The description of a “good salesperson” used to include characteristics like terms like closer, persistent, aggressive, and money-motivated.
For complex sales, or solutions sales are closers necessary? Or is there something a little bit more subtle than a closer that can move from opportunity to revenue.
As I reflected in my other posts, sales people are no longer information gatekeepers, which really removes a whole skill set from the successful saleperson. I think today, a successful salesperson has a few of the following traits or roles in the sale:
- gather information from the prospect on the project
- analyze and assimilate the info into a solution
- build rapport
- guide the sales process
- be persistent
Sometimes all of these skills can be present in a single person, other times a team sale is appropriate to fill all of these roles. I didn’t include a “closer” on my list. I don’t think customers will tolerate it any more.
Tolerate. I used this word on purpose. I think when the sales person was in charge of the information and the process, the prospect felt like they had to put up with a certain level of inconvenience or annoyance to get something. Now that prospect 2.0 is in charge, I think their level of tolerance has decreased.
The interesting thing is that new personality types have a higher likelihood of having successful sales careers with team selling models, and informed buyers. The trusted advisor types, the super persistent people, and the process-oriented analyticals can play a role in the sale.