Eight Sales Roles That Match The Buy-Learning Process

The eight roles of selling will provide your salespeople with a road map for partnering in your customers' buying process. Salespeople who apply these roles will out position their competitors, make more sales, and generate more repeat business.

© 2003 TopLine Leadership, Inc.

1. The Student studies the 3C's (customer, competition, change) and approaches high probability prospects.
   
   
2. The Doctor diagnoses discontent and uncovers important needs.
   
   
3. The Architect designs customer-focused solutions that set the ground rules in your favor.
   
   
4. The Coach applies competitive sales strategies and presents a compelling solution.
   
   
5. The Therapist understands and resolves the buyer's fears.
   
   
6. The Negotiator prepares and applies win/win strategies to reach an agreement.
   
   
7. The Teacher sets customer expectations and teaches the customer to achieve maximum value.
   
   
8. The Farmer nourishes customer satisfaction in order to grow the account.