Becoming a highly competent salesperson doesn’t have to be long and painful. Today you will learn the four remaining Roles you need to fulfill to become a skilled professional. To see the first three roles we discussed, view part 1
ROLE 4 – THE FOCUSED CATALYST
Being a catalyst translates into initializing change. This is where you do your best to create change in your prospect’s organization by knowing or trying to figure out how your solution can improve their business. This role needs you to understand the processes that go hand in hand with your responsibilities.
To be a well-focused catalyst, you need to have resiliency and refuse to give up to the point where you don’t become pushy or annoying.
ROLE 5 - THE CONCERTED FACILITATOR
The concerted facilitator is the role that facilitates the transfer of information when there is agreement from both parties. Then, the negotiation bears fruit, and the prospect becomes a buyer. Finally, you must deliver your solution and help the buyer install and implement it.
You support your buyer in a personable way and stay in control of the situation by being logical, responsive, and responsible.
ROLE 6 – THE EFFECTIVE MANAGER
Think of the effective manager more loosely. Being an effective manager means managing yourself as a salesperson in all aspects of your life. This includes being a lifelong learner and an excellent teacher to your team, helping other members catch up.
Additionally, you effectively manage your time by setting priorities and knowing what to focus on at any moment. Your appearance is that of a clean person that focuses on their hygiene.
Other aspects of this role include taking full responsibility for your actions and words, being a good listener, and not having trouble receiving positive or negative feedback.
Finally, an effective manager is honest during their interactions or transactions with their prospects or buyers, and they ethically conduct themselves.
ROLE 7 – THE VALUE-DRIVEN GUARDIAN
This role builds upon the last part of the Effective Manager and focuses on building trust. Trust is built over time but can’t be created if you are not honest with your prospects and buyers.
This Guardian role deals with inconsistencies and unethical behavior without being tempted by perceived success or profits. For instance, you have a prospect who would be easily persuaded to buy but have yet to receive any real value from your solution.
You now have the big picture regarding the roles you’ll need to fulfill to become a highly competent salesperson. In addition, each role explains what is expected of you, which hints you into researching what to focus on and what knowledge you have to acquire if you don’t own it.