Two types of sellers: hunters and farmers

Hunters may be disorganized and feel like they are not following the plan. This is because organized people (farmers) find it difficult to understand the types of plans used by hunters.

Hunters are also ambitious. They focus on rich elephants.

Elephant hunting takes time and curiosity. If the hunter does not have the opportunity to destroy the elephant today, they will hunt for everything that is available - a rabbit or a smaller prospect.

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Hunting rabbits does not seem impressive, but it improves the skills of the hunter. It is easy to find an elephant from the first timeout and make a shot at it. Without enough practice, this shot is likely to be unfocused and will not lead to a sale.

Farmers are highly organized and skilled in managing their territories. But they make two mistakes when they go hunting. First, they give up too early and return to managing the harvest of current consumers. The second is that they continue to use the same sales message with prospects, such as "We have the best perm rating."

The hunter will also try the sale message that was passed to them. But if they find that the elephant is not responding, they quickly abandon the company's line. Their next step is to learn more about the prospect and take another shot. If they missed again, at least their shot was closer than the first.

Good hunters keep repeating this process over and over until they go on sale. They will stick to it, no matter how long it is.

Farmers, on the other hand, are more organized. They thrive when they can follow a well-defined plan, process, or formula. They know what day they need to plant the crop, and they do.

Hunters usually do not have such discipline. They may not want to plant that day if something else interests them. Therefore, hunters will never become excellent farmers.