Steer Clear of Buyer and Seller Matchup Nightmares

Posted by Kevin Wessels on July 12, 2020

In our previous blog, we talked about successfully reaching, meeting in person, and making a tremendous first impression with your “big fish” prospect.  Now, we’re going to explore how to uncover the personality of your prospective big fish so that you can quickly and properly match the right salesperson with the prospect.

To do so, you need to follow two steps:

  1. Profile your salespeople’s personalities.
  2. Match the right salesperson to your target fish.

Essentially, there are three different selling personalities:

  1. The Sage
  2. The Pal
  3. The Pit Bull

The Sage
This salesperson offers knowledge, experience, comfort, and trust. He or she can make a concerned customer feel at ease. In order to be successful, he or she needs plenty of information, a demo of the product/service, references, and case studies, if possible.

The Pal
Much like it sounds, this is a sales rep that shines at building relationships. This type of salesperson can instantly relate to the prospective client and make them seem like old friends in no time. He or she works best 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.

While sharing experiences can be beneficial to creating a new relationship, your salesperson must always keep it professional and dignified. Once this personality match is found, it will be important for sales management to provide ample entertainment (or schmoozing) budget and product/technical support to appropriately meet the client’s needs.

The Pit Bull
Clearly, this personality type is a little more aggressive than the others. This salesperson is all about business and the bottom line. While this may seem harsh to a lot of people, there is a set of business people out there that want the same thing.  They respect someone who can get down to business and the benefits of a partnership. This salesperson will need to be trusted with a little authority as they will likely be closing deals on the spot.  They’ll need plenty of resources and access to products and services. They are best placed in environments where they can work independently, exercise their authoritative discretion, and seal deals quickly.

These can all be successful when each is used in the right selling environment. You can easily see how matching the right salesperson for the client can secure larger and longer contracts.  Failure to do so will result in the prospect becoming overwhelmed, dissatisfied, or dazed and confused, and potentially lead to lost deals.

If you need help figuring out which of your sales personnel fit into these three areas, please contact us to schedule your initial complimentary business development strategy session.  We’ll help you kick it into high gear and get your big fish plan in action!

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