{"id":308,"date":"2006-09-18T15:20:27","date_gmt":"2006-09-18T20:20:27","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/?p=308"},"modified":"2006-09-18T15:20:48","modified_gmt":"2006-09-18T20:20:48","slug":"debunking-the-high-d-myth","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2006\/09\/debunking-the-high-d-myth\/","title":{"rendered":"Debunking the High D Myth"},"content":{"rendered":"

Many companies believe that the High D (Dominance<\/a>) selling style is ideal for successful sales. First, some descriptors of this style:<\/p>\n

Direct Daring Innovative
\nBlunt Competitive Bold
\nRisk Taker Problem Solver Challenge-Oriented
\nSelf-Starter Inquisitive Power<\/p><\/blockquote>\n

These traits are all admirable in a salesperson but this style, if unchecked, if a ticking time bomb. Yes, sales requires a drive, even an aggressiveness to be successful.<\/p>\n

In a previous post<\/a>, I briefly discussed this style in regards to a current news story. The salesperson I mentioned could be a case study in High D sales behavior. Another experience from this salesperson. He used to visit prospects and put an intense sales push on them. He was effective in some instances, but he was far more acerbic than anyone in the company knew.<\/p>\n

We helped this company hire another salesperson who was in the industry and covered the same territory as the High D salesperson. He told us during the interview that he would enjoy following the High D at a prospect’s facility. He mentioned that the easiest customers he gained were the ones who had just met with the High D salesperson and were completely upset by him. They viewed him as domineering, rude and inattentive. The High D cut down their objections and went for the hard close. The prospects often said no and then turned to this other salesperson for a competitive solution.<\/p>\n

This is a singular example, but we have seen it play out in other forms at other companies. Some items to consider if you have or hire High D salespeople:<\/p>\n