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  1. Types of Sales People Module 1 © 2008-2009 the Scarlett Road group
  2. Who Am I? It is important as a sales person to be able to identify what personality types you have., in addition, as a sales manager, you MUST know the drivers, inhibitors and how to manage different personality types. There is no one perfect type of sales person. They all have their strengths and weaknesses. Knowing these will help you use your strengths to their potential and help overcome your weakness.
  3. Types of Sales People • • • • • • • • The Vending Machine The Wiki The Schmooze The Ego The Bulldog The Cheerleader The Face The Time Killer
  4. The Vending Machine This sales person does not seek leads on their own but waits for the client to walk into the store or call up for information. Results: Average to below average Strengths: Always gives the client what they want, no less, no more. Clients usually respond well to this person as they are very low pressure. Good with clients and seems unthreatening. Opportunities: With the vending machine’s ability to create a good rapport with clients and sell based on need, they have great potential. The vending machine needs to learn to obtain leads on their own and not rely on “walk-ins”. In times of economic difficulty, the vending machine’s sales can really suffer. What to Do: The vending machine needs to recognize that to achieve their own personal WIN they need to do more than the minimum. They will be very successful when marketing campaigns are driving calls or traffic but are at a loss otherwise. Have a good conversation about this persons needs and what motivates them. Give them the tools, such as lead generation skills and rapport building skills showing them how this will help them achieve those needs.
  5. The Wiki This sales person has a wealth of knowledge that they love to share. They love to write long letters and have long conversations about why their product is the one to buy. Results: Average Strengths: Excellent resource for information. The client always knows the full story before they make a decision. Good at establishing leads as they are always willing to share their knowledge on the street or over the phone. Opportunities: Sometimes the Wiki can make a client feel stupid and talk themselves right out of sales. The wiki needs to learn better fact finding so that they can convey the right information to clients, not all of the information. What to Do: The wiki needs to recognize that to achieve their own personal WIN they need to build relationships with their clients to encourage a higher close rate as well as build client loyalty. Providing a Wiki with rapport building tools and “Show Your Client” tools will allow them to set up the relationship with their client and know what to say and how to present the sale without talking themselves out of it.
  6. The Schmooze This sales person is everybody’s best friend. They use their relationships to close deals and uncover opportunities. Results: Above Average Strengths: Excellent ability to create a strong rapport with clients. The Schmooze leverages their relationships to draw in clients and to get referrals. Opportunities: Sometimes the Schmooze can be viewed as manipulative and slimy. As they are so focused on relationships they are always sure to get their client what they need but are the first to offer a promotion because of it. What to Do: The Schmooze is already very good at building relationships with clients and closing sales, they need to focus on achieving a better balance between the needs of themselves, the client and the business. I would start off by explaining this to them, knowing why we do something is the first step in teaching, and then give them the tools they need to close sales without relying on promotions, but instead, using the great rapport they have built.
  7. The Ego This sales person has a wealth of knowledge, clearly believes in their product and is personally insulted if others don’t share their enthusiasm. Does not care if the client likes them or not because they think they are always right and anyone who disagrees is stupid. Results: Above Average Strengths: Strong ability to be viewed as a subject matter expert. Very thorough in their sales and is quite relentless in overcoming clients objections. Opportunities: Not very strong in creating client rapport aside from being viewed as an expert. Can be viewed as arrogant and pushy. What to Do: Make sure you don’t tell the Ego what they are doing wrong! This will get their back up and make them unwilling to listen. The ego is good at closing sales and overcoming objectives as they are relentless, but if you want long lasting relationships with clients, you have to help the ego see the value of rapport building and give them the tools to get there.
  8. The Bulldog This sales person is relentless, never gives up and will do whatever it takes to make the sale. Results: Above Average short term. Below average long term. Strengths: Amazing ability to generate leads. The Bulldog never says die and will keep trying for the sale long after many would have given up. Opportunities: The Bulldog is often seen as pushy and aggressive. Long term clients and loyalty are not their strong suit. The Bulldog will exhaust all of their resources fairly quickly and has a tendency to burn out. What to Do: The Bulldog needs to slow down! Take their time building a relationship with their clients to help with long term loyalty. The Bulldog is very results oriented and needs to see that a good rapport with a client is worth while. Give them the tools to “Sell Smarter” so they can take advantage of every client contact instead of bulling the clients they speak to.
  9. The Cheerleader This sales type is very personable and tends to have a very good attitude towards work. This type can sometimes be mistaken as a vending machine. Results: Average Strengths: Able to build a very strong rapport with clients. Very personable and truly believes in their product. The Cheerleader is very positive and their excitement is often contagious. Opportunities: Though the cheerleader is very good at keeping clients happy and is excellent at developing loyalty, (more so that the vending machine) they are not proficient at generating their own leads and waits for leads to come to them. Once they have a lead – look out! What to Do: the Cheerleader lives for encouragement and positive reinforcement. Don’t stop giving it to them. They can easily get burnt out if they don’t feel appreciated. Give the Cheerleader lead generation skills to help keep them focused. Leverage their talents by allowing them to prime client loyalty and client appreciation initiatives.
  10. The Face This sales style uses charm to attract clients and to close sales. Results: Above Average Strengths: The face is extraordinary at using their natural charm to attract clients and to talk them into a sale. Opportunities: Similar to the schmooze, the face tends to build relationships with clients to gain their trust and take their recommendation. However, the face tends to create short lasting relationships without much follow-up thus, not much repeat business. What to Do: The Face is hard to coach as they typically are very good at their job. The two things to focus on are; keep them inspired and make sure they do any follow-up activates they need to for clients. The Face has a tendency to get side tracked.
  11. The Time Killer The time killer is present to get their pay check and do the absolute minimum to get it. Results: Below Average Strengths: Usually has above average attendance and is a steady worker – never extraordinary but steady. Opportunities: The Time killer does not like to take suggestions and is not big on going over and above the call of duty. The hardest thing is to find a way to inspire them. What to Do: The hardest of all to inspire. The time killer does not have passion for their work and does not want to spend more time at work than they have to. So what to do… before skills teaching, you have to focus on their needs; why do they come to work, what is their definition of success, why did they choose to work where they do. Once you have some answers, coach to these needs and wants in relation to the business needs. If the time killer sees this, then re-evaluate their skill needs.