Who’s Your MVP?
The previous post dealt with making first contact with your prospective big fish and how to make a positive first impression. Today we’re going to cover feeling out the personality of your prospective big fish in order to match the right salesperson to the fish. You need to do this in two steps: 1. Profile your salespeople’s personalities; 2. Match the right salesperson to your target fish. There are essentially three different selling personalities: • Sage • Pal • Pit Bull The Sage This salesperson offers knowledge, experience, comfort and trust. They can make a concerned customer feel at ease.