Everybody Sells. What Kind of Salesperson Are You?
Whether you realize it or not you have always been a salesperson, and you will be for the rest of your life!
Think about it, little kids asking their parents for a new toy are selling. Teenagers asking to borrow the family car are selling. Asking for a date is selling, so is asking a professor to change your grade, asking for a raise, or applying for a new job. Asking someone to marry you is certainly selling!
So, the real question is, what kind of a salesperson are you?
Over the years I have found three main types of salespeople. These types are what I refer to as traditional salespeople, professional salespeople, and relational salespeople.
Traditional Salesperson
Traditional salespeople are guided by their own self-interests. They do what they think they can get away with selling. These people are ego driven and prideful, so they are unlikely to share credit but will take credit for themselves instead. They attribute their results to their own efforts and money is their chief motivator.
An elderly friend of mine needed to replace her aging car and was on a very tight budget. She visited a car dealer where an aggressive salesperson persuaded her to buy a new car, which was well over her budget, rather than of a good used car within her budget. What’s worse the car had a hatchback rear door, which was so heavy she couldn’t even open it!
This salesman was a traditional salesman. He only cared about making a sale, not what was best for this elderly customer.
Professional Salesperson
Professional salespeople are less focused on self-interest compared to traditional salespeople. They do what is legally required to take care of customers. They are prideful and ego-driven, but they will share credit when it is in their benefit. They attribute their results to their personal efforts but recognize the influence of other employees and customers. Money is important to the professional salesperson but not to the extent that they would do things detrimental to the customer.
A plumber who was doing some work in my house recommended a whole house water filtration system, and he was good enough to mention a couple of quality manufacturers. I contacted one of the manufacturers who sold me a whole house system. When it arrived, my plumber told me the manufacturer had sold me the wrong system. He said based on the chemicals in our water; this system would last just a few months before it would have to be replaced. Although the manufacturer knew better, they still sold me the wrong system anyway.
Instead of leaving me to deal with the manufacturer he called them personally and explained the system I needed to them, arranged for a replacement system, and even returned the old system to the manufacturer himself.
He was a professional salesperson. He did what was right to help me so I wouldn’t be stuck with a system I couldn’t use.
Relational Salesperson
Relational salespeople are focused on customer interests. They are “golden rule” salespeople because they want to do the right thing for the customer. The interests of others are most important to the relational salesperson. They are not prideful nor are they ego driven. They have no problem attributing results to all those involved in a sale. Making a sale and earning money results from serving the interests of the customer well.
A good friend told me about a salesperson who worked at an audio-video store, who is a true relational salesperson. My friend’s mother was remodeling her house and wanted to replace aging TV’s and stereo equipment. She also wanted the convenience of having a single remote control to manage all the devices.
This relational salesperson put a system together that met all of her needs, programmed a universal remote control, installed the system, and showed her how to use it all properly. It’s been several years, but whenever she has a question or problem, he still gives her the help she needs.
He was a relational salesperson. He cared about the needs of his customer, and he worked hard to meet those needs. Furthermore, he continued to provide service to the customer long after the initial sale was concluded.
What Kind of Salesperson Are You?
So, what kind of salesperson are you going to be? Are you going to be a traditional salesperson who is in it only for themselves? Are you a professional salesperson who will meet the needs of your customer if it doesn’t interfere with you making a sale? Or, are you a relational salesperson who puts the needs and interests of your customers first?
If you want to build a loyal list of clientele who will come back to you repeatedly, then you need to be a relational salesperson. A relational salesperson who first seeks to understand the needs of their customer and then works hard to meet those needs is the only salesperson I want working for me and the only kind I want to work with professionally!
Join the Conversation
As always, questions and comments are welcome. I’d like to hear what kind of salespeople you have encountered Which type do you prefer working with?
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