When it comes to your sales team, it’s important to hire people with the right skills and personality traits to drive sales and success. There are a few different types of salespeople; when interviewing someone for a sales position, if you can figure out which type they are, it’ll help you decide if they’re the right kind of person for your team. The most successful salespeople are the ones who understand how to use their talents and traits to best connect with your clients through your typical communication channels. Here are the four main types of salespeople.
1. The Caretaker (Supporter)
Caretakers are transactional salespeople who like being in their comfort zones. They are agreeable and amiable workers who typically wait for sales to come to them instead of prospecting or hunting for potential buyers. They can also be known as “supporters” since they’re helpful, competent, and reliable employees who are great at being in the right place at the right time, ready to help buyers who’ve come to you. If you run a retail business where it’s the job of your salespeople to help buyers find products they’re already looking for and assist them in making buying decisions, caretakers are great people for the job.
2. The Professional (Relator)
Professionals are all about the relationship, both internally within your organization and externally with clients/customers. They’re very likable and typically very enthusiastic about the company and your product. Of all the types, this one will know the most personal details about your clients and customers. They will connect with customers, try to understand their wants and needs, and build relationships built on fulfilling expectations. They often get sales because buyers trust them to provide value and deliver what’s promised. If you run a sales team responsible for servicing accounts, having long-term sales relationships, and keeping clients satisfied, a professional is the right fit for the job.
3. The Closer (Driver)
This is the most assertive type of salesperson, often seen as the “born salesperson.” Closers are the type people think of when they hear the term “salesperson,” and they’re the most parodied type. They are self-confident, persistent, and often bold and brash. They focus more on closing the deal, rather than focusing on building lasting relationships. Closers don’t take “no” for an answer and will offer incentives or enticements in order to encourage, coerce, or push customers forward in the sales process, getting them to eventually close the deal. They are assertive and competitive, always driving toward goals that are set for them or that they set for themselves. Closers will only work well for businesses not concerned with retention or gaining repeat customers.
4. The Consultant (Analyzer)
A consultant is a bit of a hybrid salesperson who has some qualities of a closer while being able to build personal relationships like a professional. They listen to customers and get to know their needs, so they can craft their sales pitch to a specific situation and can be patient when needed. However, they can also be assertive with customers when trying to get the final “yes” to close the deal. In managing accounts, they’re helpful problem-solvers who are willing to provide incentives to keep clients happy and preserve long-term relationships. Consultants are analytically adept, able to quickly assess a situation and figure out what’s needed to build the relationship and move a client forward.
Knowing how to identify these salespeople types will not only help you choose the best fit during an interview process, but it’ll also help you develop the salespeople currently on your team. Sales Arbiter can show you what skills you can help each of these types to build in order for them to become more efficient at selling your product or service. Contact us to learn more about our process.