SALES PROFILE ASSESSMENT

To gain a competitive advantage, you must reassure customers they are in “good hands” and that your role is to support them in becoming confident in their decisions.

Take Sales Profile assessment.

Assessment Fee: $29.99

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In the last 30 years, sales expertise has evolved several times. For example, a commonly known model, dating back more than 50 years, is the Hunter-Farmer concept. In this method, the hunter identifies leads and works on closing new business. The farmer manages or maintains the existing business, taking more of a service approach to the sale. As a result, those who performed inside sales have generally been farmers, and external sales professionals, who are field-based, have been hunters.

However, with increasing access to information and better-informed customers, a valid question arises: What is the salesperson telling customers that they don’t already know? Because this accessibility makes learning and product/service development so easily attainable, relationships cease to be the primary decision-making factor. The profession, therefore, has evolved to salespeople being subject matter experts. In this model, customers do not view sales professionals as hunters. Rather, you are a resource that can provide them with scarce and reliable information, which empowers them to decide which they can feel comfortable and confident. To gain a competitive advantage, you must reassure customers they are in “good hands” and that your role is to support them in becoming confident in their decisions.