One of my biggest weaknesses early on as a small business owner was my hesitation to sell. I had fears and a sense of inadequacy around selling that felt paralyzing. 

I hired a sales coach and spent time learning from ‘natural’ salespeople in order to improve. What I realized was that I was struggling to sell because I was trying to sell in a style that didn’t work for me. Once I discovered my selling style I was able to grow in confidence and build on my strengths.

I think there are two main selling styles: Hunters and Farmers. 

Both are important but very different from each other. Knowing your selling style, and the style of those on your team, will have a big impact on your success.

Hunters

The hunter is focused on pursuing and closing big sales. It’s all about the thrill of the hunt and the bigger the challenge the better. They tend to not get distracted by the smaller sales because they know that one big sale will be better than a dozen small ones. They’re hunting elephants, not pheasants.

They’re typically driven by the challenge and undeterred by a ‘no’. 

Farmers

The farmer is all about consistent small gains. They’re looking for incremental gains year over year by nurturing existing relationships and selectively bringing on new customers. 

They’re typically more relationship-oriented and have a harder time pursuing new leads.

The Solopreneur

It’s important to know your sales type so that you can build your sales system around your strengths and look for ways to mitigate your weaknesses. 

A solopreneur Hunter is going to need a system that nurtures current customers over time. A Farmer is going to need a great method for bringing in new customers as prospecting won’t be their natural bent.

The Small Business Owner

Ideally, you’re able to build your team to include both Hunters and Farmers and incentivize them accordingly. Knowing their style and what motivates them will make you a more effective sales manager and lead to higher sales and happier customers.

If you’re a person who doesn’t consider themself a ‘sales’ person. Think again. We’re all selling something; a new idea to co-workers or your qualifications for that raise to your boss. 

Discover your sales style so that you can build a system that plays to your strengths.

For what it’s worth, I’m a Farmer.