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.