Want more assurance that your selling experience will deliver real value? Learn more about the Brandwise Studio and request a demo with our Sales Team here. Go to: Passport e. Here are some tips that can help you improve your sales style, based on your personality: Be more outgoing.
Share ideas and information with others. Look for the positive in ideas. Avoid giving too much detail. Display sincere interest in others. See they never tell you, oh I sent out these many proposals.
Oh, I met these many people. Oh, last week was amazing. I made 40, dollars in sales. Oh well, this and that. You see the difference here, the subtle difference with the last 3 types I have gone over here.
Hand-off based sellers are focusing on the lower sales part of the sales funnel, the prayer based sellers are focused on the top of the sales funnel, results-based sellers are focused on the absolute bottom. So what you get, the worst place to be looking is sort of in the lower end of the funnel but not all the way at the bottom. Then the next one is looking at the very top.
And then finally you have the people who are better than both of those who are looking at the very, very last step which gets us to the best type of salespeople. Who are the best types of salespeople?
Funnel-based sellers are the people who are focused on their funnel activity. Put 1, 2, 3 and 4 together. Whenever you ask them, how was your day, how was your week, how was your month, they rarely give you a single answer. And the proposals they sent out last week was just a result of the people they met at the Chamber of Commerce meeting last month. And they realized that not all of the leads are people they have to go prospect to. I set up about 4 presentations. And looks like I made 1 sale.
And some of these people have never even heard of what a sales funnel is. And now when you simplify this and talk about this in terms of a retail location. Now, where do these numbers come from? They are often introverts and can be sensitive — sometimes to a fault. They often feel they must be liked and respected by their prospects. Sometimes, this makes them come across as being overbearing.
Shopkeepers are best suited for inside sales. They prefer to respond to others rather than initiate first contact, so practices like cold calling can be particularly difficult for them.
These salespeople don't like to be perceived as pushy or aggressive and would prefer to make friends with customers than jeopardize the relationship by being too assertive. Shopkeepers are at their best in a team selling or customer service role. They like to be liked and are very careful to not offend others. That often makes shopkeepers have a more passive approach to selling where they want to establish a relationship before attempting to sell.
That reluctance to be assertive means some sales never get started. If you are an amiable shopkeeper, here are some things you can do to easily adjust your personality style:. When times are tight and sales opportunities are sparse, the Hunter will forge into new sales territories and find new prospects.
They're most effective when given the space to hunt indiscriminately and bring in anything they can find. Unfortunately, that often leads to these salespeople valuing quantity over quality with the opportunities they identify. Hunters need to work with their sales managers to jointly determine which opportunities should be pursued and which should be given a decent burial.
They also tend to resent bureaucracy and paperwork more than most other salespeople, so many fail to keep detailed records of their sales efforts. In turn, they're diligent when it comes to staying on top of their opportunities, but their managers are often kept in the dark. They prefer planned, proven, and direct approaches to pursuing opportunities.
They're decisive, bold, and blunt in their efforts to close a sale. That said, hunters can be assertive to the point of aggressiveness and can come across as pushy. If you are a driven hunter, here are some things you can do to easily adjust your personality style:. Farmers thrive on nurturing and maintaining accounts or opportunities. Once they have a lead, these sellers spring into action, make contacts, and burrow their way into the account.
They're at their best when times are looking up and the sales ground is fertile. But when times are tough and there aren't real opportunities to work on, farmers tend to stand around, complain about the sales drought, and wish for better weather. Unlike the hunter, farmers aren't motivated by sales slumps. They're more inclined to hunker down and tough it out rather than go out and make something happen. Sometimes, getting farmers out of their barns is a challenge.
Farmers often take a very creative approach to speech and writing in their attempts to persuade the customer to buy — giving dynamic presentations and conducting thoughtful outreach. But that creativity and energy can come with a less-than-ideal territory. They possess the discipline to follow up, make that call or send that email. They keep working with a prospect once he becomes a client. They build a personal relationship with a client for him to become a loyal customer after. What else makes a person responsible is his ability to recognize his mistakes and not blame other people.
If you keep asking me what makes a good salesman, my next answer will definitely include being smart active which means being effective. They say that many closed deals are the most accurate indicator of salespeople being active at work. In this sense, activity is correlated with results. More e-mails mean more meetings, which lead to having more demos, which, in turn, bring more closed deals.
A smart thing to do is to invest more time in collecting information about your prospect. Another thing to pay attention to, good salespeople use techniques that work. Smart salesmen plan their day, week, a month ahead.
They work effectively, remember? Do you know what differentiates a top sales specialist from a regular one? They are non-stop learners, improvers and they constantly strive for growth.
Good salespeople follow their favorite blogs, trends, recent news in sales and the world, read psychology , and learn how to automate tasks. They try to stay up to date on the news and be an all-around person.
Well, you probably know that knowledge is power. The last but not least, all top sales have that one quality, which is a synonym for charming, engaging, alluring, magnetic. This is a quality that makes a regular salesman become a great one. A top salesperson is always charismatic. He needs to attract attention, make people stop for a moment, and listen to him.
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