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Test Date: 05-26-2011

SSPA
Selling Styles Profile Analysis

TM

Charlie S
Many programs claim to be based on "selling styles." But you can be certain the Selling Styles Profile
Analysis0 (SSPA0 ) is the genuine article. The six principle styles that make up the SSPA0 are based on
complex statistical studies begun in the early 1970s. Since then, thousands of salespeople have used the
SSPA0 to investigate their styles.
A word of caution: The Selling Styles are specific to sales presentation behaviors. They are not necessarily
indicative of broader personality or temperament factors. The primary selling styles measured by the SSPA0
are abstract statistical concepts which, in "pure" form, exist in theory but are not likely to characterize any
particular salesperson. In actual practice, the types should overlap to a significant degree, reflecting the rich
complexity in what salespeople are like and how they sell. The mission of the SSPA0 is to make you think
about how you sell and help you discuss your style, preferences and ambitions with others. We hope the
insights you acquire from this process will help you move closer to goals and objectives that are important to
you and your sales career.
The following report is based entriely on the answers you provided when
you completed the Selling Styles Profile Analysis0 .

1982, 1986, 1988, 1996, 2001-2007 Behavioral Sciences Research Press, Inc., Dallas, Texas USA. ALL RIGHTS RESERVED. PsychScore product group.
Competition-Oriented Selling, Image-Oriented Selling, Need-Oriented Selling, Product-Oriented Selling, Rapport-Oriented Selling, Service-Oriented Selling,
Style Plasticity Index, Style Plasticity, C-O-S, I-O-S, N-O-S, P-O-S, R-O-S, S-O-S, NRTQ, SSPA, Selling Styles Profile Analysis, Search Selling, Rival
Selling, Endearment Selling, Celebrity Selling, Surety Selling, Spec Selling and Close Reluctance are trademarks of Behavioral Sciences Research Press, Inc.
Rev 05-18-2007

Note: This report has been optimized for 300 dpi color printing.

Charlie S

Selling Styles Profile Analysis

Rapport-Oriented
Selling0
"Endearment Selling0 "

TM

Test Date: 05-26-2011

This salesperson's selling style emphasizes the interpersonal

elements of the sales process, especially those that may facilitate
the development of rapport, caring and trust. This approach is
client-centered rather than product-, credibility-, need- or
service-centered.

Style Highlights for High Scorers:

1
1

1
1

The seller's role is not to direct, but to help buyers discover solutions themselves
Presentations emphasize sensitivity to the customer's temperament and the development of a warm personal
relationship
Selling focus is relationship-oriented and long-term rather than close-oriented and short-term
Primary selling activities include empathetic listening, relating, building trust and other consultative behaviors

Potential Strengths:
0

Sales performance generally is predictable, consistent

and less susceptible to erosion than more flamboyant
sellers

Potential Weaknessess:
0

0
0

May provide service to customers that goes beyond

business expectations, creating goodwill for the
salesperson and the sales organization
Tends to be well-liked by customers

Typically is agreeable and responds well to sales

training
0

May be so customer-focused that timely sales

results receive insufficient attention
May feel threatened by objective standards and
quotas, preferring subjective performance
measures (like customer feedback forms) with less
accountability for results
May suffer from close reluctance1 and rigidly
resist suggestions to become more assertive and
outcome-focused
May be emotionally unprepared to handle rude
buyers or customers who need to be pressed to
make the decision to buy

Questions for Insight and Application:

1

What are my personal selling objectives? Are they compatible with the results my sales manager expects me
to achieve?
What would I do differently in my sales presentations if I were immune to putdowns, turndowns and negative feedback
from customers?
Is there someone I can trust to give me objective, accurate feedback about the strengths and limitations of
my selling behavior?
Whom do I know who is successful, but whose selling style is markedly different from mine? Could I observe
or partner with that person to try to expand my own style?

2001-2007. Behavioral Sciences Research Press, Inc., Dallas, Texas USA. ALL RIGHTS RESERVED. PsychScore product group.
Rev 05-18-2007

P. 2

Charlie S

Selling Styles Profile Analysis

Need-Oriented
Selling0
"Search Selling0 "

TM

Test Date: 05-26-2011

This salesperson's selling style focuses on the discovery of

existing customer needs that can be filled by a product or service,
rather than on creating need in the customer.

Style Highlights for High Scorers:

1
1

Selling style is more instructional than promotional and emphasizes product function over image
Selling is problem solving rather than product pushing; closing is considered a by-product of effectively
educating the customer
Presentations are organized around establishing or legitimizing need and then proving the product's value
in filling that need
Selling efforts focus on asking questions, gathering information and other investigative techniques

Potential Strengths:
0

Tends to excel at the "discovery" phase of the selling

process

Potential Weaknessess:
0

Typically very adept at fact-finding, listening, asking

effective questions and getting prospective buyers to
talk

Usually much better at qualifying prospects than other

styles

Tends to be patient, willing to invest time and energy in

letting the sales process unfold

May rely too much on the "rational man" model

(rational people invariably buy once they understand
the need for a product), overlooking subtle
interpersonal considerations
May dismiss closing and rapport-building strategies
as inadequate, unncessary or manipulative
May become "interrogation-bound," over-using
questions as the primary means of interacting with
customers

Better than average product knowledge and knowledge

of competitiors

Questions for Insight and Application:

1

Do my sales presentations include a distinct "closing" segment that is separate from the "discovery" and
"education" segments?
What persuasive language could I add to my selling script for the benefit of customers who need an extra
push to act on their needs?
Is there someone I can trust to give me objective, accurate feedback about the strengths and limitations
of my selling behavior?
Whom do I know who is successful, but whose selling style is markedly different from mine? Could I
observe or partner with that person to try to expand my own style?

2001-2007. Behavioral Sciences Research Press, Inc., Dallas, Texas USA. ALL RIGHTS RESERVED. PsychScore product group.
Rev 05-18-2007

P. 3

Charlie S

Selling Styles Profile Analysis

TM

Test Date: 05-26-2011

CHROMAGRAPHTM
R-O-STM
100
90
80
70

60

N-O-STM

C-O-STM

50
40

30
20
10

10
20

30 *

40
50

TM

S-O-S

I-O-STM

60
70
80
90
100

P-O-STM
Style Plasticity Index
Low

High

Positive Impression

Low

Embellishment

High

Low

Reaction to Questionnaire
High

Positive

2001-2007. Behavioral Sciences Research Press, Inc., Dallas, Texas USA. ALL RIGHTS RESERVED. PsychScore product group.
Rev 05-15-2007

Negative

P. 4

SSPA0 CHROMAGRAPH0 Scale Descriptions

Test Date: 05-26-2011

Charlie S

The SSPA0 Chromagraph0 charts your strength of preference across six selling styles. This report
includes detailed descriptions of your two most prominent selling styles. On this page we have provided
a brief summary of all six styles (in no particular order):
Service-Oriented Selling0 (S-O-S0 )
This selling style is likely to emphasize personal dependability, meeting obligations, fulfilling or exceeding
client expectations and, most of all, keeping commitments.
Competition-Oriented Selling0 (C-O-S0 )
This selling style is likely to be organized around persuasion and direct interpersonal "influencing."
Image-Oriented Selling0 (I-O-S0 )
This selling style comprises behaviors involved in "merchandising" and "packaging" a professional
self-image.
Need-Oriented Selling0 (N-O-S0 )
This selling style focuses on discovering existing client needs that can be filled by the product or service
being sold, rather than creating need in the client.
Product-Oriented Selling0 (P-O-S0 )
This selling style is likely to be arranged around describing, outlining, explaining and detailing product
features and benefits.
Rapport-Oriented Selling0 (R-O-S0 )
This selling style emphasizes the interpersonal elements of the sales process - especially those that are
thought to facilitate the development of rapport, caring and trust.
Style Plasticity Index0
The Style Plasticity Index0 is not a selling style. It estimates the extent to which you may be receptive to
learning alternative selling styles, philosophies and techniques.
The SSPA0 Chromagraph0 also produces three scales that indicate your orientation to the
questionnaire.
Embellishment
This scale estimates the degree to which you may have over-stated information in the questionnaire.
Positive Impression-Making
This scale measures the degree to which you may have chosen socially desirable responses on the
questionnaire.
Reaction to Questionnaire
This scale indicates the degree to which your answers might have reflected a negative attitude toward the
questionnaire.

2001-2007. Behavioral Sciences Research Press, Inc., Dallas, Texas USA. ALL RIGHTS RESERVED. PsychScore product group.
Rev 05-15-2007

P. 5