ATL BACK TO BASICS

8 Types of Sales People

5 Types We Don’t Want to Be

• These account for 63% of sales people Focusers (19%) Narrators (15%) Socializer (15%) Story tellers (7%) Aggressors (7%)

FOCUSERS

• Symptom Know the products “cold,” and believe in them, but insist on detailing every product feature Problem This causes you to miss a customer’s true need because you are too busy going through our product suite How to Fix Pointed needs analysis will let you know what products to focus on when presenting the Paychex solution

NARRATORS

• Symptom May be knowledgeable on product offerings but very dependent on scripts and marketing materials Problem Fail to customize a solution for each prospect. Also usually struggle with 2nd and 3rd level questions from prospects. How to Fix Shift focus from Paychex materials to the customer’s needs. Ask more specific questions that pertain to each prospect

SOCIALIZERS

• Symptom May initially impress customer with ability to “connect” through topics such as kids or hobbies. Problem Can waste too much time in a meeting and fail to close the deal because the meeting stalls in “rapport building” How to Fix Transition to sales opportunity with short and clear goals/expectations in verbal agenda.

STORY TELLER

• Symptom Customer focused and love to provide case studies Problem Tend to “talk through the sale” and waste time in long meetings that don’t yield results How to Fix Set clear agenda and targets before each and every meeting/EUP

AGGRESSORS

• Symptom Approach sales calls simply as price negotiations Problem Some customers are put off by combative approach and may miss out on larger “value” opportunities How to Fix Go into meeting with a broader range of focus (employee life cycle)

What do we WANT TO BE?

• Closers (13%) Consultants (15%) Experts 9%)

CLOSERS

CONSULTANTS

EXPERTS

WHAT TYPE OF SALESPERSON ARE YOU?