The Development Path of the Seller – Stage 4

The last level in the evolutionary development of the seller is the “seller-partner”. The partner is characterized by a relationship of trust with the client, and instead of ‘we’ or ‘I’, ‘you’ (as an organization or an individual) is often used in speech. It is characterized by asking quality questions based on what the client has said, and thus the partner listens better and more to the interlocutor to hear everything important to him.

At this level, the seller creates long-term solutions that are good for the client, but also for himself, ie for the company he represents.

The “seller-partner” moves away from the sale by observing what is good and what is bad in himself. At the leadership level, he can hire someone smarter than himself, which was not the case at previous levels. The biggest obstacles to reaching this level are the seller’s ego, lack of empathy, knowledge, and quite often short-term goals imposed by the sales organization for which he works. The Key Account Management relationship involves salespeople who have reached this level of professional development.