As a Farmer / Negotiator aka, the Alpine Ibex is one who nurtures leads throughout the entire sales process. They understand the inner motivations of everyone involved and successfully manage all of their personalities. They’re a master negotiator, as they make it feel like it’s not even a negotiation, but more of a conversation. They’re crucial to deals, typically as an inside sales role because of their deep relationships with prospects.
You’ve seen the video of an Alpine Ibex clinging to the side of a mountain. Just as they somehow manage to defy gravity and reach the top, sellers with this persona understand what others can’t. And they use that understanding to reach the top of the mountain, or in other words, close that deal.