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NOTE: THIS PRODUCT STILL USES THE NAMES:
[ARTISAN, GUARDIAN, RATIONAL, IDEALIST].
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DEVELOPMENTS RELATED TO THE 4 TEMPERAMENTS.
 Groundbreaking
Sales®
Think of
it—you have an opportunity to go
past the standard demographic data and
peer into the core needs of the individual
client. The information contained within
this book will allow you not to simply
guess at what the person across the table
is seeking but to make a significantly
educated guess—one whose chances
of being successful are quite good.
But
don’t read this the wrong way. Groundbreaking
Sales is not a way to manipulate people
into buying a product they don’t
need, nor is it some hocus-pocus method
of utilizing a crystal ball or Ouija board
that will predict the future. It’s
a tool—a tool that, when used appropriately,
will change not only how you listen but
what you hear and thus how you connect.
It involves getting beneath the surface
and focusing in on what really matters,
capitalizing on your own core strengths
and your client’s core needs, neither
of which are fully realized through traditional
sales pursuits.
Fruit
(Your Sales)
This is your goal, the result of your
marketing—the sale! Everything you
do as part of your sales should be done
with this in mind. The key is to remember
that while there may, indeed, be some
“low-hanging fruit” available
to the average salesperson to simply snatch
off the tree, that shouldn’t be the
goal. Instead, the goal for the top performer
is to insure that the quality, size, and
quantity of the fruit are maximized, both
this season and in future seasons. If
you focus all your time and energy on
the fruit, your long-term success will
be limited. You must go deeper.
Bark
(Client Demographics)
This visible and reachable aspect of your
clients is typically your focus. From
demographics to location, this shell gets
the attention and energy of most salespeople—with
limited results. Just as it does little
good to water the bark of a tree (except,
of course, for what runs down the bark
to reach the roots), a constant focus
on exterior appearances also does very
little in terms of effective sales. You
must go deeper.
Branches
(Your Networks)
The lifeblood of any salesperson is her
network, her ability to branch out and
reach beyond her direct sphere of influence.
There’s no argument about the value
of the network, and the Groundbreaking
Sales methods will allow you to expand
and strengthen that network. But a network
alone isn’t enough. You must go deeper.
Roots
(The Key!)
This is the key—getting below the
surface to reach down to the core needs
of the client. As the roots are examined,
protected, and fed, the fruit—both
in the upcoming season and even more so
in the future—will be maximized.
The Groundbreaking Sales methods allow
you to get below the surface and get results.
Soil
(You and Your Preferences)
To be effective over the long haul, a
successful salesperson must understand
and nourish his soil. The Groundbreaking
Sales methods begin with the temperament
patterns of the salesperson and then work
from there to feed the tree and its fruit.
Sales Manager Tendencies
by Temperament
Just as it is
important to understand the temperament
of your clients and sales people, it is
also important to tune in to the temperament
of the sales manager. The following diagram
provides a basic overview of the tendencies
that generally hold true for each style
of sales manager. Note that the goal is
not to turn the sales people into the
same style as the sales manager, but to
recognize, value, and develop the differences.
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Catalyst™
The Idealist
sales manager naturally develops
a strong relationship with each
member of his team. He wants what’s
best for each of them, while simultaneously
reaching toward the goals that are
in place. At times, the Idealist
sales manager can be almost too
understanding, letting problems
go and as a result become overloaded
himself by trying to make up for
the deficits allowed in others. |
Stabilizer™
The Guardian
sales manager will provide training
through manuals, courses, and
lists that provide steps to success
for new team members. Accountability
can tend to be toward the extreme,
including multiple reports and
tracking systems that insure everyone
is accomplishing what needs to
be done. Such a lockstep approach
can turn off others.
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Theorist™
The Rational
sales manager is focused on results.
She will often treat sales meetings
as a master planning session, putting
together marvelous strategies that
the salespeople are then to implement
to meet the goals ahead of schedule—but
may fail to provide logistical support
in the process. Excuses are rarely
tolerated as the plan is in place
and should be followed in order
for the team to be successful. |
Improviser™
Improviser™ sales manager will tend
to be a master of tactics. She’s
able to respond quite effectively
and often thinks the best way
to learn is to “just do it”
(meaning training is a rarity).
When meeting with her team, she’ll
often throw out a massive variety
of ideas and pursuits, expecting
the team to follow them from there.
She’s surprised when she
finds out later the ideas weren’t
all pursued and often responds
by throwing out more ideas, further
compounding the problem.
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