Our greatest weakness lies in giving up. The most certain way to succeed is always to try just one more time -Thomas Edison
why you have to learn new techniques?
Sales techniques can be classified as top-down, bottom-up, and active techniques. Top-down sales techniques are those in which the prospect is contacted multiple times before the salesperson makes an offer and closes a sale. Bottom-up techniques, on the other hand, are those where the prospect calls the sales representative multiple times without receiving a positive response. Active techniques, on the other hand, refer to sales techniques where the sales representative contacts the prospect customer after making an offer and closes it.
Bottom-up sales techniques are less effective than active sales techniques. Active sales techniques require a level of trust between the prospect and the salesperson before the salesperson contacts the potential client. Such a level of trust and relationship builds confidence in the prospect that he will provide an informed answer to the sales in question. It is only after receiving an answer from the prospect that the salesperson makes the offer and closes the sale.
Active sales techniques
Active sales techniques are the best way to close the sale. This is possible only when the seller has closed the deal and there is no other option. Reactive sales techniques are based on the fact that the selling process involves a series of events that should be performed in a specific order. The seller’s selling process determines the sequence. A salesperson should have a plan in order to follow the selling process and make a successful sale. The plan is implemented by the salesperson in the execution of the sales technique. Each step of the sequence must be properly defined and the sequence must be executed in the order agreed upon with the other party to the transaction.
In the sales process, the prospect should be made aware of the purpose of the sales technique and the benefits derived through using such a technique. Sales techniques can be used in many different ways to bring about a fruitful business transaction. The use of sales techniques should be appropriate and should be compatible with the nature of business, which means the nature of the product involved in the sales process. A sales technique might be appropriate for selling oranges, but not for selling homes. A sales technique might be suitable for selling tires but not for selling houses.
Effective sales techniques and effective sales strategies mean different things to different people. Sales strategies and sales techniques are not the same things. It is about salespeople. However, effective sales training techniques should be incorporated into the sales techniques. Training sessions on sales techniques, sales approaches, communications, etc. Experts who are familiar with every aspect of the business must conduct training sessions. Sales training programs must focus on two aspects: selling and nurturing of prospects.