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Salesperson Types: Order Takers and Order Creators

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Find out how you can distinguish different sales personas and understand their roles in sales

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Salesperson Types: Order Takers and Order Creators

  1. 1. SALESPERSON TYPES: VSORDER TAKERS ORDER CREATORS
  2. 2. You tell them what you would like to get and they tell you how much you should pay and when you can get your order. And that’s it. Who are Order Takers?
  3. 3. Who are Order Takers? Listen & respond to the customers requests
  4. 4. Who are Order Takers? Reactive Listen & respond to the customers requests
  5. 5. Who are Order Takers? Reactive Use order pads Listen & respond to the customers requests
  6. 6. Who are Order Takers? Reactive Controlled by the customers Use order pads Listen & respond to the customers requests
  7. 7. Who are Order Takers? Reactive Sell today Controlled by the customers Use order pads Listen & respond to the customers requests
  8. 8. Who are Order Takers? Reactive Sell today Most sellers are order takers Controlled by the customers Use order pads Listen & respond to the customers requests
  9. 9. Who are Order Creators? Order creators do not wait for the customers to come. They make clients wish and buy their products. THIS WAY IS MUCH HARDER.
  10. 10. Engage customers in business discussions Who are Order Takers?
  11. 11. Who are Order Takers? Sell 6 to 9 months in advance Engage customers in business discussions
  12. 12. Who are Order Takers? Sell 6 to 9 months in advance Engage customers in business discussions Don’t have order pads
  13. 13. Sell 6 to 9 months in advance Engage customers in business discussions Don’t have order pads Ask questions Who are Order Takers?
  14. 14. Sell 6 to 9 months in advance Engage customers in business discussions Don’t have order pads Ask questions Focussed on what the customer needs Who are Order Takers?
  15. 15. Who are Order Takers? Sell 6 to 9 months in advance Engage customers in business discussions Don’t have order pads Ask questions Focussed on what the customer needs Aren’t controlled by the customer
  16. 16. Should you be an Order Taker or an Order Creator?
  17. 17. Psychology Prospecting, Cold calling, Uncertinty, Start communications Don’t like: Like: Sales adventures, Prospecting, Start communications, Long conversations Order Takers Order Creators
  18. 18. Salary Average Can’t be very high Narrow range More competitors Wide range May be very high Depends on bonuses Less competitors Order Takers Order Creators
  19. 19. Company Marketing team does all prospecting Unique product Enough new customers Sales team do prospecting Customers don’t recognize the need Not enough new clients Order Takers Order Creators
  20. 20. Order Takers Order Creators Goals Stable in the short term Low responsibility for sales Suffer from new trends like e-commerce Depend on you High responsibity for sales Will not suffer from e-commerce
  21. 21. ORDER TAKERS OR ORDER CREATORS? SHOULD YOU HIRE
  22. 22. Should you hire Order Takers or Order Creators? If you see that you are getting plenty of new clients and this situation will not change in the future then you should be looking for good order takers.
  23. 23. Should you hire Order Takers or Order Creators? If you need to attract more clients and your sales rely mostly on prospecting then you should be looking for top order creators.
  24. 24. NOTE 1: Don’t think that a good order creator will be a good order taker. Indeed order creators tend to be poor performers in this area, because they tend to start long discussions with customers that are ready to order.
  25. 25. NOTE 2: Usually it is easier to find another good order taker than to find another good order creator. Think twice when you change your staff.
  26. 26. How to distinguish Order Takers and Order Creators?
  27. 27. If you see that the candidate has a very strong desire to help others and this desire is even stronger than her desire to make money, treat this person as an order taker. How to distinguish Order Takers and Order Creators?
  28. 28. How to distinguish Order Takers and Order Creators? Order creators usually are very individualistic and their main motivators are making money and shaping their future. They are more risk-seeking while order takers usually are risk-averse.
  29. 29. Curious about the first step to take to be a better leader? Logision now and start inspiring your employees! Visitlogision.com
  30. 30. B2BSALES PROSPECTING METHODS FEATURES OF B2B E-COMMERCE PLATFORM

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