What Distinguishes SST

SST® Newsletter October - November 1997

I'm probably not telling you something you don't already know when I refer to other selling models which are designed to help the seller recognize different personalities or styles with their clients. After all, the premise that we are not all alike makes such common sense, someone had to try to develop a system for recognizing those differences to improve sales performance. They have.

They are out there. Perhaps you have heard of DISC, or Drivers, Amiables, Assertives or Actors, Friends, Doers and Thinkers, or VITOS and Seymours. I suspect there are others.

What sets SST® apart? you may ask. Difference number one is that SST® is anchored in Carl Jung's theory of personality types. Jung as you likely know, first wrote on personality in the late 1920s and since then his theory has been thoroughly researched and carefully validated. SST® goes beyond opinion and the experiences of one person in sales turned trainer and then author. That's what's wrong with Selling to VITO. It's based on the author's experiences and his alone. It falls into the Tom Hopkins, "This worked for me. Therefore, it will work for you." approach.The key question for them is "Where are your data when you claim that I will find a VITO here or a Seymour there?"

Which leads us to difference number two: we can give you those data. The SST® model is supported by five decades of research, much of it done with the Myers Briggs Type Indicator, on practical applications of Jung's theory. What this means is that when we assert that 9 of 10 lawyers are NT types, or that 9 of 10 bankers are ST's, we can give you the citations for those studies.

Difference number three is that SST® is both supported by voluminous academic research and it is practically proven. While it's founder, yours truly, holds an academic doctorate, I also have walked in your moccasins for more than a decade. Russ Brooks, who often co-facilitates SST® workshops, has been in sales for thirty years.

And, finally, difference number four is that SST® works. We can prove it. AJT