HOW TO SELL TO THE 42 DIFFERENT ARCHETYPES

D I S COV E R E D BY SA L LY H O G S H E A D

HOW TO SELL TO THE 42 DIFFERENT ARCHETYPES

PART OF THE FASCINATION ADVANTAGE® SYSTEM HOW TO SELL TO THE 42 DIFFERENT ARCHETYPES

[email protected] | © 2015 How To Fascinate. All rights reserved.

© 2015 How to Fascinate and Sally Hogshead. All Rights Reserved.

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THE INNOVATION PERSONALITY, EXPLAINED HOW TO UNDERSTAND (AND SELL TO) SOMEONE WITH THIS PRIMARY ADVANTAGE

PRIMARY ADVANTAGE + SECONDARY ADVANTAGE = ARCHETYPE

Creative Entrepreneurial Visionary

PRIMARY ADVANTAGE

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PASSION

POWER

PRESTIGE

TRUST

MYSTIQUE

ALERT

Engaging Expressive Intuitive

Confident Goal-Oriented Decisive

Respected Ambitious Results-Oriented

Stable Dependable Familiar

Observant Independent Logical

Detailed Organized Proactive

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THE MAVERICK LEADER

THE TRENDSETTER

THE ARTISAN

THE PROVOCATEUR

THE QUICK-START

BOLD ARTISTIC UNORTHODOX

PIONEERING IRREVERENT ENTREPRENEURIAL

CUTTING-EDGE ELITE PROGRESSIVE

DELIBERATE THOUGHTFUL FLEXIBLE

CLEVER ADEPT CONTEMPORARY

PROLIFIC THOROUGH DILIGENT

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= THE ROCKSTAR

ARCHETYPE

How to sell to THE MAVERICK LEADER • Be experimental • Prepare to be challenged • Encourage new ideas

How to sell to THE ROCKSTAR • Be prepared to think BIG • Constantly re-invent • Present with confidence some risks

How to sell to THE TRENDSETTER • Show a variety of options • Improve on the status quo • Stay ahead of the curve


How to sell to THE PROVOCATEUR • Expect the unexpected • Stay open-minded to revision • Ask smart questions

How to sell to THE ARTISAN • Have a plan and make it unique • Expect valuable input • Explore new paths

How to sell to THE QUICK-START • Stay on schedule • Use careful innovation • Don’t drag your feet


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THE PASSION PERSONALITY, EXPLAINED HOW TO UNDERSTAND (AND SELL TO) SOMEONE WITH THIS PRIMARY ADVANTAGE


Engaging Expressive Intuitive PASSION PRIMARY ADVANTAGE

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INNOVATION

POWER

PRESTIGE

TRUST

MYSTIQUE

ALERT







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THE PEOPLE’S CHAMPION

THE TALENT

THE BELOVED

THE INTRIGUE

THE ORCHESTRATOR

OUT-OF-THE-BOX SOCIAL ENERGIZING

DYNAMIC INCLUSIVE ENGAGING

EXPRESSIVE STYLISH EMOTIONALLYINTELLIGENT

NURTURING LOYAL SINCERE

DISCERNING PERCEPTIVE CONSIDERATE

ATTENTIVE DEDICATED EFFICIENT

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= THE CATALYST

ARCHETYPE

How to sell to THE PEOPLE’S CHAMPION • Create a strong emotional connection • Be supportive of ideas • Build conversation

How to sell to THE CATALYST • Show your cutting-edge thinking • Offer different options • Keep an open mind

How to sell to THE TALENT • Deliver the highest quality possible • Notice the details of execution • Present yourself with style


How to sell to THE INTRIGUE • Don’t push or come on too strongly • Play a supporting role • Don’t dumb it down

How to sell to THE BELOVED • Stay consistent in words and actions • Don’t force your opinions • Put away the dog and pony show

How to sell to THE ORCHESTRATOR • Don’t beat around the bush • Deliver quality or don’t deliver • Clear communication will be rewarded


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THE POWER PERSONALITY, EXPLAINED

HOW TO UNDERSTAND (AND SELL TO) SOMEONE WITH THIS PRIMARY ADVANTAGE PRIMARY ADVANTAGE + SECONDARY ADVANTAGE = ARCHETYPE

Confident Goal-Oriented Decisive POWER PRIMARY ADVANTAGE

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INNOVATION

PASSION

PRESTIGE

TRUST

MYSTIQUE

ALERT







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THE RINGLEADER

THE MAESTRO

THE GUARDIAN

THE MASTERMIND

THE DEFENDER

INVENTIVE UNTRADITIONAL SELF-PROPELLED

MOTIVATING SPIRITED COMPELLING

AMBITIOUS FOCUSED CONFIDENT

PROMINENT GENUINE SURE-FOOTED

METHODICAL INTENSE SELF-RELIANT

PROACTIVE CAUTIONARY STRONG-WILLED

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= THE CHANGE AGENT

ARCHETYPE

How to sell to THE RINGLEADER • Let them lead • Be a part of their team • Go big or go home

How to sell to THE CHANGE AGENT • Show your cutting-edge thinking • Never get complacent • Brainstorm with them

How to sell to THE MAESTRO • Be on-target • Constantly improve results • Focus on their goal


How to sell to THE MASTERMIND • Observe their goals • Play a supporting role • Prove your worth

How to sell to THE GUARDIAN • Stay consistent in words and actions • Be authentic • Slow and steady wins the race

How to sell to THE DEFENDER • Stay structured and follow the plan • Act fast • Address potential issues early


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THE PRESTIGE PERSONALITY, EXPLAINED HOW TO UNDERSTAND (AND SELL TO) SOMEONE WITH THIS PRIMARY ADVANTAGE


Respected Ambitious Results-Oriented PRESTIGE PRIMARY ADVANTAGE

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INNOVATION

PASSION

POWER

TRUST

MYSTIQUE

ALERT







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THE CONNOISSEUR

THE VICTOR

THE BLUE CHIP

THE ARCHITECT

THE SCHOLAR

ORIGINAL ENTERPRISING FORWARDTHINKING

INSIGHTFUL DISTINGUISHED IN-THE-KNOW

RESPECTED COMPETITIVE RESULTSORIENTED

CLASSIC ESTABLISHED BEST-IN-CLASS

SKILLFUL RESTRAINED POLISHED

INTELLECTUAL DISCIPLINED SYSTEMATIC

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= THE AVANT-GARDE

ARCHETYPE

How to sell to CONNOISSEUR • Be up-to-date • Understand the goals • Give options

How to sell to THE AVANT-GARDE • Focus on what’s next • Consider trends • Show improvement for future

How to sell to THE ARCHITECT • Bring your ‘A’ Game • Think before speaking • Don’t be pushy

How to sell to THE BLUE CHIP • Do it with dignity and taste • Think “Best-in-Class” • Don’t take unnecessary risks

How to sell to THE VICTOR • Maintain impeccable standards • Execute at the next level • Prepare to push yourself


How to sell to THE SCHOLAR • Stay disciplined • Deliver quality or don’t deliver • Watch the details


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THE TRUST PERSONALITY, EXPLAINED


Stable Dependable Familiar TRUST PRIMARY ADVANTAGE

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INNOVATION

PASSION

POWER

PRESTIGE

MYSTIQUE

ALERT







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THE AUTHENTIC

THE GRAVITAS

THE DIPLOMAT

THE ANCHOR

THE GOOD CITIZEN

CURIOUS ADAPTABLE OPEN-MINDED

APPROACHABLE DEPENDABLE TRUSTWORTHY

DIGNIFIED STABLE HARDWORKING

LEVELHEADED SUBTLE CAPABLE

PROTECTIVE PURPOSEFUL ANALYTICAL

PRINCIPLED PREPARED CONSCIENTIOUS

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= THE EVOLUTIONARY

ARCHETYPE

How to sell to AUTHENTIC • Be warm • Keep your word • Be prepared to talk it though

How to sell to THE EVOLUTIONARY • Show your commitment • Offer multiple solutions • Stay open to improvement

How to sell to THE ANCHOR • Think before you speak • Start with a solid foundation • Don’t sell, explain

How to sell to THE DIPLOMAT • Pay attention to every detail • Focus on results • Set the bar higher than usual

How to sell to THE GRAVITAS • Take a no-nonsense approach • Be on time, always • Avoid hype


How to sell to THE GOOD CITIZEN • Have a solid plan in place • Show the details that lead to success • Include research and background


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THE MYSTIQUE PERSONALITY, EXPLAINED HOW TO UNDERSTAND (AND SELL TO) SOMEONE WITH THIS PRIMARY ADVANTAGE


Observant Independent Logical MYSTIQUE PRIMARY ADVANTAGE

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INNOVATION

PASSION

POWER

PRESTIGE

TRUST

ALERT







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THE SUBTLE TOUCH

THE VEILED STRENGTH

THE ROYAL GUARD

THE WISE OWL

THE ARCHER

NIMBLE UNASSUMING INDEPENDENT

TACTFUL SELF-SUFFICIENT MINDFUL

REALISTIC INTENTIONAL TO-THE-POINT

ELEGANT ASTUTE DISCREET

OBSERVANT ASSURED UNRUFFLED

ON-TARGET REASONED PRAGMATIC

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= THE SECRET WEAPON

ARCHETYPE

How to sell to THE SUBTLE TOUCH

How to sell to THE WISE OWL • Don’t expect a lot of feedback • Show the pros and cons • Respect the process

• Draw them out • Don’t smother • Stay focused

How to sell to THE SECRET WEAPON • Stay out of “the box” • Offer different options • Don’t be afraid to buck the system

How to sell to THE ROYAL GUARD • Don’t bother trying to read them • Expect understatement • Don’t make a fuss

How to sell to THE VEILED STRENGTH • Do your research. They will. • Offer substance. Be efficient. • Don’t try to push


How to sell to THE ARCHER • Use facts, not opinion • Lose the drama • Focus on solutions


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THE ALERT PERSONALITY, EXPLAINED


Detailed Organized Proactive ALERT PRIMARY ADVANTAGE

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INNOVATION

PASSION

POWER

PRESTIGE

TRUST

MYSTIQUE







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THE COORDINATOR

THE ACE

THE EDITOR-IN-CHIEF

THE MEDIATOR

THE DETECTIVE

STRATEGIC FINE-TUNED JUDICIOUS

CONSTRUCTIVE ORGANIZED PRACTICAL

DECISIVE TIRELESS FORTHRIGHT

PRODUCTIVE SKILLED DETAILED

STEADFAST COMPOSED STRUCTURED

CLEAR-CUT ACCURATE METICULOUS

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= THE COMPOSER

ARCHETYPE

How to sell to THE COORDINATOR • Allow them to show you the way • Communication is key • Stay on budget, on time

How to sell to THE COMPOSER • Don’t miss the forest for the trees • Offer new ideas, then back them up • Think it through, but do it fast

How to sell to THE ACE • Give them control • Prepare for every outcome • Don’t get overly-emotional


How to sell to THE MEDIATOR • Set up a structured plan • Stay true to the cause • Avoid chaos

How to sell to THE EDITOR-IN-CHIEF • Deliver by the deadline • Watch the road ahead • Don’t let them down

How to sell to THE DETECTIVE • Make it a win/win, or you will lose • Play a supporting role • Ignore your gut and mind the numbers


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THE LEGAL STUFF... No amendments, alterations or changes may be made to this document or the underlying Fascination Advantage® assessment without first obtaining the express written permission of How To Fascinate or Sally Hogshead. Fascination Advantage®, Discover How The World Sees You®, How To Fascinate®, each of the 7 Fascination Advantages, and the 49 Fascination Advantage® Archetypes are trademarks of How To Fascinate and/or Sally Hogshead. All other trademarks and copyrights are property of their respective owners. Copyright © 2012-2015 How To Fascinate and Sally Hogshead. All Rights Reserved. Reproduction is prohibited without express permission of How To Fascinate or Sally Hogshead.



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