Behavioural Penchants of a Salesman – Which Type Of Seller Are You?
In a recent study by the Sales Executive Council and in an article in the Financial Adviser, it was shown that a professional who sells goods or services behaves in 1 of 5 ways.
“The Relationship Builder” – An individual that often seeks to agree with the customer to enhance the relationship.
“The Reactive Problem Solver” – An individual who is highly reliable and detail orientated with a focus on post-sales follow ups, ensuring that service issues are addressed quickly and thoroughly.
“The Lone Wolf” – An individual who is a deeply self-confident maverick who can be difficult to control but is highly skilled.
“The Hard Worker” – An individual who is highly self-motivated and is always willing to go the extra mile.
“The Challenger” – An individual who likes to debate, hold alternative views and not be afraid to share their ideas. However, these individuals also understand the customer’s business and their personal circumstances.
Of these 5 behavioural types, the more successful ‘sellers’ were the Challengers.
It was explained that where the “Relationship Builders” (Most common behaviour) often seek to agree with customers to seek rapport and a bond, “The Challengers” often seek to disagree to provoke discussion to ensure the best solution is discovered. The rationale behind this is that the customer doesn’t always know what is best for themselves and the best way to challenge others is to teach them something new that they would not have previously thought. Causing this reaction in a customer gives the idea that the adviser is value-adding which of-course leads to further requirement of the adviser which is, in most cases, good for both the customer and the adviser.
To be a successful and proactive seller it was advised that you challenge the clients way of thinking in an engaging way to find a better solution that perhaps neither had ever considered before. On the other hand, perhaps you are dealing with a customer who already knows what the best solution is and doesn’t require challenging. Either way, the study shows that with some nouse and a solid knowledge base, an adviser can instantly become a successful and value adding professional that customers regularly actively seek to guide and assist on their financial requirements.
By Tom Brown
Reference
Jobson, M. (2016). Don’t Be Afraid to Push the Boundaries. Financial Adviser. 8. P38.
My thoughts are my own and not of CleverHR. The purpose of this article is to open discussion and debate on past, present and future topics within the financial services industry.
In a recent study by the Sales Executive Council and in an article in the Financial Adviser, it was shown that a professional who sells goods or services behaves in 1 of 5 ways.
Of these 5 behavioural types, the more successful ‘sellers’ were the Challengers.
It was explained that where the “Relationship Builders” (Most common behaviour) often seek to agree with customers to seek rapport and a bond, “The Challengers” often seek to disagree to provoke discussion to ensure the best solution is discovered. The rationale behind this is that the customer doesn’t always know what is best for themselves and the best way to challenge others is to teach them something new that they would not have previously thought. Causing this reaction in a customer gives the idea that the adviser is value-adding which of-course leads to further requirement of the adviser which is, in most cases, good for both the customer and the adviser.
To be a successful and proactive seller it was advised that you challenge the clients way of thinking in an engaging way to find a better solution that perhaps neither had ever considered before. On the other hand, perhaps you are dealing with a customer who already knows what the best solution is and doesn’t require challenging. Either way, the study shows that with some nouse and a solid knowledge base, an adviser can instantly become a successful and value adding professional that customers regularly actively seek to guide and assist on their financial requirements.
By Tom Brown
Reference
Jobson, M. (2016). Don’t Be Afraid to Push the Boundaries. Financial Adviser. 8. P38.
My thoughts are my own and not of CleverHR. The purpose of this article is to open discussion and debate on past, present and future topics within the financial services industry.