CHAPTER 7
Being the Seller Your Customers Need
What’s your sales type? How do you characterize yourself as a salesperson?
How did you answer those questions? Were you compelled to use a traditional, old-fashioned, macho-type sales vocabulary to define your sales type? Are you a “hunter”? Are you a “closer”? Are you “extroverted”? Are you “aggressive”?
Chances are that you describe yourself in these terms because you’ve convinced yourself that your sales managers want you to embody these characteristics. While your managers might say all the right things about the skills, experience, and personal qualities that typify an ideal salesperson, the informal list of qualifications in the sales manager’s mind usually boils down to stereotypical qualities ...
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