Far from the Hollywood scripts of the perfect commercial, we find the traditional and popular definition of “Commercial” (Yes, with a capital C). Our second great archetype of commercials:
There are those who refer to this as the traditional salesman, a type that does korea telegram mobile phone number list not need notes or processes. A meeting is enough for him and he is able to sell a dream to an insomniac . A profile that with a first contact knows
What opportunities are feasible in the short term
or “ what is not even an opportunity ” because they are not ready to buy. The pre-sale phase, i.e. the sales processes, are just a distraction for this profile. It is just bureaucracy to do to please the bosses because, after all, “what does not become a sale in the short term is pointless.”
Foresight is not part of his language, this profile understands objectives and will do
whatever is necessary to reach them. He does not set them, he follows them and attacks them, doing whatever it takes to achieve them.
Let's say that it is a results-oriented profile, perhaps not very aesthetic, and that has worked until relatively recently, and even continues to work in a few cases. To use a football analogy, it could be similar to Catenaccio:
“Catenaccio was results-oriented, unsightly and worked until four short guys showed that the touch and care of the ball was just as results-oriented, but it was very enjoyable for everyone involved. This style was not based on having exultant physical gifts, but it was an academic style, possible for anyone who had the necessary tools to learn it.”
There is nothing to reproach a salesperson who meets objectives, however, these objectives can mislead us since it is no longer about getting clients but rather about getting them to be recurring and build a relationship with our company. In other words, the task of a salesperson today is to get clients who really find value in the relationship with our company, it is no longer about deceiving us with numbers that both come in and go out. Today the sales department is not an island, or a group of outsiders, but must be a bridge that coordinates with the retention and acquisition department.
This, perhaps, is one of the problems of the “closer” archetype that we all know. This salesperson does not skimp on closing anything that is within his reach, anything where he finds a glimpse of where to insert his elegant argument or his overflowing charisma. It does not matter if he has to resort to promises, which are based more on flattery than on reality. And the fact is that, sometimes, as important as short-term results is ensuring the same in the medium term. Is this salesperson profile not suitable for your company? We will never say that, because every company needs a sharp profile on its team, capable of giving a boost when asked. But he should be given some guidelines in his processes, a panoramic and global vision of the company's philosophy, as well as the need to see a client as something more than a notch, the obligation to see him as much more...
