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It obviously differs quite a lot depending on the type of customer. An example where I have seen the type of relationship-building salesperson outperform the a
by johansch 10y ago
It obviously differs quite a lot depending on the type of customer.
An example where I have seen the type of relationship-building salesperson outperform the aggressive kind of sales person: sales to large, stable incumbent companies in Europe.
- caminante 10y agoFor sure! I think the nuance (and if you read the article and the study) is the best performers are consistently "assertive" -- or in the middle between passive and aggressive.
- johansch 10y agoYeah. They have to be able to carefully thread that needle between pushy/assertive vs annoying quite carefully and intelligently. And counteract the pushy factor with charm/hosting skills. .. and that's why this job is so highly paid (the kind of people I'm talking about: ~300k/year or more).