What type of salesperson are you?? Hammer vs. Swiss Army Knife

Hammer vs. Swiss Army Knife

Good morning,

Is it better to be a “Hammer”, or a “Swiss Army Knife”?

The Hammer:

A hammer is only good for hammering nails.  Many sales professionals take on the persona of a bulldog, pitbull, hammer, or various other analogies such as this.  I relate this to a one way approach, a lack of flexibility, and a singular focus on aggression.  The customers usually feels their interests, opinions, and goals are not taken into consideration in these instances.  Although a hammer is ideal for, hammering nails, a hammer is a one way approach to providing value.

The Swiss Army Knife:

A swiss army knife can be used for many situations.  These sales professional take on the persona of a problem solver, consultant, or expert.  I relate this to a multi-faceted approach, flexibility, and a singular focus on providing a desired resolution.  The customer usually feels their interests, opinions, and goals are taken into consideration.  This sales professional will ask questions rather than telling their client what they should do.  This approach enables the customer to TRUST the sales professional, and this is the keystone to commitment.  The swiss army knife is the preferred tool in survival situations because it provides the most value.

Consider being a better resource.  Consider being a Swiss Army Knife.