The Prospector vs The Closer

For the longest time in our industry we were always looking for the "closer", that individual who could go in and get the sale. I. like many of you, have worked in stores that utilized the "liner/closer" system. But our industry has changed, you can no longer "live off the door". Today the successful salesperson must develope a prospecting/follow up system to build and maintain his customer base. So, which is better, hire the prospector and teach them to close or hire the closer and teach them to prospect?

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Replies to This Discussion

Permalink Reply by Rachael Schulz Dunbar on October 27, 2010 at 5:32pm

Hire a green pea that can read, write, and spell and teach them to do both.

or

just hire me.
lol!

Permalink Reply by Lane Campbell on October 27, 2010 at 5:35pm

This is a great question. Short answer: Hire the closer and train them to prospect. My evidence? Check the payplan.

Permalink Reply by Dugan Anderson on October 27, 2010 at 10:22pm

I think it is easier to teach someone to prospect than to teach someone to close. Further, I think you must possess SOME closing skills in order to be a good prospector.

Permalink Reply by David L Hoier on October 28, 2010 at 12:03am

Would love to hire you, let me know when I'm in your part of the country.

Rachael Schulz Dunbar said:

Hire a green pea that can read, write, and spell and teach them to do both.

or

just hire me.
lol!

Permalink Reply by David L Hoier on October 28, 2010 at 12:05am

But isn't it easier to teach closing, than teach the "persistance" necessary to prospect?

Dugan Anderson said:

I think it is easier to teach someone to prospect than to teach someone to close. Further, I think you must possess SOME closing skills in order to be a good prospector.

Permalink Reply by David L Hoier on October 28, 2010 at 12:07am

Of course the solution is to hire someone who has both qualities.

Dugan Anderson said:

I think it is easier to teach someone to prospect than to teach someone to close. Further, I think you must possess SOME closing skills in order to be a good prospector.

Permalink Reply by Craig Lockerd on October 28, 2010 at 12:48am

...Good one, Rachael!
Rachael Schulz Dunbar said:

Hire a green pea that can read, write, and spell and teach them to do both.

or

just hire me.
lol!

Permalink Reply by Craig Lockerd on October 28, 2010 at 12:52am

If I had to choose between 2 salespeople I would take the one that deveoped his or her client base everyday,creating a constant and consistent flow of people in my dealership.
I tend to look back when I was on the floor and for me I can say I was not the greatest closer in the world but I talked to two to three times the number of people the other salespeople talked to and delivered over 2200 cars in 6 years.

Permalink Reply by MANNY LUNA on October 28, 2010 at 12:59am

I need them both!
I hard to find a great point man!
Even harder to find a prospector!

Permalink Reply by David L Hoier on October 28, 2010 at 12:03pm

If only management would put that type of emphasis on customer development.

Dan Creamer said:

If we are talking about a one man operation you need someone with both skill sets and the drive and determination to prospect. If we are talking about the normal showroom floor then prospecting should be a condition of employment for every sales person and manager. The managers should also be great closers.
Every sales person should be tasked with producing 30% of their own business and the managers should be able and willing to help them achieve that benchmark among others. To paraphrase an old saying if you teach them to fish you don’t have to feed them all of the time, they can do it themselves.

Permalink Reply by David L Hoier on October 28, 2010 at 12:17pm

The closer is only effective when someone is sitting in front of them, the prospector will always have someone sitting their. Worst case, I'd hire someone just to close their deals. You can't close what you don't have. Bye the bye, Happy Birthday Craig on your "49th".

Craig Lockerd said:

If I had to choose between 2 salespeople I would take the one that deveoped his or her client base everyday,creating a constant and consistent flow of people in my dealership.
I tend to look back when I was on the floor and for me I can say I was not the greatest closer in the world but I talked to two to three times the number of people the other salespeople talked to and delivered over 2200 cars in 6 years.

Permalink Reply by Craig Lockerd on October 28, 2010 at 1:19pm

....lol...thank you David appreciate the "49" shout out!
David L Hoier said:

The closer is only effective when someone is sitting in front of them, the prospector will always have someone sitting their. Worst case, I'd hire someone just to close their deals. You can't close what you don't have. Bye the bye, Happy Birthday Craig on your "49th".

Craig Lockerd said:
If I had to choose between 2 salespeople I would take the one that deveoped his or her client base everyday,creating a constant and consistent flow of people in my dealership.
I tend to look back when I was on the floor and for me I can say I was not the greatest closer in the world but I talked to two to three times the number of people the other salespeople talked to and delivered over 2200 cars in 6 years.