Are you an expert, closer, consultant or storyteller? If you read last week's tip on salesperson styles, you can find out. If not, here is an overview of the last four of the eight sales styles and how each can improve his or her sales results.
Focusers know their products and believe in them deeply but they lack confidence. They often insist on detailing every product feature and may not hear the customers' needs. This group of reps requires training in listening skills and must learn to use their technical savvy to meet customers' needs.
Narrators know their offering and market but are overly dependent on scripts. They are reliant on marketing materials and fail to respond properly to challenging questions. This rep needs basic instruction in questioning skills and improvisation and how to become less reliant on PowerPoint and brochures.
Aggressors approach most sales calls as price negotiations. They can score big wins and rarely concede too much. However, some customers dislike their combative approach. These reps need to develop a broader repertoire of sales skills and could also benefit from self-awareness training.
Socializers may initially impress people with their friendly chit-chat, but they usually don't get past this, and as a result, close few deals. This type of sales person needs training in transitioning to selling sooner. They must be closely managed and should have clear short-term targets.
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Kelley Robertson helps sales professionals master their sales conversations, so they can win more business at higher profits. Get a free copy of "100 Ways to Increase Your Sales" and "Sales Blunders That Cost You Money" at http://www.Fearless-Selling.ca. Robertson speaks at conferences, sales meetings and association events. For information on his programs call Robertson at 905-633-7750 or Kelley@RobertsonTrainingGroup.com.