Becoming self-aware is the first step in becoming a better sales person.
Take this quiz to find out your sales archetype before reading on...
(Don't worry if you haven't seen Game of Thrones, it will still tell you your sales archetype!)
What most sales archetype models lack is the ability to identify people who won’t be successful in sales. Each person has their own sales style, but which sales styles are the most successful?
According to the Harvard Business Review, there are eight kinds of salespeople:
Through HBR's experiment, the first three types were deemed consistently successful in sales. The other five need some improvement. If you fell into one of those five categories, you're not alone!
63% of salespeople in the study fell into categories that were deemed as somewhat ineffective.
An important thing to remember: If you fall into one of the categories of ineffective salespeople, this doesn’t mean that you have to stay in that category. Becoming self-aware is the first step in becoming a better salesperson.
If you’re a storyteller, set an agenda for the meeting with a customer. If the meeting is conducted over the phone, you can time how much you’re talking versus how much the customer is talking. Being able to cite case studies in an interesting manner is a valuable skill when used properly.
If you’re a focuser, write down a list of questions that address your customer’s current and ideal situation. As a focuser, you have an innate ability to memorize a lot of information. Now, try to focus that ability on learning facts about your customer before advocating a solution.
If you’re a narrator, wean yourself off of the script. Start with limiting your script to bullet points, then take away the script altogether. You can also practice roleplays with someone who falls into the “closer” archetype and obtain feedback.
If you’re an aggressor, you have a knack for assertiveness- a quality which comes in handy. However, you need to practice self-awareness. You can do this by having an outside party listen-in on your meetings/calls and really take their feedback seriously. No one wants to deal with a pushy salesperson long-term. Eventually, you can shift into more of a closer archetype.
If you’re a socializer, you have half the battle of sales mastered. Building rapport is crucial! By practicing ways to transition the conversation into a more sales-oriented one, you can remain your customer’s buddy, but also become a trusted advisor with long-term relationships.
What result did you get? Be sure to share it with your friends!
About the author
Kate Jacoutot is a marketing consultant for Spire Workforce Solutions. To learn more about Kate, visit her website.