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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.

Connect:

Eliot Burdett

CEO at Peak Sales Recruiting
Before Peak, Eliot spent more than 20 years building and leading companies, where he took the lead in recruiting and managing high performance sales teams. He co-founded Ventrada Systems (mobile applications) and GlobalX (e-commerce software). He was also Vice President of Sales for PointShot Wireless.

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.
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