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Two Types Of Salespeople
| Guest post by: Jim Meisenheimer |
Article Overview: There are two groups of salespeople. Which do you belong to? The improvisors or the professionals. Kepp reading to learn more.
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Two Types Of Salespeople
Actually "There are three kinds of salespeople; those who make things happen, those who watch things happen and those who are wondering what happened."
You've probably heard that one before. In fact, there are two different types of salespeople and they are very easy to spot.
The first type is the improvisor. He seldom prepares, his preferred style, is to take things as they come. He likes to be spontaneous. He usually relies on his instinct and counts on his intuition to carry the day.
His days are fun filled and exciting, because he literally treats each sales call as an adventure. He's the Indiana Jones of selling, foot loose and fancy free, whatever that means.
The second type is the professional. He also enjoys his work, for different reasons. He anticipates everything, especially the routines and repetitive stuff. He knows the routines which gives him the opportunity to prepare in advance.
For example, he handles recurring objections. He knows he'll get them over and over again, so he prepares in advance how he will deal with them.
He plays with words, until he creates power phrases that work like magic. Once prepared, he knows that to execute a perfect delivery, he must practice what he's prepared until he nails it.
He records his power phrases into a digital recorder and plays them over and over until they are anchored into his subconscious.
His sales calls are different because he treats them as opportunities not as adventures.
There are two types of salespeople and of course they achieve two different results.
Each one follows a pattern, one is unstructured and one isn't.
Each can be seen as a formula. One formula gets better selling results than the other. Here they are:
I + I = I (Instinct + Intuition = Improvisation)
P + P = P (Preparation + Practice = Professionalism)
The secret to achieving consistent selling success is that there are no shortcuts, no quickies just plain old fashioned hard work.
These are the formulas and you get to choose. One doesn't require much preparation.
One pays better than the other.
Remember this too, preparation trumps improvisation every day of the week.
Also remember, your customers can tell the difference between "Improvisation" and "Preparation."
When you combine preparation with practice you get professionalism which enables you to meet with a success you never before imagined.
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Article Tags: professionalism, salespeople, selling results
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About the Author: Jim Meisenheimer RSS for Jim's articles - Visit Jim's website
Jim Meisenheimer publishes the Start Selling More Newsletter. The focus is on common sense sales tips and selling strategies based on practical ideas that get you immediate results. You can get more information and sign-up for my FREE Newsletter at http://www.startsellingmore.com Discover the 12 Best Sales Questions To Ask Customers. When you ask these sales questions, you won't be selling you'll be solving your customer's problems. You'll close more sales when you ask these 12 clever sales questions. And your sales will take-off! Go here now: http://meisenheimer.com/products/salesquestions.htm Click here to visit Jim's website   A Sales Lesson From Mt EverestA Sales Lesson From Mt Everest Selling Power 26 What Are You Doing Time Counts Going For The Gold |
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