6 Selling Styles Uncovered: Which Kind Of Salesperson Are you?
Simply stated we can say that sales people have evolved from product-oriented to service-oriented, then advice-oriented and eventually relationship-oriented. George Dudley and Shannon Goodson have developed a six-factor model that represents the different selling styles that we can find today in more detail.
The competition-oriented salesperson is persistent and tries to persuade the potential customer. He or she overcomes objections and doesn’t take no for an answer. He will do everything to close the deal. This selling style is about persuasion and direct, interpersonal influencing.
The salesperson is a professional and has a businesslike attitude. They command everyone’s respect, ooze credibility and stand out from other ‘regular’ sales people. This selling style is about selling a professional self-image first.
The salesperson is tactful and asks relevant questions to discover and understand the potential customer’s needs. They are true problem solvers and manage to reduce sales resistance. This selling style is all about discovering the customer’s existing needs instead of creating new ones. The salesperson provides the solution to the client’s problem.
The salesperson has great product knowledge. He knows all details, features and benefits about the product or service and is happy to share these with the customer. This selling style is all about describing, explaining and specifying product features and benefits.
The salesperson is relationship-oriented and builds and develops long-term relationships. He or she is more of an advisor or consultant than a true personal seller. Rapport-oriented sales people gain trust, work at customer relations and function as true business partners for their clients. This selling style is all about interpersonal communication, mutual trust, care and understanding.
The sales person explains the terms of service, provides outstanding after sales support and always tries to exceed customer expectations.
Your turn now
Which style of salesperson are you?
Are you happy with this or would you like to evolve towards another style?
How do you respond to other styles as a customer?