The farmers call on existing customers and try to upsell

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The key skills to being successful at selling in the s are being able to build trust with the buyers team and to solve their problems Introverts can do both equally well as extroverts An ideal scenario would be to set up a separate business development function to find and pass on qualified leads to introverted and extroverted salespeople That would alleviate their anxieties over making the initial contact and possibly any social awkwardness they might have Mirroring this idea some companies have broken their salesforces into hunters


usually extroverts and farmers usually introverts The hunters find and develop new accounts  them on additional products and services This makes a lot of sense in that it matches personalities and skill India Phone Number sets with the work to be performed In summary an introvert can succeed in sales when placed in circumstances that favor their personality strengths research listening and observing and planning and reacting Management needs to recognize the differences in personality types and design the structure of the salesforce accordingly





Author Steve Weinberg has spent his life selling and helping others sell better sell faster and sell more He is an expert at building guiding and sustaining high caliber sales teams and creating exemplary standards in account management He has over three decades of leadership experience in sales including Vice Presidencies at Dun Bradstreet Software AC Nielsen Solcorp then part of EDS now HP and Deloitte and Touche Steve earned a BA in Economics Business Administration from North Park University and an MBA from Loyola University of Chicago.