Farmers vs Hunters

What type of Sales team do you have, Farmers or Hunters?

All to often Sales people think selling is being a Farmer. You know the type, they're great at having coffee with a client / customer but selling something....... well that's a different thing all together?

There is a role for key account management, fostering relationships with core clients and customers delivers lifetime customer value, or does it? If your teams are just following call plans and "turning up", it just doesn't cut it these days. Customers want skilled salespeople to understand their business, deliver them solutions that will assist them to be safer, generate revenue or remove costs. This is what will deliver life time customer value.

Sales people need to hunt for the opportunity. No, not like a door to door pushy sales person, they need to hunt via smart exploratory questions, taking the time to understand the customers business and what problems that they currently face.

They also need to hunt for new business, and build resilience with the inevitable NO they will receive. However if research is conducted before a call and effort taken to try and understand the customers industry segment, hunting becomes all that much easier!

I challenge you to ask your sales team members, "when was the last time you sold a new product to an existing customer"?, or "when was the last cold call you undertook and what did you learn from the experience". A Farmer will almost certainly fail to answer either question.

A structured selling technique can assist Farmers build confidence and become Hunters!

Contact me if you would like to have more Hunters than Farmers!

Andrew James

W: https://www.andrewjamesconsulting.info/

E: andrewjames@andrewjamesconsulting.info

M: 0400 371 557