Sorry it has been a while! I commit to you that I will be more regular in posting to this blog...at least 1X per week. If you have interesting sales stories, great calls you could share, disasters, and sales call mishaps - please drop me a line a share them.. epowers444@optonline.net.
Sitting in the NYC subway the other day - I can't help but look around and notice the very unique and different faces, colors, dispositions -then we hit 14th street and these two colorful guys get on a start banging out a Santana song on the bongo drums - some folks start moving with the rythyms, others look away, some smile - I started a congo line on the # 3 subway. I immediately thought of all the sales persons I have know, sales management - and the different styles, dispositions, personalities and how they interact with prospects and clients.
What is your style? Is it defined? How would your prospects and clients define you?
Here are a few styles I have managed and come across;
- Hard Driver: he/she smells of sales, always looking to sell, loves the game, the 'kill', the conquest - and not highly concerned with the client at the end of the day. Check your wallet!
- Best Friend - he/she never takes their eyes off the prospect. Finds everything that comes of the prospects mouth to be the most interesting thing they have ever heard. Tells them what they want to hear. Immediately goes to 'Ego". Sorry- I was here to sell you a solution and I got caught up in the personal side of the story.
- Fat Guy in a Little Suit - doesn't do his homework, doesn't understand the prospects business, can tell great stories, picks up the bar tab, makes commitments but doesn't keep them - mismanages the prospect/clients expectations from the get go.
- Fair/Balanced - knows his/her business, professional salesperson, well respected, highest level of integrity - says what he means and means what he says, gets it done - wins clients for life.
I hope to think we are all fair and balanced. I suspect I am a blend of all these...! Which one is you? I bet you know someone in each of these categories.
Happy Thanksgiving to all!
Ed
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As the world changes and people are being extremely skeptical about anything they are being sold, people will buy from someone they like and trust, even if you don't have the best product/service or the cheapest price. People don't want to be sold to anymore, and I think all except the Fair/Balanced may be dysfunctional.
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Joe LoBosco
知識可以傳授，智慧卻不行。每個人必須成為他自己。......................................................................
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