Sales Self-Talk Sounds Like This (Part 1).

The cool thing about personality tests is the same thing that makes me suspicious of them: they paint foggy pictures with broad strokes.

Nevertheless, if we muster enough self-awareness, the patterns of both our strengths and vulnerabilities come into bold relief with the help of a well constructed test.

These patterns always show up as our self-talk, and for sales people, the voices are remarkably similar and pepper every chapter of my book, "The Anxious Salesman; A Field Guide."

See if you recognize your voice amidst the self-talk from The Reformer (a.k.a. Perfectionist), The Helper, or The Achiever; three of the nine interconnected personality types underpinning the Enneagram personality model. (In subsequent posts, I’ll explore the other six types.)

The Perfectionist says:

“You should have done better. Your presentation wasn’t very good. You’re no expert. You missed a crucial detail.”

Sadly, the sales impact on Perfectionists is hesitation. They resist action until every slide, word, or follow-up is just right. They often re-live minor mistakes, fearing even small imperfection will define them. Hesitation becomes procrastination which in turn becomes missed sales opportunities.

The coaching antidote: Value genuine effort and responsiveness over flawlessness. Progress not perfection should be the Perfectionist’s mantra..

The Helper says:

“You’re not giving enough. You haven’t provided enough support to justify yourself. They’ll only like or trust you if you do more for them. Keep giving.”

Here, the sales impact goes right to the bottom line. Helpers tend to neglect their own boundaries, sometimes offering free advice, discounts, or extra time. This eagerness to help leads to burnout or resentment when there is no reciprocity.

To the Helper I would whisper, “Learn that strong relationships are built on mutual respect and balanced energy. Healthy boundaries make you a trusted advisor, not just a vendor.”

The Achiever says:

“You’re a failure if you’re not the best. First place is the only place that matters. If you aren’t at the top of the leaderboard, you don’t matter.”

A myopic manager might be happy knowing that’s what an achiever tells him / herself, but the impact on one’s esteem is grim.

The Achiever equates lofty goals and external success with self-worth. The fear of underperforming sabotages work / life balance, and the pursuit of recognition outpaces genuine connection. Ouch!

The Achiever I would challenge to bring authentic presence and integrity as the means to inner peace and winning new business.

I’ll explore the sales impact of the other six personality types underpinning the Enneagram in another blog post. In the meantime, I invite you to recognize your inner voice amidst the self-talk from The Reformer (a.k.a. Perfectionist), The Helper, or The Achiever.

👉 If it sounds familiar and painful, ask what your inner coach would say in reply. If you aren’t quite sure, I’m confident The Anxious Salesman can help. Grab some time with me here.

To the Championship Coach inside all of us!

Sheldon