Enigin View - Four Types of Sales People III
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 third basic type.
Sales Person 3: The Relationship Builder
Relationship salespeople like independence. They like the freedom of sales, the feeling that they are their own boss. They exercise discipline and take responsibility for their actions. Not surprisingly, relationship salespeople become resistant if management tries to control their actions too much, or if management tries to change the rules.
Relationship sales requires great patience over a long period to finally cement a customer. This practically eliminates one’s concern with failure on a day-to-day basis because the sale is heavily dependent on the relationship between the salesperson and customer.
A “good” relationship will generate at least some business eventually. Many industrial selling situations and both territory and route sales typify relationship sales. Relationship selling is characterized by the ability of salespeople who move to a competitor to take business with them. Local stock brokers, industrial suppliers, distributors, etc., typify Relationship sellers.
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