Two Types Of Salespeople by Jim Meisenheimer

Actually "There are three kinds of salespeople; those who make
things happen, those who watch things happen and those who are
wondering what happened."

You've probably heard that one before. In fact, there are two
different types of salespeople and they are very easy to spot.

The first type is the improvisor. He seldom prepares, his
preferred style, is to take things as they come. He likes to
be spontaneous. He usually relies on his instinct and counts
on his intuition to carry the day.

His days are fun filled and exciting, because he literally treats
each sales call as an adventure. He's the Indiana Jones of
selling, foot loose and fancy free, whatever that means.

The second type is the professional. He also enjoys his work, for
different reasons. He anticipates everything, especially the
routines and repetitive stuff. He knows the routines which gives
him the opportunity to prepare in advance.

For example, he handles recurring objections. He knows he'll get
them over and over again, so he prepares in advance how he will
deal with them.

He plays with words, until he creates power phrases that work
like magic. Once prepared, he knows that to execute a perfect
delivery, he must practice what he's prepared until he nails it.

He records his power phrases into a digital recorder and plays
them over and over until they are anchored into his subconscious.

His sales calls are different because he treats them as
opportunities not as adventures.

There are two types of salespeople and of course they achieve
two different results.

Each one follows a pattern, one is unstructured and one isn't.

Each can be seen as a formula. One formula gets better selling
results than the other. Here they are:

I + I = I (Instinct + Intuition = Improvisation)

P + P = P (Preparation + Practice = Professionalism)

The secret to achieving consistent selling success is that there
are no shortcuts, no quickies just plain old fashioned hard work.

These are the formulas and you get to choose. One doesn't require
much preparation.

One pays better than the other.

Remember this too, preparation trumps improvisation every day of
the week.

Also remember, your customers can tell the difference between "Improvisation" and "Preparation."

When you combine preparation with practice you get professionalism
which enables you to meet with a success you never before imagined.

About
The Author:

Make sure you check out Jim's Sales Trailblazer program: http://salestrailblazer.com

Jim is a
Sales Strategist and is the creator of No-Brainer Selling Skills.
He shows salespeople and entrepreneurs how to increase sales,
earn more money, have more fun, and how to do it all in less
time. His focus is on practical ideas that get immediate results.
He offers Advanced Sales Management Workshops, Sales Coaching,
Consulting, In-house Sales Training Programs, and a wide variety
of Learning Tools i.e. books, special reports, sales manuals,
and CDs.Jim Meisenheimer
is a member of The National Speakers Association, where he earned
the C.S.P. designation, Certified Speaking Professional. He
has authored five books including, "The 12 Best Questions
To Ask Customers," and the recently published “57
Ways To Take Control Of Your Time And Your Life”.

Websites: http://www.startsellingmore.com/

http://www.meisenheimer.com/