Have you met with prospects who had very specific questions about the what, how, and when of working together? If so, you may have heard questions such as:

  • What happens then?
  • When will that be addressed?

Your answers to those important “how to’s” are important to the Reflector buyer Tribal Type during sales conversations.

The Reflector Tribe is the focus for this installment in the series: Convert Consistently with Customs and Connections.

Introducing the Reflector Buying Tribal Type

The Reflector Tribe is the third Tribe within the Tribal Types® Model. It’s a communication tool that helps us identify and adapt to the customs necessary for people to get what they need, when they need it, and how they need it to make competent decisions to work together.

Below I share the descriptors, clues, or pace, word choice, and level of personal connection, and then tips for selling with them.

You’ll find that Reflectors are:

  • Detail-oriented and focused
  • Process-driven
  • Happy to learn of and follow processes
  • Slower paced in their speaking because they’re going to take time to think before verbally responding
  • Good listeners
  • Deliberate in what they do and give thought and analysis before acting
  • Interested in how things get done, not just what they’re doing
  • They seek safety and security in their actions, in what they’re going to do going forward, and in changing relationships
  • Don’t like shortcuts. They’re concerned about timelines and deadlines – ones that they need to follow and ones that they expect that you’re going to follow

With those descriptors in place, let’s consider the quick clues for:

  • Pace
  • Word choice
  • Level of personal connection

Clues to the Buyer Tribal Type: Reflectors

Pay attention and you will find that Reflectors:

  • May move slower than other Tribes, especially the Achievers who are opposite of them in the Model. That doesn’t mean they’re slow; it means that they’re not going to be rushed and you shouldn’t rush them
  • Use words and phrases like reducing risk, feeling safe, and getting enough information
  • Ask questions around process and timelines. And typically use the word timelines more than deadlines
  • Appreciate a personal connection with you when they feel safe
  • Are willing to tell you about their family, and they’re going to care about yours
  • Care about how you got into doing what you’re doing, and why you do it, which will help them feel safe and trust you.

Look for those clues and you’ll spot the Reflectors. Then what? Adapt to their customers with the following selling strategies.

Selling Strategies and Tips for the Reflector Buyer Tribal Type

Here are the strategies, tips, and adjustments you can make to work more comfortably and productively with Reflectors:

  • Pace the conversation and the sales process to their speed, while keeping things moving forward
  • Ask for a timeline and agree upon what is reasonable. They don’t mind a faster timeline if they understand why it’s important for them
  • Ask them what type of information will be helpful and in what format. Do they like things in writing? Do they want to hear it verbally? What level of detail do they want?
  • Don’t push them for decisions. Allow them space and time to make the decision if needed, but encourage a specific time frame for when they’ll make that decision. This keeps them from getting stuck in analysis paralysis
  • Ask for specifics that will help you align a recommendation and its value
  • Share stories that include the emotional components as well as specific examples

And that’s the Reflectors. What do you think? Did someone specific come to mind as you read those descriptions?

Reflectors can be some of the most loyal people you’ll have in your relationships. And that benefit is also a caution! Loyalty also makes it harder to move them from another relationship because they’re loyal there too. But it can be done if you provide what they need, when they need it, and how they need it.

A final tip to emphasize regarding working with Reflectors: In the sales process, allow them time to make decisions yet don’t leave it open-ended. Help them make smaller commitments that can lead to the bigger commitments.

And there you have it. That’s the third of the four Tribal Types®. The next installment in this series will introduce you to the Expresser buyer Tribal Type.

Stay tuned.


Financial Advisor sales training doesn’t have to focus on pushy tactics or high-pressure pitches. Genuine Sales teaches the fundamentals for sales success that allow you to be genuine, ethical, and successful!