Which kind of sales people perform best 

• Hard Worker – doesn’t give up 
• Challenger – different view – loves to debate – pushes customer
• Relationship Builder – builds advocates – over services 
• Lone wolf – follows instincts – self assured 
• Reactive Problem solver – responds and is detailed oriented 

If you chose relationship builder – In complex sales – you would be broke – 

The best performers in Complex Sales says Tony Gattari – 1. Challenger 2. Lone wolf 

Why – 

1. They offer customer unique perspective
2. They have great communication skills – listen
3. They Know the individual drivers – (middle management – make my life easy )
4. They understand the Economic Drivers
5. They are Comfortable discussing money
6. They can pressure the customer 
7. They are great  at closing – because they know the 3 ts Teach ,Tailor for resonance (customise), Take control of the sale