2. Prospect-Led Approach
For sales people who are less assertive, there’s the prospect-led, or matching and mirroring, sales tactic. This technique is far more effective than talking non-stop to try to sell, pushing prospects to buy now, and pressuring prospects into a sale that doesn’t suit their needs. It involves having your sales people follow the prospect’s lead. They wait for the prospects to speak and then they respond in agreement to make them feel like they’re on the same side. This can help your sales people avoid looking like they’re just trying to make a sale.
It might take some patience and a few meetings and conversations, but this technique does lead to higher conversion rates and stronger relationships with customers when used correctly.
3. The Helpful Approach
Being helpful is one of the softer selling techniques your reps should try out. With this tactic, your sales people don’t try to sell, but rather, they attempt to share information and insights in order to be helpful during the buyer’s journey.
The helpful approach is one of the most effective selling techniques out there. Customers are hungry for information, so they’ll gladly accept your sales people’s advice, recommendations, and insights. They’ll be happy to read your company’s case studies, whitepapers, and ebooks to become more informed. Plus, people don’t want to be sold to anymore, so this strategy works far better than hard selling.
4. Consultative Selling
Consultative selling is similar to the helpful approach, but rather than simply helping a prospect make an informed purchasing decision, your sales people are acting more like subject-matter experts and consultants in the sales process.
Though highly effective at boosting credibility, establishing trust, and increasing sales, this technique does require a lot of research and work on the sales rep’s part. Your sale people will need to be very knowledgeable and confident in their area of expertise and present an impartial view at all times. They’ll need to be continuously up to date on new trends, challenges, and opportunities in the market in order to impart this knowledge unto others.
5. Rapport Building
Rapport building should pretty much always be used in selling. In fact, your sales people might already use it without realizing it because it’s one of the subtlest selling techniques. To build rapport, your sales people will need to get a little personal with prospects in order to connect and build solid relationships that will lead to sales. To use this tactic effectively, your sales people need to be genuine and honest as well as warm and friendly.
About the Author:
Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.
Disclaimer: The views and opinions expressed in this article are strictly those of the author. CPSA does not endorse any of the companies, products and services mentioned within this article.