Section 1 - The Report

Trait Summary
Sales related personality traits identified in the salesperson's written body language are listed in the Trait Summary section. A typical report reveals 10 to 15 unique personality traits.

Sales Trait Summary Below is a listing of the 48 possible, sales related personality traits that can be identified in a salesperson's written body language:

Abrupt	Critical	Impatient	Opinionated
Ambitious	Deceptive	Independent	Practical
Angry	Defensive	Inflexible	Proactive
Antisocial	Dignified	Intelligent	Rebellious
Anxious	Discouraged	Intuitive	Sarcastic
Apprehensive	Distracted	Irresponsible	Seeks Attention
Careless	Enthusiastic	Lacks Goals	Self-Centered
Cautious	Flexible	Logical	Self-Doubt
Conceited	Good Natured	Manipulative	Sensitive
Confident	Guarded	Materialistic	Tenacious
Contentious	Idealistic	Moody	Undisciplined
Creative	Immature	Noncommittal	Vulnerable

Emotional Perspective
The emotional perspective of a salesperson is a critical element of personality and plays a major role in how an individual acts and reacts to various situations.

Emotional Perspective Insight Statements
Insight Statements make up the majority of information found in the first page of the Salesperson Insight Report. Each of these concise, easy-to-understand sentences describe a key element of the salesperson's personality.

Insight Statements are like computer scripts that are automatically executed when certain situations occur. When Written Inc. analyzes a salesperson's written body language, we reveal the most dominant scripts, or Insight Statements, found in the individual's personality. A typical report contains 10 to 15 Insight Statements.

Section 2 - Specific Trait Details

Each of the traits identified in Section 1 of the Salesperson Insight Report are examined in detail as they relate to sales. The trait detail is divided into sections:

Trait Definition

Identifying the Trait in Yourself and Others

The Impact on Sales

How The Prospect Sees You

Suggestions for Improvement

View examples of Trait Details in the Sample Salesperson Insight Report ...

Section 3 - Instructional Guides and Workbook

In addition to the Salesperson Insight Report, each salesperson receives two instructional guides to help them improve and change. These guides are:

The Salesperson's Guide To Body Language
The Salesperson's Guide to Body Language is a 32 page instructional guide that will help improve sales performance by revealing to the salesperson what they are actually communicating to their prospects nonverbally and practical tips on what to change. It also teaches them how to read the prospects body language to know how the prospect really feels.

Table of Contents

Section 1. What is Body Language? - Introduction and background.

Section 2. Understanding common gestures and body language signs.

Section 3. Buying Signals - Knowing when to close and when not too.

Section 4. Reading the Negative Prospect - Identifying when the prospect is not interested, lying or disagreeing with what you're saying.

Section 5. Giving Better Presentations with Body Language - You are the most important visual aide in a presentation.

Section 6. The Prospects Territory - Body language in the prospect's office.

Section 7. Body Language over the Phone - Selling through voice tone and inflections.

Appendix A Personality traits and the related body language

View a except from The Salesperson's Guide To Body Language

Changing Your Thinking Workbook
Changing Your Thinking is a self improvement workbook included with each Salesperson Insight report. Attitudes, emotions and behaviors are determined by what the salesperson says to themselves and how they views the events that occur in their sales careers. This useful, easy to follow instructional workbook gives salespeople the tools they need to make lasting changes to their thinking and their lives.

View a Sample Salesperson Insight Report