Customer Reviews

The Four Kinds of Sales People: Your Personal Path to Breakthrough Achievement

5 star:		(9)
4 star:		(3)
3 star:		(0)
2 star:		(0)
1 star:		(0)

 

 

Chuck Mache has taken a different tact in trying to correlate success in sales ability with personality. Unlike the usual cookbook texts with graphs, steps for achieving success, and outlines, Chuck goes a little deeper. To make it easier for the reader he's not specified specific sales such as an auto dealer, a real estate sales person or a medical device or pharmaceutical sales person. Instead he's carved out "generic sales people" and assigned four different personality types. He analyzes these individuals bringing in his perceptions of sales over the years, correlating these personality types to success, failure and response to variations in corporate challenges.

He has generalized sales personality types into "The Performer, The Professional, The Caretaker, and the Searcher." The Searcher is essentially someone dabbeling in a sales job while they are trying to find out who they are or what they want to become. As you might expect, as Mache lays out the opportunities and challenges, The Searcher is a personality type that needs to "fish or cut bait." No sense in wasting your time or a company's if you aren't able to commit to the job.

Regardless of what you sell, this book can be of interest. It was fun to read the characterizations and try to figure out where I might be classified. It will focus the reader on applying the strengths and weaknesses of these various types to your own sales experience - provided you have the honest introspection to take a hard look at yourself.

Mache hits the "triple red bull" with this book. He scores big in spotlighting that challenges are just that, designed to push us to breakthrough in areas of our "sales life" that we are not at all comfortable with. "The Four Kinds of Sales People" clearly illuminates the path to conquering these challenges and gives insight on what lies ahead for us upon breaking through to the next level, to grow profitably as sales people and move on to the next challenge in life, being able to face it head on!

The Performer

This book will help you understand why you sell things the way that you do and why you might not be selling anything at all! Once you understand your sales persona, it'll be easier for you to get results.

There are four salesperson profiles listed in the book:

1. Parker the Performer - Lives for recognition and awards. This type of person is very competitive and likes to be on Top.

2. Paula the Perfessional - Is all about keeping things in order, on time, and on budget. Someone who's really concerned about reputation and service.

3. Craig the Caretaker - Really concerned about the wellbeing of others. Wants to make sure that everyone is happy and becomes a satisfied customer.

4. Sarah the Searcher - Someone who might not be cut out for sales at all. Maybe needs to be doing something else.

I'm a combination of Craig and Sarah. I like to take care of people and provide a great service, but don't want to be in a direct salesperson situation. I prefer to just be myself, talk about what I'm doing, and if people are interested then I keep talking.

In conclusion, read this book if you are in sales or even if you aren't. You'll learn a lot about human communication if anything else.

I've read and re-read this fabulous work by Chuck Mache. I'm a real estate professional with a lot of experience in sales and the "why we do the things we do" part of life and let me tell you...he has "nailed" this one. This well written story not only cleary identifies the four kinds of sales people but offers some brilliant advice on what to do once you know where you are. I've always believed...in order to get anywhere you need to know where you are and where you want to go! This book will show you the "where you are" and offer suggestions on the where you may want to go. A great read and a "must add" to any salesperson's library!

Chuck Mache simplifies the complexities of salesperson personality and behavior. This direct approach provides tremendous insight for any salesperson looking to maximize their potential. Any sales manager working to get the most from a team will also gain valuable knowledge.

Mache's entertaining and engaging style makes his book easy to read and imparts new and interesting insight to help anyone achieve personal and professional goals.

I have been in sales, sales management and customer service for 20 years. This book says it all...but in a very different and unique way. It's something you can't describe, you have to experience it. Anyone who has been in the sales profession will find themselves in this book. They will have an undeniable, physical reaction to the truths the author lays out when they read about their "type". If "know thyself" is the supreme command, then this is the book that will help you get there. Thank you!

This is a excellent book - regardless of whether you are in sales or not. The author offers valuable insight into the hidden "trigger=points" to moving forward with your job, career or life. It is a fast read too.

was consulted by Warriors and Kings whom pilgrimaged from all over the world to find the secret to success. He answered each seeker's question with the phrase, "Know thyself." This book compares to the sage in that explicit understanding of your character will help you identify strong/weak points in your selling strategy. Furthermore, advice on how to move beyond the plateau phase is given in such detail that you will know explicitly which steps to take and what danger areas to be cautious of. Everyone has vulnerabilities; this book identifies those soft spots and gives pertinent advice on making permanent, life-changing corrections. If you are just starting out in the field, I especially recommend the read - you will identify thoroughly whether or not you should pursue a career in sales or not. It's not for everyone, you know!

Chuck Mache ripped the cover off the ball for me with his book. As a VP of sales both leading and closing strategic sales, I've been through many sales systems and books on the sales profession. What stands out is how easily and simply Chuck gets right to the heart of sales type and the underlying values that all sales people possess. As a result, I have become more introspective about my own performance and how I lead/coach my reps. Going forward, it will be required reading for my own sales reps as I seek to reinforce my passion and theirs for what we do every day.

This book challenges you to re-think EXACTLY what you stand for. If the status quo is good enough, this is a tough read. But if you are willing to examine your deepest intentions and annihilate your doubts, Mache's book is exactly what you need to clarify the passions that create breakthrough achievements.