November 25, 2012

"The Myth of the Universal Sales Professional"

There is an old and "modified" saying that there are 3 Kinds of Sales “Professionals”

  1. The professional: The Kind That Makes Things Happen
  2. The representative: The Kind That Watch Things Happen
  3. The “not long for employment” sales guy or gal: The Kind That Wonder… “What Happened?
 Today's guest blogger, Ann Garvey, NAHB's National Associate Chairman (VP), is going to shed some light on the above saying and explain.......

"The Myth of the Universal Sales Professional"
by Ann Garvey, CGA, CSP, CAPS
Charlotte Chamber of Commerce
Eaton Habitat for Humanity 
Ann Garvey
It's a myth that there is a "universal sales professional." Why is it that some building industry sales professionals are much more successful at selling than others? Often this success can't be attributed to better education or training but something less obvious.

The first  type of sales professional is known as the "Team Player." Team players are typically top performers, works well with others, and willing to try new sales approaches and techniques.  
This professional doesn’t have any problem making appointments, they enjoy getting in front of people, hunts to work out problems, needs and wants, and discussing workable solutions. They have an understanding/empathy for the customer. They can see from the customer’s point of view and want to solve their customers problems.

 The second type of sales professional is usually known as the "Order Taker."  At first glance, these types seem like the ideal sales professional because, they consistently close deals and bring in new clients. These people don’t mind talking to customers, clients or prospects, if they don’t have to initiate the call. They are uncomfort­able making appointments, and would rather have the customer or prospect come to them. 

The third sales professional is the one who always seems to be building up business. They can be great team members, by having good product knowledge, but severely lack “people skills.” They operate from a sort of “hit‑and‑run” approach.

Just as different sales professional have their own different and unique personalities, combinations and variations of these sales professional also have different skill levels when it comes to selling and servicing their clients. To be effective in sales is to pay attention to how you relate to potential clients, to others, and to the duties of your jobs. As we do, take an honest look at yourself to see where you might improve.

How do your clients see you and are you doing your best for them, hence for your company/product?   

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