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 Administrators’ 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.
