When I chat with people who tell me they “love to sell,” here’s what they’re often saying. You can group them into four types – broadly.
Type 1: The Talker – they have the gift of gab. Sales – so they think – lets them talk
Type 2: The Competitor – they love to compete and win. Sales – so they think – lets them compete
Type 3: The Pleaser – they need to please. Sales – so they think – let’s them please
Type 4: The Analyzer – they need to analyze problems. Sales – so they think – let’s them analyze
When people tell me they “love to sell,” it’s often not really about selling – it’s about them.
And this is a problem, becuase…
Selling is entirely about executing a process to help your prospect get to where they want to, and allowing them to take ownership of that decision.
The sales types above don’t do this.
And so…
- The Talker is really just a salesperson who doesn’t know when to shut-up
- The Competitor is overly assertive and crosses ethical lines
- The Pleaser overpromises and under-delivers
- The Analyzer overthinks everything and complicates the process
Prospects are not looking for these folks.
Prospects are looking for trusted advisors who can help them:
- prioritize
- de-risk decisions
- navigate change
- solve problems
- get to where they want to go
In a very real sense, the classic idea of “Selling” is dead.
The “Trusted Advisor” is the new salesperson.
Become this…