The Multiple Roles Of A Salesperson

Selling is part of our everyday life. We make transactions, meet customers, build relationships with them, and try to share our ideas — while they share theirs. Life itself is a constant process of selling, or if you prefer, an ongoing negotiation.

But what are the roles of a salesperson — the person who interacts with customers, whether working for a company or as an independent professional?

First Role: The Expert.
A salesperson needs to have deep knowledge of their field, to study their products, competitors, and market thoroughly. Only then can they truly advise their customers. Because, in reality, what customers buy — beyond the product itself — is information.

Second Role: The Caregiver.
A salesperson takes care of their customers, acting in a way like a “good mother.” They think of the customer’s needs before the customer does and propose solutions that make their life better, more practical, cost-effective, and productive. Like a caring “mother,” the salesperson also protects the customer from making poor choices, helps them avoid unnecessary purchases, and guides them toward the right decisions.

Third Role: The Motivator.
This is perhaps the most important — and at the same time, the most neglected — role. People today live under pressure, and what they often lack most is joy in their daily lives. A salesperson must take care of their own mood, psychology, and attitude toward customers. No one wants to interact with a salesperson who is angry, nervous, or stressed. By conveying positive emotions, uplifting the customer’s mood, and creating enthusiasm, we not only increase the likelihood of closing the sale but also create satisfied, loyal customers.