I'd argue that one of the most important aspects of my job is knowing how to navigate people, places, and things. I'm very proud of this skill because it has allowed me the opportunity to help IIG move things forward that were stuck before me and foster and create better, stronger relationships with others to accomplish what we needed.
Early on, I ventured into an entrepreneurial endeavor and got involved in a multilevel marketing company where I actually did pretty well for myself. (Created a second stream of income of $60k+ a year)
To this day, I still use the skills I acquired during that experience when working with people and building my own team. I stumbled across this book last night while spending my evening at Barnes & Noble, looking for some new reads.
In that book I saw this chart below, showcasing different types of people, and it reminded me of what I learned early on in sales.
There are 4 types of people:
1. Shark: Sharks are the Mark Cubans of the world, and they love to win. Find how this product will serve their ego of winning, and you will most likely speak their language.
2. Urchin: Urchins are the Warren Buffetts. These individuals get excited about data and analytics. We all know those types! Show them the facts and spreadsheets, and they are happy!
3. Whale: Whales are the Oprah Winfreys. These types of people were always my favorite because their decision-making revolved around helping and caring for others. I will never sell something I don't truly believe in or think could cause any harm, so whales are my vibe. People come first!
4. Dolphin: Dolphins are my second favorite. Richard Branson is the Dolphin in this category. They are all about having a good time. When I recruited my team, I always had dolphins and sharks on it. The team either wanted to win or have a good time.
Now, regarding the attachment below, this takes my analysis to another level:
1. Red = Shark
2. Yellow = Dolphin
3. Green = Whale
4. Blue = Urchin
Think about the people you work with, know, or even customers you recently sold to. What gets these people excited, and how do we get them on that 'yes' train? I'm absolutely fascinated by this stuff and think it's so cool to sit back and analyze past interactions and attempt to label what type of person they are.
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