Who’s Your MVP?
In the last post we talked about making first contact with your prospective big fish and how to make a positive first impression.
Today we’re going to talk about feeling out the personality of your prospective big fish to match the right salesperson to the fish.
You need to do this in two steps:
- Profile your salespeople’s personalities.
- Match the right salesperson to your target fish.
There are essentially three different selling personalities:
- Pit Bull
This salesperson offers knowledge, experience, comfort, and trust. They can make a concerned customer feel at ease. In order to be successful, they need plenty of information, a demo of the product/service, references and case studies, if possible.
Much like it sounds this is a salesperson that shines at building relationships. They can instantly relate to the prospective client and make them seem like old friends in no time. They work best with clients who are looking for friendship, information and in a similar peer group as the salesperson. This can include anything from age and culture to hobbies and nightlife.
While, sharing experiences can be beneficial to creating a new relationship, your salesperson must always keep it professional and dignified.
The resource’s this personality type needs is help pairing with the right client, entertainment (or schmoozing) budget and the right information to meet the client’s needs.
The Pit Bull
Obviously, this personality type is a little more aggressive than the others. They are all about business and the bottom line.
While this may seem harsh to a lot of people, there is a set of businesspeople out there that want the same thing and respect someone who can get down to business and the benefits of a partnership.
This salesperson will need to be trusted with a little authority as they will likely be closing deals on the spot. They’ll need plenty of resources and access to products and services. They are best placed in environments where they can work independently, exercise their authoritative discretion and seal deals quickly.
These can all be successful when each is used in the right selling environment. You can easily see how matching the right salesperson for the client can secure more big fish and for a longer period of time.
If you’re having a hard time deciding on what you want, the tools, resources and coaches in the GUIDED TOUR can help you define the wants and needs of your company in relation to customer service.
I can help you work through all these areas and give your business a jumpstart that puts you ahead of your competition right from the start.
Feel free to visit https://newcoachingstrategies.com for your GUIDED TOUR and a complimentary copy of my first book in the five-book series:
Business Breakthrough Secrets, Volume I, The Secret Formula To Discovering $10K Hidden Inside Your Business In 45 Minutes Or Less… Guaranteed!
You can also invest a few minutes of your time to watch this revealing video presentation on the best marketing secrets for your business as my gift to you:
If you have further questions about this article, please leave me a message and I’ll respond as soon as possible!