What Type Of Car Am I?
Now forgetting price tag for a moment...instead of looking at what car I'd like to drive
, let's think of how your fantasy car could best describe you?
I reckon there're 5 distinct sales types... and when you discover your 'type', you'll be able to sell more effectively....
1 - Aston Martin - Innovators
This car is very British and like all of its counterparts, is fantastic to look at.... The fact that it has no room at all is neither here nor there. So, the first ideas will come to the Aston Martins first. You'll birth the ideas - and always seem to have a seemingly endless resource of fantastic new ideas to apply to your sales technique.
Do be careful, though of not seeing your idea through to completion / fruition. Since this will lead to you being beaten at your own game.
2 - LAMBORGHINI - VISSIONARY
With horsepower meaning that this car goes from 0-60 in 2.5 seconds flat... even it's very image brings words like 'lean, mean, fighting machine' to mind .... This type of person has the ability to sit in a meeting and can tell you in 5 seconds (or is it 2.5s?) flat whether or not an idea will work, where it will go, and how you should move strategically to get there. They think fast, portray the ultimate in confidence and won't let you down on performance.
Downsides? Like the Lambo, which has no room for passengers or luggage: they sometimes lack the capacity to convey what they're seeing to those listening? So brush up on your communication skills and your sales-technique will improve.
3 - Ferrari Scaglietti - Evangelists
Ferraris are simply gorgeous! When asked to think of a very sleek, very fast, very expensive car, a Ferrari will probably rank in your top 3. Hence me classing them next: they're fast -but not quite as fast as its predecessor on the list with a speed of 0-60 in 4.2seconds. These types of person are our Evangelists - who will need to buy into an idea before they run with it.... Though it has to be said, that if they catch the vision, they'll outstrip our 'Ferraris' in the room by 150% in terms of evangelising the idea. You'll have certain fearlessness and confidence that means you'll feel confident you could sell ice to Eskimos... so utilise this to your advantage and keep highlighting the fact that you have a fantastic network of people who'll buy into the ideas you put forward.
Be careful, though of what you put your name behind. Again, use your weakness as strength and your (fractionally) slower speed could be seen as cautious by some... but an asset in that it means you're more measured in your approach. Therefore giving your network confidence that what you put your name behind is something they should definitely consider investing in or buying into.
4 - Rolls Royce Phantom - Relationship Managers
Now why have I included this gorgeous looking beast? It has loads, and loads and loads of room inside (compared to 3 of the others on this list), looks and feels like you're driving on air and rather fast to boot (0-60 in 6s). Under-estimate this beast at your own peril. Again, it's only marginally slower than its counterparts - so will catch the vision a fraction of a second later than the others above.... But your strength will lie in your capacity to build strong relationships. You have an almost imperceptible ability to know what your clients think and feel about the product you're selling. You'll know how to 'smooze' them and leave them feeling all 'warm and fuzzy' inside.... But essentially your confidence should come not from the product you're selling, but in the fact that your clients are buying into YOU. Remember that.
Down sides? Remember the perception that outsiders have of you: you're relational - so they'll think you love standing-around-the-fire-holding-hands-and-singing-Kumbaya. They'll think you're slower than others - but its strength in disguise, since your relationships will be more measured and longer-lasting.
5 - Bentley Continental - Teachers
This car looks like a dream, has all the mod-cons you'd expect of a car in its class, has lots of room inside and unfortunately makes lots of noise when you're in it too. However, I see it as an asset : you not only have the ability to carry people with you to catch the vision of whatever it is that you're selling, but you're able to teach them how to do it as well (hence the noise).
Downsides : Don't do all the talking! Like any good teacher, don't force them to do it your way... You'll be great at teaching other sales people how to grow in this profession... but they need to find their own way of doing things. Lead them to the showroom, but then let them choose their own model, yes?
In conclusion, I will put the caveat in that most of us are maybe bits of each of the above.. If you can imagine a car that looks like Ferrari, has the inside capacity of a Rolls, makes the noise of the Bentley, has the image of an Aston and is as fast as a Lamborghini - you'll only have one type of 5 5 (3,125) possible combinations!
So find your combo, and enjoy the ride!
by: Ron Salmon
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