There are essentially four different types of selling. No one type is better than the other. 

  • Type 1 Sales: Response-Centric - Out-responds the competition
    A good Type 1 salesperson appropriately and consistently responds to each stated need from the customer in a quick and efficient mode, focused on making each sales opportunity a fast and easy transaction.
  • Type 2: Information-Centric - Out-knows the competition
    A good Type 2 salesperson focuses on uncovering pertinent customer information, even confidential information, and couples it with his/her company information to create and propose solutions to meet the client's specific, pre-existing needs.
  • Type 3 Sales: Value-Centric - Out-values the competition
    A good Type 3 salesperson creatively generates sales opportunities by proactively locating and proposing new ways their organization can make a value contribution that will positively impact the clients' business metrics or stated key initiatives in a manner the client feels is uniquely valuable.
  • Type 4: Deal Maker-Centric - Out-partners the competition
    A good Type 4 salesperson searches for important market gaps that their organization can fill with the help of a strategic business partner and convinces both their organization and the targeted partner to invest in the deal to join together to seize new market. 

To explore how your sales organization could accelerate revenue by selling differently, please Contact Us.