This specialist considers his secret weapon to be a familiar tone, conspiratorial phrases, and promises of exclusive conditions. Some clients like this manner, but in general it reflects poorly on the business reputation of the company. There is no guarantee that the manager will not scare off a potential buyer with this approach.
Management should be strict with such employees, urging them to strictly adhere to the script and not use slang expressions. Of course, in some ways the specifics of communication inherent in these salespeople will manifest themselves, but the first impression of the company in the person of its manager will not cause negativity.
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Techie
He has an excellent band database understanding of product characteristics, knows the advantages and disadvantages of specific models, and is able to explain all the intricacies of operation to the client.
The problem with such employees is that they do not pay enough attention to the potential buyer and his pain points. They are too focused on the product itself, but do not know how to present it as the best way to solve the client's problem.
Techie OP
Techies make excellent salespeople if they are taught to ask the right questions. To do this, a call/communication script is created that contains the necessary points and allows the manager to first determine the needs, and only then offer ways to satisfy them, using their thorough knowledge of the product in the right place.
Even in a small sales department, there are likely to be representatives of each of the described types of employees. Before adjusting their manner of working with clients, management should conduct an audit that will identify existing problems and outline directions for their solution.
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