Which type of salesperson are you?

Did you know only 37% of salespeople are actually good at what they do?

In a recent study, the Harvard Business Review reviewed 800 sales calls and determined the existence of 8 different types of salespeople.

As it turned out, only 3 of those types consistently close deals and reach their targets; the rest performed poorly. The good news is that the types are flexible- it has been proven that with the right training, a motivated salesperson can move into a different category.

• meeting preparation
• customer interaction
• company presentation
• customer rapport
• the sales pitch
• storytelling
• handling objections

Now let’s look at the types:

Expert(9%):

This is a top salesperson. An Expert is an excellent all-rounder who listens to her clients, empathizes with their problems and understands their needs. She can confidently guide their client to the right decision and is prepared with knowledge of their product.

Closer(13%):

The Closer is an excellent performer who’s always on target. He’s smart and quick-witted; his conversational skills let him easily and smoothly disarm any objections the client might have. These guys are where the term “smooth talker” comes from.

The good thing is that conversation is a skill like any other, and it can be learned.

Consultant(15%):

The Consultant is a brilliant problem solver- but he’s often unprepared. This can make him come off as insecure, and, in turn, shake the client’s confidence. A Consultant doesn’t take the time to use Storytelling and establish a bond with the client.

This type can grow into an Expert with the right direction.

Storyteller(7%):  

Storytellers are the biggest talkers on the list- they easily bond with their clients. Once they get started, they’re unstoppable, and they’re full of interesting stories and fun anecdotes about their clients, company, products and services. The thing is, they often forget to listen and get familiar with the needs of the client.

A Storyteller can improve their results by learning about Time Management, and learning to structure their approach and keep a clear goal in mind.

Narrator(15%):

The Narrator is similar to the Storyteller, but she likes a more structured approach. The Narrator isn’t telling a story- she’s making a presentation. She can come up with an amazing description of her company, service and product- but she sticks to a pre-made script, and gets tripped up if she needs to improvise and deal with objections.

This can be overcome by taking relevant training and improving one’s improvisational skills.

Focuser(19%):

A Focuser knows his product in and out, and can confidently list all important details and benefits to the customer. He’s the perfect idea pitcher- but he lacks empathy. He’s not listening to what the client needs, he’s just describing his product.

It’s been observed that getting better at NLP develops a Focuser’s empathy and lets them understand their clients better.

Aggressor(7%):]

Aggressors are no-nonsense, goal-oriented salespeople. They immediately assume that the client wants their product, and don’t waste their time actually listening or trying to bond. An Aggressor is at their best during price negotiations and discussions.

 This is a type that can benefit from a subtler approach, and can adopt it with the right guidance.

Socializer(15%):

The Socializer is a people pleaser. She’s friendly, social and outgoing, but she has trouble escalating to the pitch itself. She’s not motivated to actually sell the product.

 

These are 8 sales types. Did you see yourself in there? If you did, and you’d like to improve your technique and rise to the top, take a look at our Sales classes, and let’s get started!