What kind of Sales Negotiator are you?

Salespeople come in all shapes and sizes. But the true measure of a salesperson is really, how well can they negotiate and close? I have been thinking a lot about the different kinds of people I have met in sales. I like to break it down the following way!

Some salespeople are simply order takers. Order takers are lucky when the economy is strong and robust but the order taker fails miserably when the economy turns or competition grows stronger. The order taker often knows the product or service well and can easily talk about features and benefits. But they lack the true ability to establish rapport with their prospect. Without the ability to establish rapport, the order taker simply cannot establish trust and credibility. Both are necessary ingredients to move a sale forward.

Joe Average Salesman - Now this salesperson can establish rapport and knows the product or service. The problem here lies simply with the ability to close. The only close this salesperson knows is the "soft close" where they simply wait for the prospect to ask for the order.

The Negotiator - This salesperson has it all. They establish rapport, know their product or service and can close. These folks are usually in the top 10% of the sales organization and consistently remain there, year in and year out. But, they lack one trait that keeps them from the number 1 spot.

The Super Negotiator - or the great showman. The Super Negotiator has it all and then some. This type of salesperson captivates an audience and never lets them go. They walk into a room and fill it with dynamic energy. They constantly read the room and immediately know how to interact with everyone there. There greatest skill lies in their ability to make a product demonstration a show everyone wants to be a part of. They are usually fun, energetic and bright.

To become better and more accomplished at what you do always takes work. Sometimes just understanding the differences will put you on the road to great success!

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