The Type 'U' Print Sales Rep

Good morning!

When you think of the quintessential, straight out of central casting salesperson, what comes to mind? If you are old enough to remember WKRP in Cincinnati, it might be a slick in the mold of Herb Tarlick. If you are fortunate enough to either be or work with a superstar salesperson, your image might be more professional and polished.

Most people think of sales reps as Type A personalities; they have bright eyes bright smiles and strong handshakes. They are go-getters, self-starters, and are highly motivated. They are always on the go and constantly reaching for the next level of success.

But there is another type: Type U.

Most of the reps that I work with would fit the Type A description. However, not all of them. I work with a fair amount of men and women who are far less assertive, and they still find success. These might be people who are quiet and calm. What's interesting is almost all of them carry a significant amount of self-doubt.

But, here's the thing…

Every sales rep has a target market, or a sweet spot. While I might be able to capture some business, I'm not going to click with everyone. A customer might prefer to buy from you, while at the same time, not want anything to do with me.

Being Type U simply means being yourself. You will have far more success selling with authenticity than trying to be something that you're not. If you are gregarious, be gregarious. If you are funny, be funny. But if you're neither of those things and you try to be, it will show, and it will work against you… big time!

Be your authentic self; your market exists, and you will find it. Type A's might be the rule, but the exception to that rule can be equally successful.

If you want to sell more in less time, go to BillFarquharson.com and click on the “Training” link in the header. If you need sales and want ideas for gaining more appointments, buy my book, The 25 Best Print Sales Tips Ever! on Amazon