Some time ago I read an article about different sales styles. Cannot find that one any more, but here you can read a similar one.
The point is that there are 5 different sales styles which define the way you approach your customer:
Charismatic
Charismatic sales reps sell on personality, relationship, and use charm to connect with the customer. The focus is not on providing solutions.
Killer
This is a high-pressure Sales Rep who is overly aggressive and rushes toward the close. Killer Sales Reps are always closing.
Technical
The point is that there are 5 different sales styles which define the way you approach your customer:
Charismatic
Charismatic sales reps sell on personality, relationship, and use charm to connect with the customer. The focus is not on providing solutions.
Killer
This is a high-pressure Sales Rep who is overly aggressive and rushes toward the close. Killer Sales Reps are always closing.
Technical
The Technical Sales Rep does not think about closing and focuses only on the product/technical aspects. Rapport is not important.
Quasi-Consultative
This is a hybrid approach most professionals practice today combining some charismatic and technical style. However, it still focuses more on product application versus on the needs of the customer.
Truly Consultative
There is a new hybrid in which to differentiate yourself. The Consultative style is more interactive and increases customer focus by asking more questions before getting to the solution.
Quasi-Consultative
This is a hybrid approach most professionals practice today combining some charismatic and technical style. However, it still focuses more on product application versus on the needs of the customer.
Truly Consultative
There is a new hybrid in which to differentiate yourself. The Consultative style is more interactive and increases customer focus by asking more questions before getting to the solution.
The thing which dawned on me is that, in a way, those sales style reflect the relationship building styles people have and can apply to any or, at least, to most kinds of relationships. I don't want to sound too cynical by comparing feelings with hard-core business. My point is that whenever you communicate with someone else, you are basically selling yourself and the long-term product of that communication is a relationship built on trust and understanding (or whatever else is important for you in a relationship).
Some people are really good at getting to know people, but somehow, after a while you feel used. Others know very well what they want from you and try to get it. Even more, there are those who will be always evaluating your relationship based on the social status the relationship gives, etc. The majority is "quasi-consultative". They seem to be caring, but somehow there are moments when that "quasi" part comes out. What I am wondering, is if those "truly consulting" people really exist?
