How important is it to have the right salesperson with the right account?
In a previous post, we talked about making first contact with your ideal clients and how to make a great first impression. Today we’re going to talk about feeling out the personality of your ideal clients to match the right salesperson to the client or prospect.
You need to do this in two steps:
- Profile your salespeople’s personalities.
- Match the right salesperson to your target prospect/client.
There are essentially three different selling personalities:
The Guide brings knowledge, experience, comfort, and trust. They can make a concerned conservative client feel at ease. For them to be successful, they want plenty of information, a demo of the product/service, references, and case studies, if possible.
Just like it sounds, The Buddy shines at building relationships. They instantly relate to the prospective client and make them seem like old friends almost immediately. They deliver the best results with clients who are looking for friendship, information, and in a similar peer group as the salesperson. This can include anything from age and culture to hobbies and nightlife. This sharing experiences can be beneficial to creating a new relationship, but The Buddy must always keep it professional. The resource’s this personality type needs is help in pairing with the right client, entertainment budget, and the right information to meet the client’s needs.
I had a Buddy working for me. He knew everyone. He made very few direct sales calls. They were mostly entertainment calls where business was discussed. He could get meetings no one else could and he made it rain.
Obviously, The Determined is a little more assertive than the others. They are concerned about business and the bottom line. While this may seem a little direct, there are owners and prospects out there that want the same thing and respect someone who can get down to business and the benefits of a partnership. The Determined will need to be trusted with a little authority as they will likely be closing deals on the spot. You will want to provide them with plenty of resources and access to products and services. They work best in environments where they can work independently, exercise their independent discretion, and seal deals quickly.
All of these types can deliver the results you need when each is used in the right environment. You can see how matching the right salesperson for the client can secure more ideal clients and for a longer period of time.
If you need help figuring out how to drive more sales for New Clients, New Revenue, and New Profits, check out the resources at RAS-Squared.com.