfortable with emotional sales or
anything with a "buy now!" emphasis.
Advice to the Administrator
When building a business case for your products, try to factor in the
emotional or "soft" reasons to buy into your spreadsheet. You may find it
difficult to put a dollar figure on them, but the inclusion of these items
in your presentations will ensure that they are not overlooked.
Pick up the pace and be more responsive. In the age of instant
gratification, tomorrow is too late.
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