I had a conversation with a friend of mine and we were discussing an article we both read about the President of Research in Motion (makers of the Blackberry) Jim Balsillie.  The article stated that Jim was very aggressive and very competitive and pushed until he got what he wanted and did not care about making enemies.  My friend’s response was I am an entrepreneur and a salesman I should be more like him.  Then we started to dissect the different kinds of sales people that were in his organization.  There are 3 main executives and they all do sales (my friend being one of them).  I asked what his style is and he said I sell on relationships, I go in and talk and laugh and sometimes don’t even mention the product until my client says ok Gord what do you have for me to buy today.  Total relationship selling.  His partner sold very technically, he knew every technical item about what he was saying and he impressed the client with his knowledge and trust building.  The third Executive was more like Balsillie, aggressive, would do anything for the sale and would not take no for an answer.  Then my friend asked me what my sales style was and as I thought I realized that I was also a very detailed sales person, that researched my client and tried to learn about their business and ensure that I am offering the correct solution for them as if I was in there shoes.  He asked me if I am aggressive and I said in the sales call absolutely not, I want the buyer to be comfortable about their decision to buy.  I would say I am more tenacious than aggressive, I follow up continuously to see if there are any questions or concerns.  I want to ensure I have the prospects trust as I am very confident that my team can deliver.  Read more...