Three Types of Salespeople

\"There are three kinds of salespeople; those who make things happen, those who watch things happen and those who are wondering what happened.\" You\'ve probably heard that one before. Actually, there are two different types of salespeople and they are easy to tell apart.

The first type is the improvisor. He seldom prepares, his preferred style, is to take things as they come. He likes to be spontaneous. He relies on his instinct and counts on his intuition to carry the day. His days are fun filled and exciting, because he literally treats each sales call like an adventure. He\'s the Indiana Jones of selling, foot loose and fancy free, what ever that means.

The second type is the professional. He also enjoys his work, for different reasons. He anticipates everything, especially the routines. He knows the routines given the opportunity to prepare in advance. For example, he handles recurring objections. He knows he\'ll get them over and over again, so he prepares in advance how he will deal with them. He plays with words, until he creates power phrases that work. Once prepared, he knows that to execute the delivery, he must practice what he has prepared. He records his power phrases into a recorder a plays them over and over until they are anchored. He treats sales calls as opportunities not as adventures.

There are two types of salespeople and two different results. Each one follows a pattern, one is unstructured and one isn\'t. Each can be seen as a formula. One formula gets better results than the other. Here they are:

I + I = I (instinct + intuition = improvisation)

P + P = P (preparation + practice = professionalism)

The secret to selling success is that there are no shortcuts, no quickies just plain old fashioned hard work.
These are the formulas, you make the choices. One doesn\'t require much preparation. One pays better than the other. Remember this, you will never improvise as well as you can prepare. Also remember, your
customers can usually tell the difference.

You can become the best you can be, if you prepare and practice sufficiently.

Jim Meisenheimer is the creator of No-Brainer Sales Training. His sales techniques and selling skills focus on practical ideas that get immediate results. You can discover all his secrets by contacting him at (800) 266-1268 or by visiting his website: http://www.meisenheimer.com

Sales is Like Sex
10 years ago I learned a powerful sales lesson I will never forget. It's the difference between 'million dollar salespeople' and salespeople who are b...

High-Tech Selling: Is It Really That Difficult?
Selling high-tech products and services is much more difficult than selling most other products and services: Truth, or just a popular myth?Selling an...

Telemarketing As A Career - Is It A Good Choice?
If you are considering becoming a telemarketer either as a career or a temporary job, I would like to offer you some things to consider. Most telemark...

Questions: Open-ended or Close-ended?
Almost all salespeople know the "right answer" to that one. Or do they?If you are practicing "Needs Selling," or any of its modern derivatives, such a...

Prospecting for New Sales Opportunities, Your Premier Source
Salespeople are asked to prospect for new customers all the time. Businesses spend fortunes in advertising as they try to entice new people in to spen...

The Dangers Of Relying Solely On ’On The Job’ Training
Most businesses that sell a product or service will provide some level of training to their salespeople, 'on the job'. While any sales training will b...

The High Price of Comfort: Dramatic Results Require Dramatic Changes
Many salespeople are uncomfortable with the results of their sales efforts. So, they spend time and money on sales training in an attempt to improve t...

The Art of Listening
The one thing almost everyone in sales would agree about is that salespeople love to talk. And we all know listening takes away from talk time. The ot...

If You Want to Sell, Don’t Be a Salesperson!
Salespeople are infamous for making others feel bad.They cold call complete strangers to judge their business decisions and make them feel sorry and s...

How To Close 80% Of Your Prospects
In a recent seminar on doubling your income in 12 months, we asked a room full of salespeople, What is the number one thing that salespeople do that k...

Building Value, How Far do You Go?
As a salesperson, building the value of your product or service is a very important part of the selling process for two specific reasons. The process ...

The Top 5 Reasons to Choose a Sales Trainer for Your Company
Every business owner wants to be successful. Big or small, the one way to ensure that your business is successful is to keep your customers happy. It ...

The Ultimate Sales Training Tip
Well - I just got back from delivering two sales training programs.Both groups were loaded with talented salespeople.Each group had specific objective...

Tonight’s Main Event - Features vs Benefits
Welcome to tonight's matchup. We have a very exciting bout for you this evening.In this corner, wearing the blue trunks. He's every cool thing you k...

Powerful Product Presentations, Your Most Potent Tools, Part 3 of 3
In the marketplace, value is built, profit is protected and sales are closed by salespeople who possess superior presentation skills. There are tools ...

This entry has been filed under Sales Marketing Training and currently has