Case Study: Case of Analysis Paralysis

One fourth of all salespeople tested in the world (more than 500,000) have a form of Inhibited Social Contact Initiation Syndrome, commonly characterized by Analysis Paralysis. Psychologists and researchers George W. Dudley and Shannon J. Goodson classify this group as the “Over-Preparer.” I find this even more widespread in the printing industry, although we don’t have good statistics.

I use a picture in my presentations to illustrate it. It shows actor John Lithgow dressed in both suspenders and a belt. Now, this illustrates that he’s playing a person with Analysis Paralysis or Over-Preparer tendencies.

Actually, these are sensitive people who are concerned about being swept away in emotions, so they lock themselves up inside and prepare for every conceivable condition before they initiate contact. Interactions with others are focused on information and facts; not feelings.

One owner who was making calls was having problems with results. His son went with him to one call and reported back to us that the female buyer proudly proclaimed, “My son has been accepted to West Point.” The father replied, “That’s interesting. Now about this project…”

In my opinion, the really amazing point of this story isn’t what the printer said, but that he got in front of a customer in the first place.

In short, those with Over-Preparer tendency in sales situations, spend an inordinate amount of time preparing what and how to say things rather than initiating contact. Eventually, when they get it right, they think they will begin initiating contacts, but they rarely get there.

Business owners with this profile will seem to their workers and customers cool, distant, and even aloof. They’re not. They just tend to be overly sensitive and don’t open up to allow people to know the real person.

Are You an Over-Preparer?

Here are some ways for you to test your own Over-Preparer tendencies:

• Do you frequently censor yourself from saying what you really feel and how much you feel it? Over-Preparers tend to be painfully aware of this.
• Do you think public displays of emotion are signs of weakness? OPs tend to be suspicious of people when too much emotion is expressed too soon.
• Do you express a spontaneous sense of humor? OPs tend not to and sometimes feel it is inappropriate in people who do.
• Would you find it difficult to touch the people you are talking with? OPs tend to find it socially inappropriate.
• Do you hesitate to show excitement for new products or programs? OPs tend to be reserved and hard to impress.
• Would you describe yourself as reflective or contemplative and slow to take action? Many OPs are.
• Are you cynical about rapport building exercises in sales training? Most OPs are.
• Do you find yourself most comfortable with computers, systems, and procedures? Yes, most OPs are more comfortable in these areas.

So what effect does it have on your business if you have toxic levels of Over-Preparer tendencies?