Profile Your Salespeople

For any of you that have ever worked with me, you know I strongly believe in profiling employees (as well as yourself). This will help uncover hidden talents, skills and interests within your company and build teams that complement each other. Organizations and individuals that utilize profiling work far more efficiently and find greater success as a whole.

When it comes to catching that “Big Fish,” you need to match the right salesperson with the fish you are trying to catch.

There are 3 main personalities of salespeople.

  1. Sage
  2. Pal
  3. Pit Bull

The Sage

This salesperson offers knowledge, experience, comfort and trust. They can make a concerned customer feel at ease. They work best with an abundance of information, references/testimonials and a demo of the product or service.

The Pal

This salesperson shines at building relationships. They are someone who can instantly relate to the prospect clients, making them feel like long time friends in a matter of minutes. They work best with a client who has anything from similar age and interests to hobbies and nightlife.  While sharing personal stories and experiences is great for building relationship, they must know how to keep it professional. The best recourses to have for a “Pal” are information to grant flexibility to meet the client’s needs and understanding the budget so they can entertain it.

The Pit Bull

As you can guess from the name, this personality type is much more aggressive than the others. The bottom line is BUSINESS. While it may sound invasive and ruthless to some, there is a school of fish that respect someone who gets to the bottom line without any fluff. This salesperson needs to be given authority as they will most likely close a deal on the spot. They require all the closing recourses and an environment where they can work independently, exercise their authoritarian discretion and close deals quickly.

All three of these personalities can be successful when each is used in the right selling environment. You can see how matching the right salesperson for the client can secure more big fish and for a longer period of time.

So before you cast out, make sure you have a feel on the fish’s environment and send in a salesperson that is most likely to reel the client in.

If you have not profiled your company I highly recommend it. If you would like help or the recourses with profiling please do not hesitate to contact me today!

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