Most salespeople are focused on transactions, not relationships. A dealmaker is a better than average salesperson. Dealmakers know that relationships are important. And, a dealmaker must choose a different definition of “relationship.”
Every dealmaker falls into one of 5 clearly defined profiles.
· Relationship Builders
· Hard Workers
· Lone Wolves
· Reactive Problem Solvers
Amongst the five most common sales profiles, Relationship Builders come in dead last, as they only account for 7% of all high sales performers. As my wife and business partner Monique Justus says, what the what?
Challengers exponentially outperform all other sales profiles, especially Relationship Builders. Fifty-four percent of all dare-to-be-great dealmakers are Challengers in a solution-selling situation. In complex situations, only 4% of the best dealmakers are Relationship Builders. For clarity, there are four ways to be average. There’s only one way to be a superhero.
You are not at the table with a prospective dream client just to build a relationship, as in “Well, we didn’t win this one, but we have a really great relationship.” You care too much about their purpose and vision. You are willing to challenge them as a guide on the side.