How do you approach the sales process? Knowing how you fit within the 5 different types of sales people can help you reach your goals. Read on.
In a fast-paced and ever-transforming sales industry, being able to identify your strengths and weaknesses is a key factor to achieve successful sales targets. When you stop to consider your qualities as a salesperson, you can become better acquainted with your sales personality and discover how understanding your own personal sales approach can allow you to better understand your consumer.
When approaching a new sales opportunity—whether it be a new job or a new client—being aware of the types of sales people allows you to become an asset to your company and an effective selling force to consumers. So, which of the types of sales people are you?
Passive salespeople tend to play the waiting game. They rely on the right customer to come along—ideally one who already knows what they want—and then lead that customer through the transactional phase. While passive types of sales people are not likely to pursue a consumer, they can achieve success in the right setting, namely one where the consumer is likely to make the first move. While searching for new business may not be a strength of the passive sales person, they can be the right fit for an in-the-know customer who is ready to commit.
The relationship-building types of sales people are in it for the long haul. In sales environments that rely on account development, the relationship-builder is a key player. They get to know how the customer’s industry works and devote time and energy to ensuring that the needs of each client are met. Relationship-builders can appeal to the consumer’s emotions and personally connect with consumers. As a result, while they can provide a tailor-made solution that checks all of the boxes on any consumer’s list, the sales process can be less efficient as time plays an important role in relationship-building.
The results-driven types of sales people have a singular goal in mind: making a sale. They are motivated to sell and will pursue a client using their powers of persuasion to seal the deal. Results-focused sellers, also known as “closers,” make enthusiastic sales people who are dedicated to expanding account portfolios. Patience may not be a strength of a closer; however, they may not have to wait long for a sale due to their ability to efficiently direct the sales process.
The number one concern of the dedicated type of sales person is the product or service that they are selling. They have a deep understanding of the product and stand behind it 100%. With a genuine allegiance to the company for which they work, they continually look for ways to improve sales for that company. Their dedication is then transferred onto the consumer, fostering consumer loyalty to the brand. Dedicated sales people are motivated by problem solving and they believe that the product they are selling provides the needed solution. They combine product-knowledge with loyalty to create a positive selling environment that is driven by enthusiasm for the brand.
The educator has a teaching mentality: they strive to inform the consumer of how and why the product or service can solve a problem. When selling a complex product, they have the ability to distill the information down so that lay consumers can understand and feel confident in making a purchase. These types of sales people allow the product to be the focus of the sales process; they guide the interaction through a detailed explanation of the product or a skilled demonstration of how the product can best meet the needs of the consumer.
Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.