More good stuff from Mike Smock about salespeople. He breaks them into three distinct styles:
- Entertainers tend to be outgoing, gregarious, friendly folks who are likable sorts and fun to be around.
- Collaborators tend to be nurturing, creative folks who dislike conflict, look for common ground and strive for win-win relationships.
- Competitors like to win. Selling is a conflict for them with a winner and loser.
Obviously, there is some cross-over. But, I think the big problem is when a salesperson tries to be something he isn’t. Or is in an organization or sells a product line that demands one style over the other.