The Development Path of the Seller – Stage 3

After the salesman on the first and second level, there is a third level which we call “salesman-expert”. At this level, the salesperson begins to use “we” in speech, neglecting second-level salesperson egocentrism, and changing needs with systems, order, and predictability. The salesperson at this level knows what leads him to success and result and can replicate it. Within this level, the idea of ​​how to “properly” sell emerges, and this is achieved by following instructions, documentation, procedures and regulations. The ego of the person itself is put in the background, and the organization comes to the fore. He speaks less than at previous levels and begins to ask questions as well.

The sales conversation is based on knowledge of products and services that are “recited” to customers.

Because of this, at this level, the customer still does not exist with his individual needs, but the seller tries to fit him into his framework of the sales process and offer. The emphasis in sales is placed on the characteristics and benefits of the product, and the seller is more able to focus on long-term benefits and cooperation. Also, the measurement is no longer based only on the results, but also on the way the results were obtained.