Are You using traditional sales techniques?
The Modern Sales Approach Click To Tweet Many organizations have yet to embrace modern selling techniques and have not included them in their sales plan. Consequently, they still use traditional sales techniques to reach the modern buyer.
What are the different approaches to selling?
There are mainly two approaches to the selling process, they are the traditional selling approach (process) and the modern selling approach (process). Selling is, without a doubt, a process, but the technique of this process can involve a single salesman or a group of salespeople (the company, agencies, co-sellers, etc.).
What is a sales approach?
A sales approach describes the techniques a salesperson uses to convince potential customers to purchase a product. Salespeople may be better at using one sales approach over another for a variety of reasons, like what they are selling, what their background is and what kind of communication with which they're most comfortable.
What is the difference between traditional and Relationship Selling?
In traditional sales techniques, Julia was told to just focus on closing the sale. Her managers focused on getting the sale no matter what the consequence to the consumer. The new relationship selling style allows Julia the freedom to act in the consumer's best interest.
What Is the Modern Sales Approach?
What is the goal of modern selling?
How can sellers continue to leverage digital channels?
How has the buying process changed?
What is the modern buyer?
What was the traditional way of prospecting before the internet?
How do organizations succeed?
See 2 more
What is traditional personal selling?
Description: Personal selling is a face-to-face selling technique by which a salesperson uses his or her interpersonal skills to persuade a customer in buying a particular product. The salesperson tries to highlight various features of the product to convince the customer that it will only add value.
What are the 7 traditional steps of selling?
The 7-step sales processProspecting.Preparation.Approach.Presentation.Handling objections.Closing.Follow-up.
What are the different types of selling approaches?
What Are the Different Approaches to Sales? There are many ways to approach sales, but the most common methods can be summarized as transactional selling, solution selling, consultative selling, and provocative selling. Each approach has unique benefits that suit specific types of businesses and products.
What is the difference between the traditional sales and modern sales?
Modern selling simply leverages new tools and techniques to achieve the same goal as traditional selling: creating more sales conversation, a higher pipeline and improved conversation rates. Companies have to start embracing modern selling techniques in their sales strategy in order to reach the modern buyer.
What are the 4 types of personal selling?
The four types of sellingTransactional selling.Solution selling.Consultative selling.Provocative selling.
What is the 5 step sales process?
5 Step Sales Process Recap Qualification – Use qualifying questions to prioritize your leads. Nurture – Track all nurture activities to get the most out of your efforts. Final pitch – Personalize your pitch to your potential buyer and prepare to overcome any objections.
What are the three main types of approach techniques?
Approach techniques are grouped into three general categories: (1) opening with a statement; (2) opening with a demonstration; and (3) opening with a question or questions.
What are the 4 selling strategies?
The four basic sales strategies salespeople use are script-based selling, needs-satisfaction selling, consultative selling, and strategic-partner selling. Different strategies can be used with in different types of relationships.
What are the five personal selling approaches?
Alternative approaches to personal selling include stimulus-response, mental states, need satisfaction, problem solving, and the consultative approach.
What is the difference between traditional and modern market?
Traditional Marketing concepts focuses on products only. Modern Marketing concepts focuses on customer's needs and wants.
What is the difference between traditional and contemporary approach?
Traditional approaches focus on production, product, selling methods, and the market, while contemporary approaches focus on relationships, social awareness, and content.
What are the advantages of traditional marketing?
Traditional methods of marketing are more sustainable and leave a longer impression with your audience. You can get more mileage from the same TV commercial, flyers, business cards or brochures. Therefore, you don't have to produce new material as often to promote your product or service.
What are the steps in selling?
These include:Prospecting and Qualifying. The first step in the selling process is research. ... Preparation and pre-approach. The next stage in the 7 steps of selling is the preparation or pre-approach step. ... Approach. ... Presentation. ... Handling objections. ... Closing the sale. ... Follow up.
What are the steps involved in selling process?
Steps to sellingFind customers. Research your potential customer base. ... Plan your approach. ... Make initial contact. ... Confirm specific customer needs. ... Select the appropriate product or service. ... Make the sales presentation. ... Handle objections. ... Close the sale.More items...
What is the first step of the selling process?
Step 1: Prospecting and qualifying Before planning a sale, do your research to identify the people or companies who might be interested in your product or service. This step is called prospecting, and it's the foundational step for the rest of the sales process. A lead is a potential buyer.
What are the steps in the sales process?
Typically, a sales process consists of 5-7 steps: Prospecting, Preparation, Approach, Presentation, Handling objections, Closing, and Follow-up.
4 effective sales approaches to incorporate into your ... - Lucidchart
A sales approach is essentially a step-by-step proposition—developed to make the act of selling much more effective and reliable. Discover four different sales approaches you can immediately apply to any given selling situation.
Changing to a Modern Sales Process from a Traditional Sales Process
Those 8 steps make up the traditional sales process, and the salesperson’s goal is to bring the customer to a “Yes” or “No” answer. The Consumer’s Buying Process
What is traditional selling?
Traditional selling is about preparing for the battle and winning the war. It’s about overcoming obstacles, circumventing roadblocks, and tricking or trapping your customer into the sale. This obsolete way of conducting business is no way to attract and keep loyal customers, and it no longer works in this economy.
What is collaborative selling?
Collaborative selling is a philosophy and a practice that is being used today by enlightened salespeople, and it is clearly the sales process of the future. Collaborative selling helps professional salespeople build a large, loyal customer base that generates future sales and provides referrals.
Is traditional selling dead?
Traditional selling is dead. Unfortunately, many salespeople haven’t read the obituary and are still using these extinct selling strategies. They’re not offering a competitive edge that separates them from their competition. Rather than changing their approach, they’re working harder and longer and are continually reacting to the changes in the marketplace, only to produce the same dismal results as before.
What is a sales approach?
A sales approach describes the techniques a salesperson uses to convince potential customers to purchase a product. Salespeople may be better at using one sales approach over another for a variety of reasons, like what they are selling, what their background is and what kind of communication with which they're most comfortable.
What is the most important aspect of sales approach?
The most important aspect of this approach is sincerity , so it may require some follow up with your customers to check in and maintain your relationship with them. This sales approach is appropriate for retail sales like jewelry, bridal gowns or anything else that may have significant personal value.
What is target account selling?
Target account selling focuses on reaching out to customers you have segmented out into a target demographics. In order to identify the right customers, you can research extensively which customers have the traits that single them out strong leads for potential sales. This approach favors the quality of potential customers who are likely to purchase over reaching out to a high quantity of potential customers, many of whom are unpromising leads. This sales approach works for salespeople who are selling through digital spaces, like websites or social media.
What is soft selling?
A soft sell approach is when you interact with the customer without pressuring them to purchase anything outright. You answer their questions, make recommendations and provide additional information that you think may entice the customer, but you ultimately leave the decision-making up to the customer. This approach is common in retail environments where customers and salespeople are interacting face-to-face. Some soft selling techniques are:
What is consulting selling?
Consultative selling is usually a business-to-business sales technique, and it relies on the salesperson building a relationship with the customer. As the salesperson, you are an expert in the product that you are selling, and you present yourself as a trusted consultant to your client's business.
What is networking approach in sales?
The networking approach to sales is when you cultivate a large group of professional and social acquaintances that you can go to for a steady influx of leads. You are using the networking approach if you get most of your sales from this group. Some groups that may be part of your network are: Friends. Family.
What is Meddic sales?
The MEDDIC sales approach focuses on determining which customers are worth your energy and resources. This approach works for enterprise sales which are B2B and typically have a much larger financial scope than other sales. Salespeople in this environment may pay closer attention to which customers are appropriate to pursue so that they don't miss opportunities with more profitable customers. The acronym "MEDDIC" stands for:
What are traditional selling techniques?
What are traditional selling techniques? They rely on a human experience to drive the sales process. Face-to-face meetings and phone calls are the primary ways to engage prospects and develop deeper personal connections. Personal connections are necessary for relationship building, but connecting with prospects individually takes time.
Why is automation important in sales?
However, automation doesn’t mean sacrificing personal connection. Instead, this modern approach to sales provides an opportunity to scale personalization and initiate conversations with more prospects in less time. Increasing engagement leads to additional opportunities for developing connections.
What is social selling?
Social Selling is all about creating relationships with people so they ultimately want to buy from you as they ‘like’ you compared to other people with similar products. People no longer buy into product or services, they buy into the people behind the products or services.
What does a new aged salesperson have to do to get the sale?
The new aged salesperson has had to add other strings to add to their bow in order to get the sale . This is where social selling has developed.
How does a salesperson influence a buyer?
The salesperson would give the prospect information on the product or service but lead them towards buying the product or service from them by tying the benefits back to how it can positively affect their lives. The sales person gets a commission on the sale, so even though the product or service is unsuitable for the buyer they could influence the purchase just to get their commission.
How many B2B sales jobs will be lost by 2020?
A study by Forrester predicted that 1 million B2B sales people will lose their jobs to self-service e-commerce by 2020. So if half the jobs are lost who would be the first to go?
When do skills become obsolete?
History tells us that skills & industries can fast become obsolete when something faster, better and stronger comes along. So the choice is yours on which side you want to be on. The progressive or the obsolete.
Who is building relationships with prospects before and during the sales process?
So the salespeople who are effectively building quality relationships with prospects before and during the sales process are the ones who are seeing the most results. And where is the best place to build a relationship before the sales process begins? Social Media of course as that is where people are spending their time online – it’s where the attention is.
Does social media give more power to buyers?
Now the information age and social media has given a lot more power back to the buyer… Often the buyer is coming into the sales conversation with more information and therefore the sales process has had to change from a push conversation to a one to one consultative approach.
What is the difference between traditional and relationship selling?
The second main difference in selling technique concerns getting the final sale. In traditional sales techniques, Julia was told to just focus on closing the sale. Her managers focused on getting the sale no matter what the consequence to the consumer. The new relationship selling style allows Julia the freedom to act in the consumer's best interest. She is to focus on improving her customer's bottom line and making the entire car purchase experience a satisfying one. She works hard now at making sure that the consumer is aware of the best car and deal for their budget. She even recommends using local banks if her own financial team can't provide the best loan deals.
What is relationship selling?
Relationship or consultative selling is a sales technique that focuses on building, maintaining, and enhancing interactions in order to develop long-term customer satisfaction. There are many differences between the sales methodology of traditional and relationship selling. The key focus of relationship selling is making the customer the ultimate focus and delivering long-term customer satisfaction.
How does Julia work in sales?
In the traditional sales model, Julia would have spent most of her sales time telling her customers about the product. She would have just downloaded facts, statistics, or information directly to the customer. Julia now spends most of her time investing in problem-solving for her customer. She asks probing questions about their automobile situation and tries to suggest the best car to fix their issue. For example, Julia spent the time probing her last customer and found out that they were looking for a car with good gas mileage, seating for six, and an affordable price tag. She was able to take this information and suggest a used minivan with low miles and a smaller engine that would support good gas mileage.
How does Julia work in relationship selling?
In the new relationship selling model, Julia invests a large amount of time in preparing her sales plan. Julia is driven to provide a prepared sales plan for overall forecasted sales and also has established a lot of talking points about the benefits of each of her cars. She knows how may cars need to be sold per day or per week to meet her goal. She knows that stressing benefits to customers will get her there.
What does Julia do in a sales pitch?
As Julia moves the customer into a final sales pitch, she used to provide proposals about just the product and the pricing of the car. With her focus on long-term relationship-building, Julia's presentations and proposals now focus on key product benefits that the car will offer the consumer. Julia relies on presenting excellent product reviews to her consumers and also shows them how much money they will save by purchasing the suggested minivan.
What is consultative sales?
Relationship or consultative sales is a sales technique that focuses on building, maintaining, and enhancing interactions in order to develop long-term customer satisfaction.
What is a lone wolf approach?
A lone wolf approach is used in traditional selling, where Julia would be the only person handling the customer and sales process. This would result in having Julia be an expert in different areas of the car-buying process. By using the relationship team approach, Julia readily involves different members of her company to help provide the customer with the best product solution. She depends on the financial team, engineering, and even the administrative department to offer help with answering questions about product affordability, loans, design, and paperwork.
What is product sales approach?
With the product sales approach, you provide prospects with a sample (or free trial) to evaluate what you have to offer. It’s a great way to show value and establish credibility.
What is sales network?
Sales is about building trust. Networking is sales with people who already trust you.
What is premium sales?
With the premium sales approach, sales professionals offer their prospects a giveaway or promotional item in an effort to build excitement about their product or brand. A key advantage of this selling approach is its ability to attract otherwise hesitant customers.
Why do customers appreciate prescriptive sales?
It helps them see the sales representative as being proactive—predicting and eliminating obstacles. Additionally, customers who undergo a prescriptive sales process experience less sales regret and are more likely to repurchase, compared to conventional sales methods.
What are the stages of buying?
This approach is ideal for leading customers through the three common buying stages: 1 Early buying stage: This is where customers have trouble distinguishing between meaningful and irrelevant information and deciding if more information is needed. 2 Middle buying stage: This is where customers encounter competing priorities and hidden concerns about the purchase. They may question their need for change. 3 Late buying stage: This is where customers become overwhelmed by having too many purchase options and confused by the late introduction of different options.
What is prescriptive sales?
The prescriptive sales approach is more an organizational aptitude than an individual skill— one that can be applied to marketing content just as well as sales conversations.
What is the early buying stage?
Early buying stage: This is where customers have trouble distinguishing between meaningful and irrelevant information and deciding if more information is needed.
What Is the Modern Sales Approach?
It combines new tools and modern sales techniques, such as digital selling and social selling, to find, engage, and connect with potential customers and achieve modern sales success.
What is the goal of modern selling?
To meet these expectations, modern selling leverages new tools and techniques, such as social selling and virtual selling, to achieve the same goal as traditional selling: create more sales conversations and increase win rates.
How can sellers continue to leverage digital channels?
Instead of having to travel for in-person meetings, sellers can continue leveraging digital channels to provide content that addresses the buyer’s business challenges. Then, they can schedule a sales conversation, which is a natural next step after they’ve continued to provide value.
How has the buying process changed?
The modern buyer doesn’t want to be sold to, they want to be educated. To adapt and meet the demands of the modern buyer, sellers must leverage digital platforms to find, engage, and connect with buyers. By implementing a modern selling approach , your sales organization shares content, builds relationships, and nurtures prospects.
What is the modern buyer?
The modern buyer has a longer journey that involves more decision-makers. They engage less frequently with sellers and when they do, it is much later in the sales cycle. Mainly, they do not want to be sold to.
What was the traditional way of prospecting before the internet?
Traditional: Sales prospecting prior to the internet included scouting directories, knocking on every door in an office park, cold calling, and attending conferences. These activities were time-consuming and often required traveling, which cost sales professionals valuable time that could be spent building more relationships.
How do organizations succeed?
Most organizations succeed by combining traditional and modern selling approaches. However, transforming into a modern sales organization is not as simple as snapping your fingers and deciding to change your company’s sales strategy.
