Have you ever considered there’s more than one type of salesperson?
I don’t think there’s a specific “type” of personality that is best for sales.
I believe anyone can be good at sales and comfortable selling with some practice and maybe some trial and error.
I recently started reading the book, The Challenger Sale (here), just inside the cover; they suggest as salespeople, we should be assertive, pushing back when necessary and taking control of the sale.
Wow, in the beginning, I got a bit stirred up thinking about this.
But I have read a little bit of it now. (Stay tuned in the coming months; I’m sure I’ll have a few more thoughts. ) I have also been covering conviction and staying true to your heart during October.
The book and my subject of the month have me reconsidering my position on The Challenger Sale.
At the same time, I would never describe my method as pushback or assertive.
I would say there are occasions when I see a better path forward for my client than my competitor has offered or that maybe they have considered for themselves.
I will suggest an alternative with confidence based on my experience and knowledge.
It sometimes clouds the process briefly and slows down what might have been an otherwise quick approval.
Sometimes I must say, “I have something else I would like you to consider.
The book gives us five types of salespeople.
- 1. The Hard Worker- the reps who show up early, stay late, and always put in the extra effort.
- 2. The Relationship Builder- the rep always builds and develops personal and professional relationships.
- 3. The Lone Wolf- deeply self-confident, following their own rules.
- 4. The Reactive Problem Solver – always reliable, attentive to detail, and ready to solve a problem.
- 5. The Challenger- a deep understanding of the customer’s business and use their knowledge to persuade the customer and teach them something new.
I believe the best of the best salespeople that I have had the pleasure to work with have some of each of these qualities.
But, the challenger, although I suggest a softened version, is a skill you can learn by leaning into your convictions and what you know to be true.
It’s following your heart and stepping in with confidence based on not your needs but the customer’s needs.
I do believe this type of challenge is good. You can do it professionally with great success.
So how about you? Are there occasions where you can follow your heart and make a better Sale?
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