Enigin View - Four Types of Sales People II
AT Enigin we meet many different sales people, either selling to us or as Enigin Distributors or working for them.
There is an opinion that all sales people are the same, but this is a myth.
Yes, it is trues that ALL salespeople must, for example, be able to have a conversation with a customer, but different sales aims or jobs demand different personality types and skill sets.
Howard Stevens, CEO at the Chally Group has identified four primary types of sales jobs and an ideal type that adapts well to those jobs.
This post describes the second basic types.
Sales Person 2: The Consultant
Consultative sales situations usually are reserved for bigger ticket items, high technology items, or intangible “intelligent” services; for example, telephone systems, computer systems, consulting services, law services, etc.
Being successful at this requires both patient, interpersonal contact and a certain amount of aggressiveness as well. Forget the personal touch of the relationship, or fail to persist long enough for the deal to close, and a consultative sale will be lost.
The consultant performs extremely well with “prestige” and “image” products and services. This type of sales environment requires consultation with customers to meet their specific needs. Consultative salespeople are unusually career oriented. The consultant also tends to be more “academically inclined” than the other sales types.
That being said, the consultant is not, as a rule, a daring risk-taker. The best ones do take risks, but only after careful thought and calculation. They pay a high level of attention to detail and have an above-average level of aggressiveness.
However, the “super sellers” of this type are definitely able to handle personal rejection and the fear of failure. They exhibit self-confidence, patience, and the ability to quickly develop interpersonal relationships with all business prospects.
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