5 Different Levels of Sales People

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5 Different Levels of Sales People
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• When you look at successful sales people, you may
  be surprised at who performs the best. The worst
  kind of sales person is usually what you might
  think of as the best, while the top performer may
  not look like a go-getter. Youve seen them
  portrayed on television car sales people
  pushing the latest model on some poor helpless
  person. Of course, those aggressive sales people
  arent very popular, but are often heralded as
  high achievers. In reality, they arent all that
  successful.
• While the key to being a successful
  salesperson is to only sell something you believe
  in, you can learn how to improve your sales
  skills regardless of whether youre
  an entrepreneur, customer service agent, or
  business owner. Five different types of sales
  people exist, and you are one of those types.
  However, youre not stuck in this role. Instead,
  you can learn how to improve until you get to
  level five and become more successful.

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Sales Person Type 1 Laydown Based Sellers

• The level one seller, laydown based sellers wait
  for the customer to come to them. Imagine the
  salesperson in your local shoe store and a parent
  comes in to get a new pair of tennis shoes for
  their child who starts soccer practice the next
  day. You know youre going to get that sale
  because the person needs what you have and they
  need it now.
• This method of selling may work for companies
  which have leads coming in all of the time. For
  most people, theyll never achieve their full
  potential or be as successful as they want by
  following this process.

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Sales Person Type 2 Hand-off Based Sellers

• The hand-off based seller does better than the
  laydown seller, but not by much. Their focus is
  to send out proposals or make presentations to
  people. Their attitude is to hand off the
  decision to the customer after presenting the
  information.
• The focus for these sellers is the lower sales
  funnel activity. They arent really selling or
  prospecting or even closing. They get names of
  prospects and send out emails. Then, they sit
  back and hope it works out.

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Sales Person Type 3 Prayer Based Sellers

• Prayer based sellers put their attention to the
  top of the sales funnel. They are focused on
  meeting people and getting more leads. They go to
  the Chamber of Commerce meeting and shake hands.
  These sellers spend their time on the first step
  of the sales funnel, finding leads, but they
  never go to the next step. The idea is if they
  meet enough people, theyll get the sales. While
  this is better than the first two sellers, it
  doesnt get the results the person is looking for.

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Sales Person Type 4 Results Based Sellers

• Opposite from the last type of seller, they are
  solely focused on the bottom of the sales funnel.
  Getting results is where they put their
  attention. They measure success by the number of
  sales, how much they sold, or other numbers
  related to sales. Other statistics dont count in
  their world. They have a good day or bad day
  based on their sales, rather than focusing on how
  many leads they have out or how many more they
  can get.
• Sellers who focus on results over anything else
  will be more successful than the other three
  types of sellers, but they are limiting
  themselves because they arent looking at the
  entire picture.

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Sales Person Type 5 Funnel Based Sellers

• Funnel-based sellers are the successful ones.
  They combine the other types and focus on the
  entire sales funnel. They know how much sales
  they made, but they also know the number of
  proposals they sent out last month and the
  meetings held to get the proposals the month
  before that.
• Level five sales people understand selling is a
  process, and they focus on numbers. They figure
  out what works and what doesnt by the statistics
  they get. They are fact-oriented. Even though
  these people may not know what a sales funnel is,
  they know the ideas behind it and how to make it
  work.

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Sales Person Type 5 Funnel Based Sellers Cont.
While each type of sales person may find some
level of success with their chosen method of
sales, the true achievers will be the ones that
combine all of the aspects of selling to reach
their goals. Understanding these five types of
sales people and where you are is critical to
business owners, entrepreneurs, and sales staff.
Its also essential that you learn how to work
your way to level five where true success lies.
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