INTRODUCING THE TRIBAL TYPES™ MODEL

The Tribal Types model is designed for one specific purpose: to help you identify a buyer’s “type” and then adapt how you work and sell with that particular person in the moment. Why “tribal”? The name originated when I was traveling in Brazil for work with Motorola in 2008. My travel guide shared a different perspective for describing groups of people—tribes. He explained that the Copacabana beach scene in Rio de Janeiro is full of different tribes, or groups of people—teenagers, families, and singles—with similar customs who congregate in specific areas each weekend. Their shared customs include communication styles and preferences and so much more!

The word “custom” is important to understanding Tribal Types. A custom is an established practice, action, or thought process used by someone or a group of people. Customs are not only about what is innate or natural to people. They are practices that have been learned and adopted. When we work with others, their natural tendencies and preferences do matter. Yet we need to also take into consideration the environment they work in and their past experiences, as they contribute to their current practices, habits, and needs—their customs.

On my return to the United States I built upon my knowledge of personality and preference models by adding the customs component, and designed the Tribal Types model. This model is the end result: an “in the moment” tool to easily identify customs and characteristics so you can quickly adapt how you work with individuals through the buying process and in each conversation throughout your relationship.

To make the Tribal Types model easy to remember and, more important, easy to use, I have identified four distinct types. Yes, people are much more complex than four categories can explain, but with these four types as a guide, you are well equipped to make the necessary adjustments to work effectively with most people.

This chapter introduces the four Tribal Types—Achievers, Commanders, Reflectors, and Expressers—followed by specific information on how to identify each Type as well as strategies for selling and collaborating with them.

Additional information and how-to’s for working through each step of the WIIFT sales system with the Tribal Types will be included in Chapters 5 through 10.

The Tribal Types model, Figure 4–1, illustrates several important points:

• The Types overlap in customs and behaviors and are therefore displayed in open arcs rather than closed circles or boxes.

• The words that begin on the tip of the inner arcs identify a key focus for the Types on either side. For instance, a focus on Results is associated with both the Achiever and Commander types.

• The middle of the model—the revolving center—is the neutral zone. From this center, you are able to switch directions and quickly move to the applicable Tribal Type customs. The neutral zone is often the safest place to begin because from there you can adjust your words, pace, and focus to the person and situation.

Using Figure 4–1 as your guide, read the descriptions of the four Tribal Types that follow. Look for the patterns of customs in people you know and have worked with. You’ll be able to easily identify people you know in the different Tribes.