Are you an authentic people-person who loves to sell with integrity? Then you are a stylistic salesperson. These salespeople, referred to in William D. Hatch’s book as Horses and Lions, will take sales from average to great when they are given the freedom and support they need to really sell.
Whether you are a salesperson, a sales manager, or an HR professional who screens new hires, by being able to recognize, recruit, and cultivate these potential top sellers, you can boost your career and grow revenues in unimaginable ways. These stylistic, highly interpersonally-skilled salespeople can be challenging to manage, protective of their selling style, and somewhat mysterious. But they can sell!
Through the life of the author, you will learn what a stylistic salesperson is, why they are important to you and your team, and how to work effectively with them, even in cases of working with the Lions. Learning how to manage these stylistic salespeople is on-the-job training. Each one is like a book with something unique on each page. Don’t rush. Listen to the stories they tell. Watch, learn from them, and have fun!
Ride the Horses, Feed the Lions is like a handbook for those who want to hire and manage stylistic salespeople. Get to know these thoroughbreds personally. Don’t rein them in right out of the gate. Let them set their own pace. Be on their team so they’re on yours.
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