Your Selling Style has a massive impact on your Sales outcomes. A Selling Style is how you connect with the customer. Basically, how your actions impact and influence the customer’s decision making.
It is important to know the type of Salesperson you are. The primary reason for this is, once you step outside your comfort zone you are no longer in control. In other words, when you divert away from your natural operating style you become uncomfortable and therefore less efficient in your sales.
Bearing in mind we all have our own Selling Style, the question is, should Salespeople use the same approach with all their customers?
No! In our experience, the best Salespeople vary their “Selling Style” depending on the other person and the situation. Yes, questioning and listening, asking for the order, and product knowledge are all important. But equally, is knowing when to use each of these skills and techniques. That is what is known as Selling Style Flexibility.
Which of the 4 Selling Styles are You?
1. Repair Person
The Repairperson is technical by nature. These people won’t sell but they will talk “technical”.
The repairperson loves to help people and may end up making a sale, but with one caveat. The people they are dealing with have to be technical in nature, just like them. This is because they tend to be at their best when talking with someone in their same discipline. That is customers who are often engineers, accountants, computer analysts, or other technical professionals. Speaking with someone like-minded gives them a chance to demonstrate their excellent technical abilities and “repair” the other person’s problem.
Do you know how to manage the different selling styles of your salespeople?
Find out your Salespeople’s Selling Style with a KONA Group Team Assessment!
2. Hunter
Hunters thrive on seeking out new opportunities, opening new doors, and looking for the next opportunity. Their eyes and minds are always on the horizon looking for the neat kill. They are the best type to have around when your sales funnel is empty because of their “go and get ‘em” mentality.
When times are tight and Sales opportunities are at a low, the Hunter will forge into new Sales territories and find new opportunities. In good times, Hunters need to learn how to harness their drive and energy, so they farm their accounts and opportunities rather than always seeking out new prey. Hunters are decisive, bold, and blunt in their efforts to close a Sale.
DO YOU KNOW HOW TO MANAGE THE DIFFERENT SELLING STYLES OF YOUR SALESPEOPLE?
Find out your Salespeople’s Selling Style with a KONA Group Team Assessment. Contact Us Today.
3. Shopkeeper
The Shopkeeper has a pleasant personality and delights in helping people. These people like to be of service and helping others is their strong suit. The can often be found in retail, catalogue sales, or inbound tele-marketing. Shopkeepers feel they must be liked and respected by their prospects and may come across as being overly friendly. Shopkeepers are best suited for inside sales and putting them on the road is usually a mistake.
When it comes to sales techniques, the Shopkeeper does not like to be perceived as being pushy or aggressive and would prefer to make friends with customers than jeopardise the relationship by assertively moving the sale along to a conclusion. Shopkeepers don’t make a Sale – they wait for the customer to buy. Because of this, closing doesn’t come easy for the Shopkeeper.
DO YOU KNOW HOW TO MANAGE THE DIFFERENT SELLING STYLES OF YOUR SALESPEOPLE?
Find out your Salespeople’s Selling Style with a KONA Group Team Assessment.
4. Farmer
Farmers thrive on nurturing and maintaining accounts or opportunities. Once given a Sales lead, these people spring into action, make contacts, burrow their way into the account, and work it.
Farmers often go out of their way to help customers because they believe in the value of maintaining an ongoing relationship with the customer.
Unlike the Hunter, Farmers are not galvanised into action by a sales slump. Once someone opens the door and the Sale, the Farmer will take it over and run with it. Smart Farmers realise this and will seek out assistance when their sales fields go barren.
DO YOU KNOW HOW TO MANAGE THE DIFFERENT SELLING STYLES OF YOUR SALESPEOPLE?
Find out your Salespeople’s Selling Style today with a KONA Group Team Assessment.
Call 1300 611 288 for a confidential conversation.
Alternatively, you can email info@kona.com.au anytime!
