Articles Tagged ‘Personality traits’

A hunting we will go…

Tuesday, January 18th, 2011

We need more sales! This a shouting need I hear constantly from CEO’s, which in our new economy is easier said than done. Especially when their entire sales force has been farming (maintaining) existing accounts over the last several years. The old sales adage of hunters, those who bring home the bacon and farmers those who tend to harvest what has been planted, is more true than ever these days. So what do you do if you have great farmers and no hunters?

Here are a few ideas. First evaluate who in your organization you can develop to become a full time hunter. I say full time because it rarely works to have your farmers be part time hunters. There is an art and science to becoming an effective hunter and the tools to do so are widely available. Specific personality and skill assessment instruments exist along with sound sales training that focus on the skills of a hunter versus a farmer.

What are those skills you need to be a good hunter? Start with a good dose
of optimism. Let’s face it, going out to hunt each day and telling yourself
there are no bears in these woods is not a healthy start. Therefore, if you
have a tough time managing your frustrations around getting told no thank
you, then business development is not your calling. This ranks right up
there with being sociable, engaging and friendly. People will want to talk
with you about their problems and opportunities if you approach them with

Next, a strong curiosity helps greatly. You will need curiosity to uncover
needs in your research and questioning potential customer needs. The ability
to think abstractly and develop assumptions as to what a prospect may need
will create a positive environment to question and learn where your product
or service may add value.

This requires a certain amount of assertiveness. By expressing yourself
assertively, you appear confident and can easily relate to your prospect and
offer insights into their problems and needs. This is also accomplished
through smart questioning skills and a strong ability to listen for spoken
and unspoken needs.

The final skill set is the toughest, the ability to call high.
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