I came across this article on the different styles of tech sales people (the tech sales styles, written by Lisa DiCarlo for ComputerWorld) and was reminded what a lot of buyers see when they are engaged by a sales person. Unfortunately it is not flattering.
A sales person has to be extremely enthusiastic about what they sell, but the eagerness of a sales executive is often misjudged to be a sign of treachery, so top performers take extra care to treat their customers with the highest respect. A successful sales executive acts with integrity and reliability, to establish strong relationships with existing and potential customers.
The article will give you an insight on behaviors you must avoid while interacting with your clients.
The author of the article starts by declaring that sales professionals don’t listen. It is a fair complaint – many sales people don’t listen and let their enthusiasm about their product make them apathetic towards the needs of their clients.
The article goes on to describes the following six kinds of sales representatives who have run out of favor with the IT community:
- The Yes Man
- The Armageddon Evangelist
- The Stalker
- Mr. Know-it-all
- Cousin Clueless
- The Entourage
Avoid these traits at all costs.
Eliot received his B. Comm. from Carleton University and has been honored as a Top 40 Under 40 Award winner.
He co-authored Sales Recruiting 2.0, How to Find Top Performing Sales People, Fast and provides regular insights on sales team management and hiring on the Peak Sales Recruiting Blog.
Latest posts by Eliot Burdett (see all)
- B2B Sales: 7 Ways It’s Changing Fast - October 15, 2018
- Common Traits and Characteristics – Top Performing Sales Organizations - September 14, 2018
- 65 Sales Interview Questions to Ask Sales Candidates - January 14, 2018