Who’s Your MVP?
Recently, we talked about making the first contact with your prospective big fish and how to make a positive first impression. Today we’re going to talk about feeling out the personality of your prospective big fish to match the right salesperson to the fish.
You need to do this in two steps:
- Profile your salespeople’s personalities.
- Match the right salesperson to your target fish.
There are essentially three different selling personalities:
- Sage
- Pal
- Pit Bull
The Sage
This salesperson offers knowledge, experience, comfort and trust. They can make a concerned customer feel at ease. In order to be successful, they need plenty of information, a demo of the product/service, references and case studies, if possible.
The Pal
Much like it sounds this is a salesperson that shines at building relationships. They can instantly relate to the prospective client and make them seem like old friends in no time. They work 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. The resource this personality type needs is help pairing with the right client, entertainment (or schmoozing) budget and the right information to meet the client’s needs.
The Pit Bull
Obviously, this personality type is a little more aggressive than the others. They are 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 and 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 more big fish and for a longer period of time.
Phil East
Business Growth Specialist & Marketing Strategist - Profit Improvers
My goal is straight forward.... to help serious business owners get more clients, close more sales and start using their marketing dollars effectively.
By focusing on the proven 5 Step Profit Formula, You have the ability to find at least $10,000 to $50,000 in additional revenue, available to you in your business right now, in less than 45 minutes - WITHOUT spending a cent on marketing or advertising. I can help you identify the best places to look for that additional revenue.
If you’re interested in seeing dramatic and immediate increases in leads, sales and revenue, then I can help you.
If you want more leads than you can handle, along with the ability to close new leads up to 80% of the time, the formula is tried, proven, tested and true. It’s being used right now by businesses all around the world and You can use it too.