The Noble Seller

Sales Personality Types

What Kind of Salesperson Are You?

Two things decide how you sell: what you're wired for, and the move you make when the deal is live.

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Every seller runs on two layers. Underneath the tactics is your trait, the way you're wired before you say a word. On top of it is your style, the move you actually make when a deal is live. Some sellers hunt for new logos. Some advise until the buyer stops shopping. Some challenge how a prospect sees their own problem, and a few just quietly build the thing that closes. Your trait and your style together are your archetype.

The Noble Quotient measures both. Eight traits and eight styles, scored from how you answer 30 questions about the way you actually sell. Cross the eight traits with the eight styles and you land on one of 64 archetypes.

Read through them below, or skip ahead and find yours.

The eight traits: Adaptive, Authentic, Curious, Devoted, Empathic, Methodical, Resilient, Strategic.

The eight styles: Advisor, Architect, Challenger, Closer, Connector, Cultivator, Hunter, Student.

Browse the Archetypes

TRAIT
STYLE
AdvisorArchitectChallengerCloserConnectorCultivatorHunterStudent
AdaptiveAdaptive AdvisorYour recommendation is current, even when that means reversing it.Adaptive ArchitectYou build systems meant to be replaced, which is why they never disappoint you.Adaptive ChallengerYou drop a wrong thesis faster than anyone, including in the middle of the meeting.Adaptive CloserYou change the ask in the room, and the deal closes anyway.Adaptive ConnectorYour network looks nothing like it did three years ago, and that's why it still works.Adaptive CultivatorThe account grows because you kept changing how you worked it.Adaptive HunterYou rewrite the sequence before anyone else notices it stopped working.Adaptive StudentYou're not the best seller in the room. You're the one who'll be better next quarter.
AuthenticAuthentic AdvisorYou'd rather lose the deal than manage the message.Authentic ArchitectYou only build a process you'd be willing to run yourself.Authentic ChallengerYou tell the buyer what you'd tell your own company, and you don't dress it up.Authentic CloserYour close sounds like a question, because it is one.Authentic ConnectorYou're the same person on the call as off it, and buyers can feel the difference.Authentic CultivatorYour accounts know exactly where they stand with you.Authentic HunterYou cold call like a person, which is why it works.Authentic StudentYou'll admit in a team meeting that you don't know how to do something.
CuriousCurious AdvisorYou ask until you actually know, then you say what you think.Curious ArchitectYou take your own sales process apart to see how it works.Curious ChallengerYour questions lead somewhere, and the buyer arrives there thinking it was their idea.Curious CloserYou ask one more question, then you ask for the deal.Curious ConnectorYou stay interested in people after there's nothing left to ask them about.Curious CultivatorYou ask the questions that turn a small deal into a big account.Curious HunterYou research until the cold call isn't cold.Curious StudentYou learn things nobody asked you to learn, and some of them turn out to matter.
DevotedDevoted AdvisorThe buyer stops shopping because they trust you to tell them the truth.Devoted ArchitectYou built the handoff nobody asked you to build.Devoted ChallengerYou argue with the buyer's plan because you'll be there when it fails.Devoted CloserYou close because you're not going anywhere afterward.Devoted ConnectorYour buyers call you about things that aren't your job.Devoted CultivatorYou've been in this account longer than most of the people in it.Devoted HunterYou prospect like the buyer is already your customer.Devoted StudentYou learned their business, and it took a year.
EmpathicEmpathic AdvisorYou tell buyers the truth they didn't ask for.Empathic ArchitectYou build the process around how it feels to be on the other end of it.Empathic ChallengerYou push hardest on the people you like most.Empathic CloserYou read the room before you read the script.Empathic ConnectorYou know who's unhappy in the buyer's org before the buyer does.Empathic CultivatorYou can feel an account cooling before anything shows up in the data.Empathic HunterYou can hear in the first two words whether the call has a chance.Empathic StudentYou study the tape of your own calls, and it's uncomfortable every time.
MethodicalMethodical AdvisorYou give the buyer a way to decide, not just an answer.Methodical ArchitectOther people work the deal. You build the machine that closes it.Methodical ChallengerYou bring the buyer's own numbers, and they can't argue with them.Methodical CloserNothing surprises you at the end, because you checked.Methodical ConnectorNobody falls off your list, because your list doesn't let them.Methodical CultivatorEvery account gets its review on the date you set a year ago.Methodical HunterYou prospect like it's a process, because it is one.Methodical StudentYou practice the boring parts until they stop being hard.
ResilientResilient AdvisorYour advice gets ignored, and you're still there when they need it.Resilient ArchitectYour system has been through three bad quarters and it's still running.Resilient ChallengerThe buyer pushes back, and you make the argument again, better.Resilient CloserYou stay in the room after it gets uncomfortable.Resilient ConnectorThe relationship survives the deal that went wrong.Resilient CultivatorYou stayed after the account went badly.Resilient HunterYou get told no more than anyone. It moves you less than anyone.Resilient StudentEvery deal you lose becomes something you know.
StrategicStrategic AdvisorThe buyer asks a small question, and you answer the one they'll have next year.Strategic ArchitectYou build the path before you walk it.Strategic ChallengerYou don't match the buyer's thinking. You change it.Strategic CloserYou close the person who decides, not the person in the room.Strategic ConnectorYou knew that VP when they were a manager, and you knew they wouldn't stay one.Strategic CultivatorYou know which account will be your biggest in three years, and you're already working it.Strategic HunterYou pick the account before you pick up the phone.Strategic StudentYou're studying for the job you'll have in two years.
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