What Do Hunters and Farmers Have to Do With Sales Anyway?
There are two primary types of sales people:
As the term suggests, these people love to talk to new prospects and close sales. They are fantastic at conjuring sales almost out of thin air. Metaphorically speaking, they’re the ‘find and kill’ sales people. They are happy to cold call total strangers, move quickly into a compelling sales pitch, and often walk away with a sale or definite appointment. However, they’re not so good at nurturing relationships over time and turning following up prospects who are not ready to buy.
In contrast to the hunters, farmer-type sales people prefer to talk to people who have expressed interest. They often stretch out the sales cycle and their sales results may be lower. Their approach to sales is more ‘tend and harvest’. Farmer-types find cold calling repellant and, not surprisingly, they rarely get around to doing it. On the other hand, they are endlessly patient and persevering when it comes to following up prospects, staying in touch until they are ready to buy.
However, the exciting thing is that anyone can learn to be a hybrid by studying the opposite mode of sales and you can also build a power team that incorporates both styles.