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SALESPERSON TYPES:
VSORDER TAKERS ORDER CREATORS
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?
Who are Order Takers?
Listen &
respond to
the customers
requests
Who are Order Takers?
Reactive Listen &
respond to
the customers
requests
Who are Order Takers?
Reactive Use order
pads
Listen &
respond to
the customers
requests
Who are Order Takers?
Reactive
Controlled by
the customers
Use order
pads
Listen &
respond to
the customers
requests
Who are Order Takers?
Reactive
Sell today
Controlled by
the customers
Use order
pads
Listen &
respond to
the customers
requests
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
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.
Engage customers
in business
discussions
Who are Order Takers?
Who are Order Takers?
Sell
6 to 9 months
in advance
Engage customers
in business
discussions
Who are Order Takers?
Sell
6 to 9 months
in advance
Engage customers
in business
discussions
Don’t have
order pads
Sell
6 to 9 months
in advance
Engage customers
in business
discussions
Don’t have
order pads
Ask questions
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
Who are Order Takers?
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
Should you be an Order
Taker or an Order Creator?
Psychology
Prospecting,
Cold calling,
Uncertinty,
Start communications
Don’t like: Like:
Sales adventures,
Prospecting,
Start communications,
Long conversations
Order Takers Order Creators
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
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
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
ORDER TAKERS
OR
ORDER CREATORS?
SHOULD YOU HIRE
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.
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.
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.
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.
How to distinguish
Order Takers and Order Creators?
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?
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.
Curious about the first step to take to be a better leader?
Logision now and start inspiring your employees!
Visitlogision.com
B2BSALES
PROSPECTING
METHODS
FEATURES OF
B2B E-COMMERCE PLATFORM

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Salesperson Types: Order Takers and Order Creators

  • 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. Who are Order Takers? Listen & respond to the customers requests
  • 4. Who are Order Takers? Reactive Listen & respond to the customers requests
  • 5. Who are Order Takers? Reactive Use order pads Listen & respond to the customers requests
  • 6. Who are Order Takers? Reactive Controlled by the customers Use order pads Listen & respond to the customers requests
  • 7. Who are Order Takers? Reactive Sell today Controlled by the customers Use order pads Listen & respond to the customers requests
  • 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. 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.
  • 11. Who are Order Takers? Sell 6 to 9 months in advance Engage customers in business discussions
  • 12. Who are Order Takers? Sell 6 to 9 months in advance Engage customers in business discussions Don’t have order pads
  • 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. 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. 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. Should you be an Order Taker or an Order Creator?
  • 17. Psychology Prospecting, Cold calling, Uncertinty, Start communications Don’t like: Like: Sales adventures, Prospecting, Start communications, Long conversations Order Takers Order Creators
  • 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. 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. 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
  • 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. 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. 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. 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. How to distinguish Order Takers and Order Creators?
  • 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. 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. Curious about the first step to take to be a better leader? Logision now and start inspiring your employees! Visitlogision.com