Order Taker Vs. Salesperson

Sales is a funny game. In my opinion there are two kinds of people in sales - order takers and salespeople. An order taker is someone who waits for a prospect to walk through the door, calls them, emaisl them and then simply defines what they sell and handles the order for the prospect as needed and then makes the sale only when the prospect sells themselves essentially. A salesperson is someone who actively works the deal, handles the prospects concerns, objections and considerations and makes the deal happen. A salesperson makes sales happen. An order-taker simply facilitates a sale.

Being an order-taker is easy. Being a salesperson is challenging, takes discipline and takes skill, confidence and control to make deals happen. Salespeople are rare. Order-takers are abundant. Make a conscious choice to be a salesperson and then really decide in your own mind to become a PRO. Study everything and work your deals to make them happen. Focus on the next steps needed to be executed and go and execute them. Write down the considerations, objections or concerns, come up with handlings and call the prospect to handle them. MAKE THINGS HAPPEN. Conclude deals and push cycles to a done. Salespeople control cycles to cause the outcome they want and they push each step forward until it's done. Don't use the word "wait"... that's for order-takers.

If you want to win in sales, be a salesperson not an order-taker.

- Robert Cornish
CEO, Richter10.2 Media Group