There is a certain kind of stigma that comes with the title of ‘sales person.’ If you are in sales, do you ever wonder about what type of sales person you are?  When I recently asked my Business Coaching Bootcamp clients their beliefs about sales people, it was very clear as to those who are effectively engaged in sales and those who have a certain ‘fear’ of it.

The negative beliefs were undoubtedly from previous personal experiences – perhaps where a sales person has had that ‘gift of the gab’ or as one of my clients mentioned, a David Brent experience of sales!  

Selling is : professionally helping people to buy.

For those who were working within a sales role, they had the beliefs of a sales person being similar to a coach, where they aim to help and nurture the customer for decision making. They make the customer feel special and empowered with their honesty approach.

The customers are the most important element within a business and should be consistently treated as such. Because, without customers there is no money and no money, means no business.

Sales people can be categorised into 4 different types:

  1. The order taker – this person often sits and waits for the sale to land on their lap.
  2. The product pusher – they talk about nothing more than the product.
  3. The over-seller – these promise the world to get a sale.
  4. The problem solver – they help the customer to find that they nee

So which do you think is the most successful?

That’s right, the sales person who is a problem solver puts the customer first and thinks outside of the box when looking for solutions to meet the customer’s needs.  A problem solver will think more of the long game, whereby thinking ahead to future problems and solutions for the customer. Building trust and a long-term relationship will ensure that they visit your business time and time again, and that they recommend and refer people to you.

A problem solver sales person will understand that sales decisions are based on 20% logic and 80% emotion and will use influence of emotion to leverage the sale.

Are your sales team performing?  

Have you got too many order takers and not enough problem solvers?

 Book a session with Luke to find out about high performance sales training.