After training hundreds of salespeople every year, I find it funny how many different personalities sell cars for a living.  

Unfortunately there are also a few that just don’t have a personality at all! 

So which type of Salesperson do you want to be, and what lessons can be learnt from all 3? 

I use the analogy I heard recently from a good friend who asks, “what type of light do you want to be when you go camping…" 

1. Campfire Salesperson

A Campfire Salesperson will lose interest in customer’s when they are a bit of hard work, or might be taking a few weeks or months before they purchase.

These are the energetic one’s who starts the month, day strong or the weekend strong but ends quickly. 

They set these huge goals and use all there energy with the first few customers of the day, and by lunchtime they are saying, “hey Scott, it’s your turn”.

Can be the best performer in the dealership, but often are up one month, down the next...

I recently met a Campfire Salesperson when I mystery shopped a dealership in NSW. I had 6 missed calls in the space of 2 days with this guy, but then he stopped… Nothing since.

Are you a Campfire Salesperson?

2. Dolphin Torch Salesperson

These are the salespeople who are in your face and force the immediate sale on anyone and everyone they meet.

The Dolphin Torch Salesperson has no patience to follow up, prospect or think of customers as long term opportunities, they typically are the “buy or burn” salesperson.

I once worked with a Dolphin Torch Salesperson… Excellent at closing deals, and in fact was a 25-30 car/month guy. Only problem was, his CSI was horrendous, customer complaints high, interactions with both staff, very poor…

Are you a Dolphin Torch Salesperson?

3. Lamp Salesperson 

Consistent, process focused and reliable, the lamp salesperson will shine a consistent light that does the job without the excitement and brashness the other two types give off.

If you are a bad Lamp Salesperson, you give off this mediocre light that never really reaches target or their optimal potential. They can be described as a “plodder”. Someone that comes in and (just) get’s the job done. I’ve worked with too many of these...

If you are a good Lamp Salesperson, you will be seen as a consistent achiever that follows the processes, makes follow up calls, prospecting calls and can be relied upon by management to make or exceed targets every month, regardless of the circumstances...

Are you a Lamp Salesperson?

So are you the Campfire, Dolphin Torch or the Good or Bad Lamp?

Reply back and let me know which one you are and which one you’re aiming to become!