Are you an expert, closer, consultant or storyteller? If you read last week's tip on salesperson styles, you can find out. If not, here is an overview of the last four of the eight sales styles and how each can improve his or her sales results.
Focusers know their products and believe in them deeply but they lack confidence. They often insist on detailing every product feature and may not hear the customers' needs. This group of reps requires training in listening skills and must learn to use their technical savvy to meet customers' needs.
Narrators know their offering and market but are overly dependent on scripts. They are reliant on marketing materials and fail to respond properly to challenging questions. This rep needs basic instruction in questioning skills and improvisation and how to become less reliant on PowerPoint and brochures.
Aggressors approach most sales calls as price negotiations. They can score big wins and rarely concede too much. However, some customers dislike their combative approach. These reps need to develop a broader repertoire of sales skills and could also benefit from self-awareness training.
