What Type of Salesperson Are You? [Quiz]

Salespeople come in all shapes and sizes, but when it comes to selling styles, most reps fall into one of four main categories: the Repairperson, the Shopkeeper, the Hunter, or the Farmer.

While every rep is unique, understanding which of these archetypes best describes your approach to selling can be invaluable for your professional development. In fact, a study by the sales training firm Rain Group found that reps who are aware of their natural selling style and adapt accordingly average 48% higher close rates than those who don‘t.

In this post, we‘ll take an in-depth look at each of the four primary selling styles, explore their key characteristics, strengths, and challenges, and share tips for how reps can optimize their impact no matter which style they identify with.

We‘ll also introduce a quiz to help you determine your own dominant selling style. Ready to dive in? Let‘s go!

The Four Selling Styles

1. The Repairperson

Key Characteristics

Repairpeople take a consultative, problem-solving approach to selling. They often come from technical or engineering backgrounds and are energized by the opportunity to dig into a customer‘s challenges and devise a solution.

Repairpeople rely heavily on their deep product knowledge and subject matter expertise to establish credibility and build trust with prospects. They‘re most comfortable selling to buyers who are equally technical and can "geek out" with them over specs and features.

Strengths

• Building rapport with technical buyers
• Translating complex product details into compelling value propositions
• Developing customized solutions to unique customer challenges
• Providing ongoing consultation and support post-sale

Challenges

• Engaging with non-technical decision makers
• Translating technical details into business outcomes
• Keeping conversations focused on the prospect rather than the product
• Knowing when to cut losses on an unqualified opportunity

Real-World Example

Joanna is an account executive at a SaaS company that provides cloud security solutions. With a background in IT infrastructure, she loves nerding out about the technical intricacies of her product.

Joanna‘s deep expertise allows her to build instant credibility with the IT leaders and developers she sells to. She excels at leading highly technical discovery sessions and crafting tailored proofs of concept.

However, Joanna sometimes struggles to shift the conversation to business outcomes when selling to C-suite leaders. Her manager has been coaching her on how to translate technical details into high-level value propositions.

Tips for Repairpeople

• Practice explaining your offering in simple, jargon-free terms that focus on business benefits rather than just features.
• Develop a list of probing questions to uncover the prospect‘s underlying business needs, not just their technical requirements.
• Know when to bring in a sales engineer or other subject matter expert to handle the most technical conversations.
• Set clear qualification criteria and don‘t be afraid to disqualify prospects who aren‘t a good fit, even if you‘re excited about the technical challenge.

2. The Shopkeeper

Key Characteristics

Shopkeepers are the quintessential "people persons" of the sales world. They have a warm, empathetic demeanor that instantly puts prospects at ease.

Shopkeepers are most energized by building genuine relationships with their customers. They‘re skilled active listeners who are adept at uncovering both the logical and emotional drivers behind a prospect‘s needs.

While Shopkeepers excel at making customers feel heard and valued, they can sometimes struggle with the more assertive aspects of selling like cold outreach, negotiations, and closing.

Strengths

• Building strong, trusting relationships with prospects and customers
• Identifying unstated emotional needs and tailoring the sales approach accordingly
• Providing exceptional customer service and support
• Generating referrals and testimonials from happy customers

Challenges

• Proactively reaching out to new prospects, especially via cold calls or emails
• Challenging the customer‘s preconceptions or pushing back when needed
• Negotiating pricing and contract terms
• Asking for the close and handling objections

Real-World Example

Marcus is a financial advisor who takes a highly relational approach to selling. He‘s skilled at creating a warm, inviting atmosphere that encourages prospects to open up about their financial hopes and fears.

In initial meetings, Marcus focuses more on getting to know his clients as people than he does on pitching products. His empathetic, low-pressure approach has earned him a loyal client base that frequently refers him to friends and family.

However, Marcus sometimes struggles when it comes to proactively prospecting for new business. He‘s less comfortable making cold calls or pushing for the close, preferring to let prospects move at their own pace.

Tips for Shopkeepers

• Set aside dedicated time for proactive prospecting activities like cold outreach, even if they feel uncomfortable. Start small and celebrate your progress.
• Practice assertive communication skills, like using "I" statements and being direct about your needs and expectations.
• Leverage your customer relationships to generate referrals and introductions to new prospects.
• Partner with a colleague or mentor who has a complementary selling style, like a Hunter, to help with tasks that don‘t play to your natural strengths.

3. The Hunter

Key Characteristics

Hunters are the most stereotypically "salesy" of the four selling styles. They‘re aggressive, competitive, and laser-focused on closing deals and crushing their quota.

Hunters are at their best when they‘re out in the field chasing down new opportunities. They have a nose for sales and a knack for quickly building rapport with decision makers.

While Hunters excel at bringing in new business, they can sometimes neglect the more nurturing aspects of customer relationships. They may be prone to over-promising or mis-forecasting in their eagerness to close the deal.

Strengths

• Prospecting and filling the top of the sales funnel
• Quickly identifying and gaining access to key decision makers
• Handling objections and pushback with confidence
• Closing deals and bringing in new business

Challenges

• Qualifying opportunities effectively to avoid spinning wheels on low-probability deals
• Taking the time to fully understand the customer‘s needs before pitching
• Being patient with longer sales cycles or complex decision-making processes
• Providing attentive follow-up and customer service post-sale

Real-World Example

Samantha is a top-performing sales rep at a fast-growing tech startup. She‘s known for her ability to fearlessly cold call C-level executives and turn a quick chat into a closed deal.

Samantha‘s manager consistently praises her "hustle" and tenacity in seeking out new business. However, he‘s also noticed that her sales pipeline is often clogged with deals that are a poor fit for the product.

Additionally, Samantha‘s colleagues in customer success have raised concerns about some of her overselling in the heat of a competitive deal. They‘d like to see her work on setting more realistic expectations with prospects.

Tips for Hunters

• Develop a clear ideal customer profile and qualification criteria to avoid chasing unqualified leads.
• Practice active listening and dig deeper into the customer‘s needs before jumping to a solution.
• Collaborate with colleagues in other revenue functions to ensure a smooth handoff and long-term customer success.
• Celebrate your wins, but also take the time to reflect on what you could have done better after each closed-lost and closed-won deal.

4. The Farmer

Key Characteristics

Farmers take a long-term, consultative approach to selling that prioritizes customer success and retention over short-term wins. They‘re skilled at uncovering opportunities to expand existing relationships and drive incremental revenue.

Farmers are most energized by the strategic aspects of selling, like account planning, cross-functional collaboration, and exploring creative solutions to complex customer challenges. They tend to be analytical and process-oriented, with a knack for spotting patterns and trends.

While Farmers excel at growing and retaining business, they may be less comfortable with the fast-paced, high-pressure world of hunting for new logos.

Strengths

• Developing deep knowledge of the customer‘s business and industry
• Identifying cross-sell and upsell opportunities within existing accounts
• Collaborating across internal teams to meet the customer‘s evolving needs
• Driving customer renewals and expansions

Challenges

• Proactively seeking out new business opportunities outside of existing accounts
• Adapting to sudden shifts in strategy or priorities
• Staying motivated in the face of setbacks or slow-moving deals
• Pushing the customer out of their comfort zone when needed

Real-World Example

Terrence is an enterprise account manager at a global software company. He‘s known for his ability to build strong, trusted partnerships with his customers that span multiple years and product lines.

Terrence takes a proactive approach to account management, regularly meeting with stakeholders across the customer‘s organization to uncover new pain points and opportunities. He collaborates closely with his colleagues in product, engineering, and customer success to devise creative solutions.

Thanks to his efforts, Terrence‘s accounts consistently have some of the highest renewal and expansion rates in the company. However, he sometimes struggles to hit his new business targets, as he prefers the steady pace of farming to the high-pressure world of hunting.

Tips for Farmers

• Set aside time each week for proactive prospecting activities, even if it‘s outside your comfort zone. Start with warm introductions from existing customers when possible.
• Develop a strong business acumen and stay up-to-date on industry trends to position yourself as a trusted strategic advisor.
• Look for opportunities to mentor or train newer reps on your proven account management strategies.
• Advocate for a sales compensation plan that rewards farming activities like renewals and expansions, not just new business.

What‘s Your Selling Style? Take the Quiz!

Now that you have a solid understanding of the four main selling styles, it‘s time to find out which one best describes you!

We‘ve created a short quiz to help you identify your dominant selling style based on your natural strengths, preferences, and tendencies.

The quiz consists of 20 multiple-choice questions that touch on key aspects of selling like prospecting, discovery, presenting, and closing. For each question, simply select the response that most closely aligns with your typical approach or gut instinct.

There are no right or wrong answers, so be as honest as possible! The goal is to gain clarity and self-awareness, not to fit yourself into a box.

Once you‘ve completed the quiz, you‘ll receive a breakdown of how strongly you align with each of the four selling styles, along with personalized insights and tips based on your results.

You may find that you have a clear dominant style, or that you‘re more of a blend of two or more archetypes. Either way, the insights you gain can help you play to your strengths, identify areas for growth, and adapt your approach to be more effective in any selling situation.

Adapting Your Selling Style for Maximum Impact

While it‘s important to understand and embrace your natural selling style, the most successful reps are also able to adapt their approach to fit the needs of each unique customer and situation.

Here are a few tips for flexing your selling style:

• Seek out training and mentorship opportunities that can help you build skills outside of your dominant style. For example, if you‘re a natural Shopkeeper, look for resources on assertive communication or negotiation.

• Partner with colleagues who have complementary strengths. If you‘re a Farmer who struggles with hunting, see if you can team up with a rep who excels at new business prospecting.

• Practice active listening and empathy, regardless of your natural style. The best reps are able to put themselves in the customer‘s shoes and adapt their approach accordingly.

• Continuously reflect on your own performance and seek out feedback from managers, peers, and customers. Use those insights to identify areas for growth and experimentation.

Remember, your selling style is just one aspect of who you are as a salesperson. It‘s not a fixed identity, but rather a starting point for ongoing learning and development.

By combining a deep understanding of your natural strengths with a willingness to adapt and grow, you‘ll be well on your way to sales success—no matter which style you identify with.

Conclusion

In sales, as in life, there‘s no one-size-fits-all approach to success. The key is to understand your unique strengths, challenges, and growth opportunities, and to use that self-awareness to continuously improve your craft.

By taking the time to identify your dominant selling style and explore how it impacts your approach to sales, you‘re already ahead of the curve. Use the insights and tips in this post to double down on what‘s working, experiment with new strategies, and seek out opportunities to learn from others with complementary styles.

Most importantly, remember that your selling style is just one tool in your toolkit. The most successful reps are the ones who can adapt their approach to fit the needs of each unique customer and situation, while staying true to their core values and goals.

So what are you waiting for? Take the quiz, share your results with your team, and start putting your insights into action. With a little self-awareness and a lot of hustle, there‘s no limit to what you can achieve in sales.

Looking for more tips to level up your sales game? Check out these resources:

• [The Ultimate Guide to Sales Prospecting]
• [10 Proven Strategies for Handling Common Sales Objections]
• [How to Build Trust and Credibility with Customers in a Virtual World]
• [The Art of the Follow-Up: Tips for Nurturing Leads and Closing More Deals]