What is a Dealmaker? You might be lucky enough to have one of these people on your team. But how do you identify them during the recruitment process? In my experience as a consultant, coach, and trainer in the construction industry, I discovered the differences between DealMakers and poor, inconsistent performers.
Be confident
All DealMakers share a certain level of confidence. They are not able to close the deal and hesitate to dig too deep. They can be arrogant and difficult to train because they believe they know everything. They don’t think so; they know what they are capable of, but they do know what they are capable of. Impatience can be caused by a lack of self-confidence and self-esteem. They can be very impatient and quickly become frustrated with people. They are also very critical and can show it in their body language. They are able to do well with no-nonsense investors and hard-nosed businesspeople.
Too optimistic
The DealMakers were often unrealistic about what they could achieve in almost every case. They expect to reach the stars. Overly optimistic people tend to have more resilience and bouncability when they are combined with high levels of confidence. If you add someone who is more confident to someone who has less confidence, they will be less resilient to things not going their way. It is easier to blow their bubble.
Sales Traits
Persuade is the softest of the three traits that can be measured. It indicates an ability to influence people and change their minds. Confront, which is the problem-solving characteristic used by people with technical backgrounds, and Persist, which shows persistence and will not quit. It is not surprising that most of the DealMakers I have met have at least one of these traits. However, many are blessed with all three. Some combine some of these traits with solid people skills and a strong drive to succeed.
Empathy
Natural empathy is a hallmark of top DealMakers. People will quickly trust and feel comfortable around them, which is essential if you work in a display house. They can read body language and will know when and how to adjust their approach to achieve the desired result. They will not allow the relationship to stand in the way or impede a deal, unlike their soft-spoken ‘Nice Guy Consultants. They will not hide their problems, but they are confident in helping clients overcome any obstacles or issues.
Decisive.
Complexities are involved in the sale of buildings. The insecurity and uncertainty can skyrocket when you consider large amounts of money and people’s lack of financial intelligence. A Consultant can help you make the right decisions. Consultants who are indecisive will show this in their approach.
I have found it not unusual to find someone with the sales skills but who has a lot of maybe’s or unsure answers. Listen to what they say as you interview them. Are they clear or vague about their goals? What are their plans for the year? I have yet to see anyone who is indecisive about their dreams or become a DealMaker. If they are unable to tell you exactly what they want, the chances are that they will also accept indecisiveness from clients.
They are not.
Everyone is a friend. It is interesting to see that DealMakers can be a nuisance. It could be that they are too assertive for other departments. But remember, they don’t allow relationships to get in the way. They have the people skills to understand what clients need and then explain why they are so assertive. You won’t like their approach if you disagree with it. This attitude might cause you to back away from hiring them. This is a huge mistake if your goal is to find a DealMaker.
The majority of DealMakers that I interviewed weren’t organized and cared less. They are responsible for any problems that they create for other departments. DealMakers are able to talk their way around these kinds of issues, so don’t worry too much about them. They don’t prioritize accuracy in paperwork.
They are not good listeners. They will listen to whatever they believe will lead to a deal, i.e., with a client. Don’t assume that they will remember your words if you talk about systems, paperwork, or teamwork.
They will be concerned about their clients more than anything else. The deal is everything. Some people will get offended, and then they will care less. Do you think that this is enough to make a deal with a DealMaker?
