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In this video we look at The Status Quo personality type and how best to interact with them when building a sales relationship.

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Quick reference

Identify the Personality Trait – The Status Quo

You need to get personal with your clients.  There are different personality types and you need to know how to identify these personality types.  Why is this important?  Because people buy from people who are like them or they see as similar to them. 

The third personality type is “The Status Quo”.

When to use

As a sales professional, you should always adapt your sales style based on the personality type of the client.  This doesn’t mean change your core values or beliefs of who you are and how you are going to sell.  Those things all stay in place.  This just means adapt your style to make the client feel comfortable.

Instructions

There are 4 personality types.  The third one is ‘The Status Quo.’

  • Traits of ‘The Status Quo”
    • Steady workers
    • Do not like change
    • Slow paced
    • Pay attention to detail
    • Introvert
    • Talk softly
  • Positives of ‘The Status Quo’
    • Reliable
    • Thorough
    • Form deep relationships
  • Challenges of “The Status Quo”
    • Can be accused of not showing enough emotion
    • Indecisive
    • Have a tough time with change

To sell to ‘The Status Quo’ you need to bring your voice down and speak a little slower.  You want to pay attention to detail.  Pull out the spreadsheet and show them what you are selling and how it is going to benefit them.  Take time building the relationship.  These will be your loyal customers.

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  • 00:04 In this video, we're gonna continue with step four, get personal.
  • 00:10 We're gonna help you identify the four personality types.
  • 00:13 So the two we've covered in the past videos so
  • 00:15 far are the captain, somebody who's decisive, bottom-line oriented.
  • 00:20 We've covered the inspiration, somebody who connects well with others and
  • 00:24 is inspirational.
  • 00:26 The third personality type is called the status quo, right?
  • 00:30 This is what I call the status quo.
  • 00:32 What are those traits?
  • 00:34 Well, they're very steady workers, right?
  • 00:37 They don't like change.
  • 00:39 They like things exactly the way they are.
  • 00:42 They're slow paced, they pay attention to detail, they're introverts.
  • 00:48 You see how my voice came down?
  • 00:50 Cuz they talk a little softer.
  • 00:53 Here's the positives.
  • 00:55 They're very reliable, they're thorough, they form deep relationships, okay?
  • 01:03 Some of the challenges.
  • 01:04 They can be accused of not showing enough emotion.
  • 01:09 They're indecisive, they have a tough time with change, okay?
  • 01:15 Good, so now when you're selling to that person, you wanna bring your voice down.
  • 01:18 You wanna speak a little bit slower.
  • 01:21 You wanna pay attention to detail.
  • 01:24 You wanna pull out that spreadsheet and
  • 01:27 show them exactly what you're selling, and how it's gonna benefit them.
  • 01:31 Take time building the relationship.
  • 01:35 Takes them longer to build a relationship than say an inspiration or a captain, but
  • 01:39 when they build those relationships, those are your loyal customers, good?
  • 01:46 Okay, excellent.
  • 01:47 That's what I call the status quo.
  • 01:49 They're steady workers, they don't like change, they're slow-paced, right?
  • 01:53 They pay attention to detail, they're an introvert.
  • 01:55 Now, ask yourself, are you a status quo?
  • 01:58 Is that your personality type?
  • 02:01 Great, because you're reliable, you're thorough.
  • 02:04 You form those deep relationships.
  • 02:05 Isn't it true?
  • 02:08 And have you ever been accused of not showing enough emotion by, typically,
  • 02:11 it's your significant other, right?
  • 02:13 Your husband, your wife, your boyfriend, or your girlfriend, right?
  • 02:17 It's not that you don't have the emotion,
  • 02:19 you just don't show it as much in your personality.
  • 02:22 Maybe it's something from your past or something, right?
  • 02:24 And by the way, which personality type is the best?
  • 02:31 Which one is better than the other?
  • 02:34 None, they're all the same.
  • 02:39 They have their strengths, they all have their soft spots.
  • 02:42 Whichever one you are, don't try to change who you are at the core, okay?
  • 02:48 Embrace that.
  • 02:49 Embrace that.
  • 02:51 But just know in a sales situation, you can bring it up,
  • 02:55 take it down, get more analytical, get less analytical.
  • 02:59 Whoever you're selling to, to make them feel more comfortable.
  • 03:02 I can't stress that enough, okay?
  • 03:05 All right, you guys got this.
  • 03:07 I'll see you in the next video.

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