In the last post, 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 your prospective big fish’s personality 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:
- Pit Bull
This salesperson offers knowledge, experience, comfort, and trust. They can make a concerned customer feel at ease. To be successful, they need plenty of information, a demo of the product/service, references, and case studies, if possible.
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 looking for friendship, information, and 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’s 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 many people, there is a set of business people out there who 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.
If you need help figuring out which of your salespeople fit into these three areas, try our GUIDED TOUR and work with one of our amazing coaches to get your big fish plan in action.