For as long as there have been salespeople, there have been sales techniques, both good and bad. Almost as long, there have been gurus touting the latest and greatest sales technique at the highest prices. Companies seek the salesperson who has trained him/herself in the latest sales techniques and hope they can become highly productive in sales at their own cost. Most major companies have some type of tuition reimbursement but few offer salespeople opportunities to enhance their sales techniques. Before you go out and plunk down you hard earned cash, learn what type of salesperson you are, what are the ideal characteristics of each, and how can you go about becoming a superstar by improving your sales techniques.

This article, and my sitehttp://www.salestechniquesonline.com will shed light on how to become a highly productive salesperson and increase your sales techniques and selling skills simply by remembering what makes you you!

Many surveys have been taken to determine just what it is that makes a good salesperson. There are four different sales 'types:'

CLOSER - Unafraid of rejection, they quickly push for the order, collect a check, and move on. Sales Technique: They're enthusiastic, dynamic. fast-paced, and rarely stay around prospects long enough to develop lasting relationships. Books titled '1001 Ways to Close The Sale' appeal to this killer sales personality.

CONSULTANT - Able to develop long-term relationships, they focus on serving client needs. Sales Technique: Emphasis is on creative problem solving. They are good at blending patience and aggressiveness, as well as asking questions and listening. Clients are loyal to this salesperson because of their human relations skills and problem-solving abilities.

RELATIONSHIP - Friendly and supportive, these salespeople develop long-term relationships with customers. Sales Technique: They are good customer service people. High creativity and professional problem-solving are not as pronounced as with the Consultant type. Route sales, general advertising, and established account selling are typical areas for the Relationship-type salesperson.

DISPLAY SALES - The Retail-type person responds to customer needs In a friendly, low key manner. Brief personal involvement and little personal rejection is encountered. Sales Technique: This type of salesperson most often performs retail sales and catalog order sales. They don't have to use as much creativity or extensive problem-solving skills. They're rarely paid on a commission basis. Accommodating customers is their main theme.

As you can see, there are big differences among the four types of salespeople and a number of different sales techniques and selling skills. It is usually difficult to cross channels and move to another type of selling as it is usually the style that fits the individual, not vice versa. The best advice is to figure out what your selling type is and master it!
The best Closers sales technique is: generating and qualifying leads, making presentations, dealing with objections, closing, and collecting initial deposits. The best Consultants sales technique is: qualifying, determining client needs, making great sales presentations, and responding to objections; while maintaining solid customer relations and providing outstanding service.

The best Relationship salespeople are tops at: answering questions and objections, as well as closing; while maintaining relationships which lead to repeat business. They put the emphasis on customer service and follow-through. The best Display salespeople are tops at: customer service and repeat business. As order takers, they are not expected to generate and qualify leads, do in-depth needs analysis, handle objections, or make professional sales presentations. Focus on the Consultative Type For most types of business, the consultative salesperson is the best bet. Why? It takes a true consultative salesperson to build long-term, mutually- profitable client relationships.


Darren Slaughter has been consulted for companies large and small, across many industries in many countries and feels one thing remains constant, be who you are. You will be less effective if you are anything otherwise. His site, http:///www.salestechniquesonline.com helps you get your Mojo back along with your paycheck!