In any business environment, there are different types of customers. Some are loyal and existing; this lot forms the bedrock of any business entity. There are the cheap customers who bargain for a lower price for services and products offered. There are also potential customers; this lot is the significant reason why businesses have sales departments. Mostly the sales departments are intertwined with the marketing department to form one. Customers are no longer naive, and the traditional ways used to swing away customer no longer applies. Sales techniques and sale processes tend to differ according to the industry type. Industries that offer a service tend to have similar styles and methods.
The sales methods company of today use are like MEDDIC and;
- Consultative selling is a long-term technique of keeping the relationship between the business and the customer. A salesperson should be able to listen to the customer and identify the pain points. Through this, the customer feels satisfied, they will have value for money, and their problem is solved.
- Sandler sale technique – this technique has a technical aspect to it. The feedback received from buyers and customers enables the salespeople to identify the key points to sell better. The potential customers advise on what they would like to buy. In other terms, the customer forces the seller to sell. The demand for a service or product in large numbers boosts the company’s sales.
- Challenger sale – in every business model, there are those customers who are difficult to convince, and changing their mindsets and viewpoints about a service or product is what every salesperson should strive for.
- For sale to occur, a relationship doesn’t need to be. Customers of today are too busy and well-informed, thus can invest in other options. A salesperson should ensure there is a flow of information between both parties. The information should also be mutually beneficial; if not, there is room to leave the deal.
- SNAP selling – potential customers already have too many options to choose from, and this may make it more challenging to see the benefits of your product and service from the competitors. This technique taps into how a customer thinks. A salesperson should respond to the customers’ priorities and thoughts then gain their trust. Some customers need a little convincing, and they will jump on board.
- SPIN selling – this tactic has worked both in the past and present times. When a salesperson asks the right questions from the customer, the buyer will give correct answers. In simpler terms, this tactic allows the seller to do the talking. For example, in KFC, they have both spicy and non-spicy chicken. A customer might be confused on which to pick according to the taste buds. A salesperson might ask, ‘can I mix for you both spicy and non-spicy to get the full experience?’ this tactic can push the sales significantly.
Customers who are loyal to one brand have an emotional connection. It is this connection that salespeople try to maintain with their business. Sales tactics should be simple and easy to understand. Though customers are knowledgeable, they don’t need complex explanations. A customer needs to know how does this product or service benefits me. However, salespeople face challenges such as counterfeit products. Counterfeit products Bring huge losses to a company in filing lawsuits and aggressive selling with no substantial profits. Salespeople should educate their customers on how to check the genuine of their products. Some products have unique seals and labels that the counterfeits have been unable to duplicate. The company’s objective is to surpass its targets and achieve this through proper selling techniques and methods.