The Three Types of Sales People

January 11, 2011

Elizabeth Supica, VP

From my experience in the business world, there are three groups of sales people.

First, there are those that have mastered the art of selling. You know the type: they have sold many different services and products over their career (all successfully); they know at least five people when they walk in a room; they remember the names of all of your kids; they are eloquent; and they have you letting your guard down after five minutes with them. Before you know it, they have closed the deal with you. They make the sale AND stand by their product.

Then there are the bad ones.

It’s true. Some can be bad, even though they make the sale. How many of you have been enticed by their charisma, made the purchase, and then been left with a product or service that does not do what you thought it did?

On top of that, you have no support (you know, that 24 hour support group you were promised). Any product customization is out of the question because the product never moved beyond the creator’s template, and no one is following up to see what you think. Where is that person that was assigned to you?

The third group is the sales “underdogs”.

Even though it’s not their strength, they start selling because they feel compelled to share their company’s products and services. Their sales charisma may be lacking, but they speak from the heart, and you feel it. Their staff stands behind the sale, delivering you promised results. These sales people view long term customer relationships with honor and pride. They entrench themselves in your business, and you’re more successful because of them. We love the masters, and we avoid the bad ones, but the sales underdogs are the ones we’re drawn to because they tell it like it is. They are honest, you can always trust what they say, and they believe in what they are selling. They have integrity.

No matter what I’m buying, I’ll take the underdog every time.

How about you?