THE RAINMAKER - HUNTER – FARMER SALES ROLE
THE RAINMAKER - HUNTER – FARMER SALES ROLE
What dormant business problems can you find?
What is the vision you can create to solve this business problem?
Once the rainmaker has discovered the business problem it takes the skill of hunter. The hunter requires aggressiveness, confidence, and the capacity to make an impressive impact.
The Woolly Mammoth Hunter
The hunter is responsible for killing fresh meat and bringing it back to the tribe. Woolly Mammoth hunters use a four-step process in their quest for being effective and efficient. These four steps are:
1. Identification - Here the Woolly Mammoth sales hunter is seeking to identify the right animal. He/she will come across many types of prospects in their hunt. The successful hunter learns to identify the right opportunity before engaging the next step: pursuit. How do they know the difference between a Woolly Mammoth and other large animals? Simple, they train hard to become efficient in the identification process.
They do not allow other large prospects to take (waste) their time.
2. Pursuit - After identifying the right prospect, the Mammoth hunter then begins the second phase; the pursuit. Here, they engage with the prospect, asking the right questions to profile the account, understand what the needs and pain factors are, determine where they are in the selling cycle, and insert themselves as value added partners. Depending on the size of the Woolly Mammoth and the terrain, good hunters close the gaps to quickly move onto step three; the kill.
3. The Kill - In the sales vernacular, closing the deal.
Serious Mammoth hunters have all the tools in their arsenal that cover all the bases for the kill. Wherever they corner the Mammoth, they have the right tool to finish the job. In sales, here is where you have identified the need/problem, gathered the right data, matched that data with the product/service you represent, and have skilfully presented a passionate presentation.
4. Drag To Cave - Novice Mammoth hunters are identified here. They drag their kill into the cave, then organize and assemble the party to clean it. Often, they decide to do this themselves or hold classes on the subject. Once cleaned, the novice hunter continues to linger inside the cave, further removing him/her from ever getting back out and killing another Woolly Mammoth. Senior hunters know that their job ends at the foot of the cave. They go back out and capture the next one and not linger longer than required to exchange data, gather the latest cave updates on new tools, products or services, and go hunting again.
The Farmer Sales Person
Once the hunter has initiated the first piece of business a different set of skills is required and these are the role of the farmer. Some existing accounts require as much active selling as the new business to develop and grow the business within that account. Many sales people wrongfully assume that there is more business to be had from new rather than existing customers. Value-creating businesses recognise that the bulk of their present and future revenues come from the accounts you already have.
The skills of the farmer are not all that far removed from the hunter, they both require equal skills in questioning and problem solving.
With the farmer concept, you look upon your accounts the way a farmer would look at his land. The farmer cultivates, prepares, plants, seeds, waters, fertilizes, weeds, protects, grows, develops crops, harvests and then starts the cycle all over again.
1. Cultivating – learning as much about your customer as possible to discover opportunities to see what you need to plant so that you can harvest the results.
2. Preparation – putting yourself in a better position to service the customer, building your relationship to understand his business at depth, asking questions to uncover and discover further opportunities.
3. Planting - using your skills as a problem solver to offer solutions for the further problems you have uncovered within the account. Helping the customer realise that he has further problems that you can solve.
4. Seeding – demonstrating how you can solve this problem.
5. Watering and Fertilizing– showing how other customers have benefited by placing further business with you
6. Weeding – keeping your competitors out of your accounts.
7. Harvesting - requires that you get further business from the existing customer – you get more sales!
8. Continuous Harvesting - requires that you maintain excellent customer relations
Identify which of the top accounts you have hunted and brought back to the cave, which can now be farmed?
THE RAINMAKER HUNTER FARMER SALES ROLE - To learn more about this author, visit Colly Graham's Website.
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The most valuable resource in a sales team is to make things happen to be “a rainmaker” The role of the rainmaker is to find a dormant business problem and then create a vision of what life could be like if it were solved.
What dormant business problems can you find?
What is the vision you can create to solve this business problem?
Once the rainmaker has discovered the business problem it takes the skill of hunter. The hunter requires aggressiveness, confidence, and the capacity to make an impressive impact.
The Woolly Mammoth Hunter
The hunter is responsible for killing fresh meat and bringing it back to the tribe. Woolly Mammoth hunters use a four-step process in their quest for being effective and efficient. These four steps are:
1. Identification - Here the Woolly Mammoth sales hunter is seeking to identify the right animal. He/she will come across many types of prospects in their hunt. The successful hunter learns to identify the right opportunity before engaging the next step: pursuit. How do they know the difference between a Woolly Mammoth and other large animals? Simple, they train hard to become efficient in the identification process.
They do not allow other large prospects to take (waste) their time.
2. Pursuit - After identifying the right prospect, the Mammoth hunter then begins the second phase; the pursuit. Here, they engage with the prospect, asking the right questions to profile the account, understand what the needs and pain factors are, determine where they are in the selling cycle, and insert themselves as value added partners. Depending on the size of the Woolly Mammoth and the terrain, good hunters close the gaps to quickly move onto step three; the kill.
3. The Kill - In the sales vernacular, closing the deal.
Serious Mammoth hunters have all the tools in their arsenal that cover all the bases for the kill. Wherever they corner the Mammoth, they have the right tool to finish the job. In sales, here is where you have identified the need/problem, gathered the right data, matched that data with the product/service you represent, and have skilfully presented a passionate presentation.
4. Drag To Cave - Novice Mammoth hunters are identified here. They drag their kill into the cave, then organize and assemble the party to clean it. Often, they decide to do this themselves or hold classes on the subject. Once cleaned, the novice hunter continues to linger inside the cave, further removing him/her from ever getting back out and killing another Woolly Mammoth. Senior hunters know that their job ends at the foot of the cave. They go back out and capture the next one and not linger longer than required to exchange data, gather the latest cave updates on new tools, products or services, and go hunting again.
The Farmer Sales Person
Once the hunter has initiated the first piece of business a different set of skills is required and these are the role of the farmer. Some existing accounts require as much active selling as the new business to develop and grow the business within that account. Many sales people wrongfully assume that there is more business to be had from new rather than existing customers. Value-creating businesses recognise that the bulk of their present and future revenues come from the accounts you already have.
The skills of the farmer are not all that far removed from the hunter, they both require equal skills in questioning and problem solving.
With the farmer concept, you look upon your accounts the way a farmer would look at his land. The farmer cultivates, prepares, plants, seeds, waters, fertilizes, weeds, protects, grows, develops crops, harvests and then starts the cycle all over again.
1. Cultivating – learning as much about your customer as possible to discover opportunities to see what you need to plant so that you can harvest the results.
2. Preparation – putting yourself in a better position to service the customer, building your relationship to understand his business at depth, asking questions to uncover and discover further opportunities.
3. Planting - using your skills as a problem solver to offer solutions for the further problems you have uncovered within the account. Helping the customer realise that he has further problems that you can solve.
4. Seeding – demonstrating how you can solve this problem.
5. Watering and Fertilizing– showing how other customers have benefited by placing further business with you
6. Weeding – keeping your competitors out of your accounts.
7. Harvesting - requires that you get further business from the existing customer – you get more sales!
8. Continuous Harvesting - requires that you maintain excellent customer relations
Identify which of the top accounts you have hunted and brought back to the cave, which can now be farmed?
THE RAINMAKER HUNTER FARMER SALES ROLE - To learn more about this author, visit Colly Graham's Website.
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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