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Personality Assessment Worksheet

Personality Assessment Worksheet

Identify key personality traits to improve communication and sales effectiveness

How to Use This Worksheet

  1. Observe your prospect during meetings and communications
  2. Identify traits that match each personality type
  3. Take notes on specific behaviors and phrases
  4. Score each section based on how well the traits match (1-10)
  5. Review the summary to determine the dominant personality type
  6. Adjust your communication approach accordingly

The Dominant

Results-Driven Decision Maker

Key Traits

  • Focuses on results and efficiency
  • Direct and decisive communication
  • Impatient with small talk
  • Asks “what’s the bottom line?”
  • Prefers to control conversations

Observation Notes

Match Score (1-10):

The Analyst

Data-Driven Evaluator

Key Traits

  • Seeks detailed information
  • Requires evidence and proof
  • Process-oriented thinker
  • Risk-averse decision maker
  • Asks “where’s the data?”

Observation Notes

Match Score (1-10):

The Connector

Relationship-Focused Collaborator

Key Traits

  • Values relationships and trust
  • Seeks consensus and input
  • Enjoys collaborative process
  • Motivated by team success
  • Asks “how will this affect the team?”

Observation Notes

Match Score (1-10):

The Stabilizer

Security-Focused Implementer

Key Traits

  • Seeks stability and security
  • Risk-averse and cautious
  • Values proven processes
  • Focuses on implementation
  • Asks “what could go wrong?”

Observation Notes

Match Score (1-10):

Strategic Commander

Dominant-Analyst Hybrid

Key Traits

  • Demands results with evidence
  • Decisive but data-driven
  • Focuses on competitive advantage
  • Direct but precise communication
  • Asks “show me the data that proves ROI”

Observation Notes

Match Score (1-10):

Influential Champion

Dominant-Connector Hybrid

Key Traits

  • Seeks visible wins for recognition
  • Values results and relationships
  • Builds consensus for action
  • Charismatic decision-maker
  • Asks “who else has succeeded with this?”

Observation Notes

Match Score (1-10):

Systematic Evaluator

Analyst-Stabilizer Hybrid

Key Traits

  • Risk-averse analysis
  • Requires security with evidence
  • Focuses on edge cases
  • Methodical decision process
  • Asks “what’s your disaster recovery plan?”

Observation Notes

Match Score (1-10):

Trusted Guardian

Connector-Stabilizer Hybrid

Key Traits

  • Protects team stability
  • Builds trust through security
  • Seeks gradual implementation
  • Values relationship continuity
  • Asks “how will this affect my team?”

Observation Notes

Match Score (1-10):

Personality Assessment Summary

Dominant

0

Analyst

0

Connector

0

Stabilizer

0

Strategic Commander

0

Influential Champion

0

Systematic Evaluator

0

Trusted Guardian

0

Recommended Approach:

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