You sell the vision, then compete to deliver it. Energy with an edge. You move toward people. Energy is your instrument — you think out loud, persuade naturally, and make work feel like something worth joining.
Primary styleInfluence83 · mirror graph
Secondary styleDominance60 · mirror graph
Profile confidence89High confidence
Completion8m 47smedian 5.1s per item
The three graphs
Your scores plotted three ways, side by side.
Graph I — Adapted self
Built from your “most” choices: the behaviour you consciously bring to your current environment.
Graph II — Instinctive self
Your “least” choices inverted: what remains available under pressure, when adapting is expensive.
Graph III — Mirror self
The difference between “most” and “least”: your settled self-picture. Primary and secondary styles are read here.
Reading your three graphs
One assessment, three views of you. Where the graphs agree, the pattern is settled. Where they differ, that gap is the most useful conversation in the debrief.
Your energy is real — you even tone it down
Your Mirror Influence is 83; your Adapted is 75. You actually turn your natural energy DOWN a little at work — probably because someone once told you that you were 'too much'. The energy is your biggest asset. The skill is not reducing it; the skill is aiming it at the right buyer at the right moment.
The important number on this page is 30
Your Conscientiousness sits at 30 in the Mirror and 30 under pressure — but 40 Adapted. That gap means your attention to detail at work is built on effort and willpower, not on habit. And here is the sales translation: willpower loses in December. When the quarter gets heavy, your CRM notes, follow-ups and proposal details will fall first — exactly when deals are decided.
Steadiness is your quiet gap
Your Steadiness (27–35 across all graphs) means long silences hurt you. A procurement process that goes quiet for three weeks feels like rejection, and you move your energy to a newer, warmer deal. Some of your 'lost' deals were not lost. They were abandoned.
Style intensity
Mirror-graph scores, with the shift each style makes when you adapt and under pressure.
Dominance60
Moderate signaladapt -5 · pressure +0
Influence83
High intensityadapt -8 · pressure -8
Steadiness27
Low intensityadapt +3 · pressure +8
Conscientiousness30
Low intensityadapt +10 · pressure +0
Your selling signature
Where you win, where deals leak, and what to systemise.
How you sell — Influence
You sell like a storyteller: trust comes fast, referrals come naturally, and buyers remember you. Your pipeline runs on relationships.
Dominance undertone: you also like to win. In competitive deals you push for the decision — an edge most pure relationship-sellers lack.
Your pipeline pattern
Strongest at the start — new contacts, first meetings, waking up cold leads. Weakest in the quiet middle: records, follow-up, and long procurement silences. Build a system for the boring parts, or partner with someone who loves them.
Selling to D-buyers
Bottom line first, options with a recommendation, no padding. Never waste their first five minutes.
Selling to I-buyers
Vision, story and who-else-is-in. Follow up in writing — enthusiasm is not a purchase order.
Selling to S-buyers
Slow down. Guarantees, references, implementation support. Never pressure the close — earn the yes that survives the weekend.
Selling to C-buyers
Evidence, comparisons, and time to review alone. Every claim verifiable. The proposal is the salesperson.
Optimise — strengths to use more
These strengths are already yours. The gain comes from pointing them at the right situations, on purpose.
Openings are your superpower. First meetings, reactivating cold contacts, referrals. Ask your manager for the territory's hardest doors — you open doors others cannot, and it should show in how leads are assigned.
Stalled-room energy. When a deal team or a buying committee has gone flat, you restart it. Volunteer for the stuck deals in other people's pipelines — as the energy, not the owner.
The competitive final. Your D-edge shows in shootouts: you want to win the room. Ask to present in every competitive final, even for deals you did not source.
Improve — the priorities that pay
Each point names the habit, the cost of leaving it alone, and one small first action you can take this week.
The boring middle. Deals leak between meetings. Every missing CRM note is a follow-up that never happens — and follow-up is where the money hides. First action: Block 90 minutes daily for records and follow-up. Same hour every day. Treat it like a client meeting.
Silence after the ask. You talk past your own close. The buyer was ready; your next sentence gave them a reason to wait. First action: Rehearse the closing question plus five seconds of silence. Count in your head. Do not rescue the buyer.
Numbers inside stories. Your stories win I-buyers and bounce off C-buyers — often the person who signs. First action: New rule: every story you tell carries exactly one number. Practise it on your next three calls.
Coaching Adrian
This page is for the coach, manager, teacher or facilitator working with this profile.
Coach's page
How to get the best from this profile
Feedback that lands
Fast, energetic and in the moment — coach him in the corridor after the call, not in a written review next week. Put a scoreboard on everything; he will chase it.
Questions that open the door
“Which deal died quietly last quarter — and can you trace the exact week it died?”
“Who is your best customer that you have not spoken to in 60 days?”
“What would your pipeline look like if follow-up were automatic?”
What shuts this person down
Long written critiques
Process lectures without a scoreboard
Being told to 'tone it down' — aim the energy instead
A 90-day growth assignment
Own one C-buyer account for ninety days with a senior shadow. He must win it their way: evidence pack, exposed assumptions, patient cadence. The account matters less than the muscle.
The one debrief question that matters most
Your detail score is willpower, not habit — 40 adapted, 30 instinctive. What system replaces the willpower in December, when the quarter is heavy and the willpower is gone?
Profile validity
Automatic checks that protect the quality of this result.
Confidence 89 — High confidence
Paired questions answered consistently
Confidence reflects how steadily the paired questions were answered, how naturally the answers were spread, the answering speed, and the overall shape of the profile.