![]() ![]() While hunters love the thrill of now-now-now, farmers enjoy the patient work of cultivating long-term relationships with customers over time. Successfully overcoming sticky objectionsĮvery good farmer knows it takes a long time for a good, solid crop to grow.Getting a positive response after 26 follow-ups.Gaining internal champions who are excited about the solution they’re selling.Helping people discover solutions to their business challenges.Talking to new people and building rapport.Negotiating price and overcoming objectionsĪ natural-born hunter gets excited about:.Using social media to understand prospects. ![]() Hunters actively seek new prospects and leads, working with them to determine the right fit and close the deal. hunter vs farmer sales model The Hunter Sales Persona While certain personality types will be more likely to thrive in either a hunter or farmer role, we prefer to look at the differences from the perspective of how they each contribute to the sales process in their responsibilities. Articles with titles like ‘Are you a hunter or a farmer?’’ talk about ‘lone wolves’ and cite personality traits as if every hunter or farmer is a clone of the next. The typical hunter vs farmer description is ridiculously cliche. Farmers are relationship-builders they work to cultivate the ‘field’ of existing customers into higher-value deals. Hunters are high-volume players, working to bring in and convert new leads, focused on closing deals. In the hunter vs farmer sales model, reps are separated into two distinct groups. ![]()
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