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Are your salespeople bartenders or personal trainers?

by KingOfContentMarketing
3 replies
Do your salespeople passively take orders or challenge their customers to do better? And buy more.
#bartenders #personal #salespeople #trainers
  • Profile picture of the author shane_k
    I would say that this article is a bit off in their description that relationship centered sales poeple are like bartenders.

    Using their metaphor I would say that "bartenders" are passive sales people, and that is what the problem actually is - passivity.

    If you look at their Personal trainer example they appear proactive, aggressive, encouraging, etc. And they are able to get to the point where they can tell their client "uncomfortable but accurate truths"

    Well if you think about it, how did they get to that point?

    Through building a relationship with their client.

    So I think this article is a bit off in trying to show that a traditional, relationship centered approach is somehow flawed, I think the more important part they could have focused on is whether or not your sales people are pro-active or passive.
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  • Profile picture of the author ronorr
    I prefer to put quality content online over a period of time and those that believe in themselves and eventually convince themselves and are ready in the long-term come to me through email, signing up, etc and the reason is I see much longer term than just a $20 sale and high pressure because all that convincing isn't a great use of time. People are ready when they are ready when we are talking on a bigger scale. When you hit the streets 1 on 1 and just getting started a more aggressive sales approach is likely necessary.
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  • Profile picture of the author verial
    My salespeople are robots. So, what category do they fall in?
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