The world is divided into Creators or Fulfillers.
Who Are Fulfillers?
The reality is that most people are “fulfillers”. This personality prefers to sell when interested people approach them and/or where they can work existing relationships. Roles like account management, customer service, project managers, and retail often fit this personality.
Who Are Creators (aka Hunters)?
The small percentage of the sales population who are “creators” (like me) tend to march to a different drum.
Here’s how you’ll know creators:
- Initiate conversation with anyone and everyone … cold
- Take control of all next steps (“I’ll call you”; I’ll come to you”; I will email you”)
- Love the “hunt” or chase
- Self-starters
- Like to “make something from nothing”
- Sell, often, for ego and money
- Enjoy the unknown
Why Is This Distinction Important to Know?
While both roles are critical for a company, naturally having a creator personality is the most important ingredient for prospecting.
All the training in the world, great tools, an excellent presentation, and a supportive manager are not likely to make a fulfiller feel any more comfortable to pick up that phone and start reaching out to strangers in order to generate new business.
So, ask questions related to the creator list above. That’s how you’ll know who they are.
Wishing you good business!
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