Is it just me, or could the term "hunter mentality" be the catch phrase of the year? The modern day "detail oriented", "rock star" or "ninja" if you will. As a sales leader who hires, manages, and sales along side his team, I see this trend dangerous. When sales people prioritize aggressively chasing new leads and closing deals quickly, often times, building deep customer relationships, understanding complex needs, and providing long-term value take a lesser priority. This leads to a poor customer experience and potentially damage brand reputation, especially in today's more customer-centric sales environment. As a prospect, are you going to trust someone you feel they're "hunting" you? As leaders, it's important we foster a culture where sales people put their clients and company first. Consultative, servant leaders who build lasting relationship earn more money, close more deals, and have more return customers. In the words of Zig Ziggler, "You can have everything in life you want if you will just help other people get what they want." Here are 8 tips you can use immediately to help people get what they want. Avoid the short-term gains: Hunters tend to prioritize immediate sales, sometimes neglecting the potential for recurring revenue and customer loyalty by not focusing on building lasting relationships. This can also result in accepting bad business which may put your brand and reputation at risk. High-pressure tactics: The aggressive approach of a hunter can feel pushy to customers, leading to a negative perception of the sales process. Lack of personalization: By focusing on quickly acquiring new leads, hunters may not tailor their sales pitch to individual customer needs, resulting in a generic experience. Ignoring customer feedback: The hunter mentality can sometimes lead to overlooking customer concerns or feedback, as the primary focus is on closing the deal. Not suitable for complex sales cycles: In situations requiring in-depth consultations and multiple decision-makers, a hunter approach may not be effective. Alternative approaches to consider: "Farmer" mentality: This approach emphasizes nurturing existing customer relationships, building trust, and focusing on long-term value. "Consultative selling": Deeply understanding customer needs and providing tailored solutions based on their specific challenges. Relationship building: Prioritizing building genuine connections with customers to create a collaborative sales process.
Steven Raymond
2mo
People always seem to over-complicate sales. I have 20 years experience in sales, no matter what company I was at, or what I was selling, when someone asked me, I would always say, 'i sell personality mostly, my product sells itself' Build rapport for make a friend, get a sale. People don't care how much you know until they know how much you care.
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Sales Consultant / Retail Leader
2moI love the farmer mentality! Harvesting a real relationship with a client is the key to success. In order serve your client you have to understand them and they have to trust you. Not only is hunting your clients is a negative strategy but it’s a one way relationship on a path to let them down. Thanks for sharing!