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Level One Review
Level One represents the starting point. For some, it unfortunately represents the ending point. There are many veterans of the selling process that believe Level One is all there is and the frustration of this belief can be seen in the many years of struggle written in their faces and in their overall morale.

Level One believes that the customer makes the final decision when actually it is not the customer but the salesperson in combination with the customer that decides the fate of the sale.

Since Level Ones believe the customer decides the fate of the sale this (false) belief generally comes to be. Belief has everything to do with a sale (more on this in Level Two). If this were not the case, salespeople would be replaced with a computer screen and/or a request form.

This is the beginning. Salespeople at this level demonstrate behaviors from the underwhelming to the overwhelming. They may be overly extroverted to the point of obnoxious to underwhelming to the point of apathy or not saying much of anything to anywhere in between these two extremes.

Their presentation skills revolve around showing or telling the customer anything they know about the product that might spark interest. Little attempt is made to understand the customer’s needs. The overwhelming Level One salesperson puts more emphasis on closing than understanding, coming across as pushy and self-absorbed. While the underwhelming salesperson is completely uninvolved in any type of customer support.

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