Are You a Sales Hunter or a Sales Trapper?

Written by  Al Suzan, Adalsan, Inc.

Salesperson ranks will always include Hunters, but the most productive salespeople are likely to be the Trappers.

 

 Hunters set out into the territory looking for opportunities. They’re famous for their hyper focus, and the better ones are renowned for their skill with a variety of weapons (let’s call them approaches). Nobody chases business and bags it better than a Hunter. They’re motivated first and foremost by the thrill of the hunt; when the hunt is over, so is the thrill until the next prospect comes into view. Just as a pure hunter might not care if he ever eats his prey, the most extreme Sales Hunters are sometimes not as effective at serving and maintaining an opportunity in the long-term.


Trappers do things a bit differently. They entice prospects to come to them: they set out the honeypot that brings the bears, the cheese that attracts the mice, and the information or advice that pulls prospects in and prompts them to make the first move toward doing business. Sales Trappers understand that prospects want to buy, yet they don’t want to be sold. Trappers therefore cast themselves primarily as helpers, knowledgeable sources of advice and assistance, so prospects who are interested (and interested now!) will find them, appreciate the information and insight offered, and step into the opportunity. Sales Trappers spend less time prospecting and persuading, and more time collaborating and serving.

When a prospect reaches out to the Sales Trapper, it’s nearly always a qualified prospect who is ready to explore the solutions on offer. No chasing through the woods, as the Hunter must do. No waiting for months to see if something sprouts, the lot of the Farmer. Just success.

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Ramon Canova

Marque Foods, Inc.

I initially joined TAB to learn how to better deal with ‘me.’ I perceived myself as a primary obstacle to growth. With TAB, I got plenty of ideas on how to view myself and the business differently and this has definitely improved my business. I learned that my business plan is a living document and track it periodically using the monthly progress report. In short, TAB has helped me design business processes that are more systematic, efficient and get results.

Carla Kell-Smith

C Kell-Smith & Associates

Being in business for the last 25 years and then joining my TAB board, I’ve seen such an improvement in my management style and effectiveness. TAB is a great resource for me, the information and the experience with small businesses as well as the insights shared.

Martin Simenc

Home Safety Services

For us, it’s all about generating clients. And how we’ve gone about generating those clients with the help of TAB has really been key to our ongoing success. I knew that I needed a sounding board, needed some outside expertise. And that’s exactly what TAB brings to the table. And it also holds my feet to the fire and keeps me accountable.Kalar is a patient and inquisitive listener who seeks a thorough understanding of the root origins and causes of issues before collaborating on potential solutions. He also helps me to consider "out of the box" type solutions and opportunities that invariably expand my thinking. With his help and guidance, we have resolved numerous tactical and strategic issues and positioned our company for significant growth.

Alex Vaysberg

All Industrial Supply, Inc.

TAB helps you recognize that pretty much everybody has the same type of issues with their business. It clears your head and it re-energizes you. When I leave a tab board meeting I’m re-energized to conquer not only that day, but the next year. TAB helps us focus on ourselves and the other TAB members…the answer is sometimes written on your forehead and you just need a mirror to be able to read that answer.

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Live Wire Supply

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