Every Business manufacture or trade a product or service to sale. Selling more and more is their basic target. Sales increases company profit, consumer pay cash in return of product which is going to satisfy their need.
Basic needs of every human are same like food, shelter, clothes, water & oxygen but in general needs vary person to person. These are developed by our Environmental, Cultural, Social, Behavioral & Psychological aspects.
Examples
In Iceland, Kazakhstan or Finland, you need warm clothes as your need but in Sudan or other African countries you don’t need. It’s Environmental.
In most of European countries people wear suit when they go to office, but in Asia most of people simply wear Pant & Dress shirt. It’s cultural.
You go out with your friends on picnic; every friend taking their camera for photography, to balance with society you would need Camera.
Your parents taught you to help poor; you shall buy some extra meal for deserving like NGOs do. It is your behavior and psychology.
Every Salesman uses Either Traditional or Modern Sales Approach to sell the product. A good salesman can be a great salesman with help of these Selling Techniques & Consumer Psychology. Often you watch
Table of Contents
Traditional Sales Approaches
Canned Sales Presentation
They speak same words, same features, same advantage & everything is same. Staff simply memorizes scripted presentation designed by Director or Head of Company. Canned sales Presentation is most used in door to door selling.
Response Theory
Another approach in Traditional Sales Approaches is Stimulus Response Theory. You are not going to buy a casual T-Shirt, you don’t wear it but you are a fan of some Personality like Emma Watson, Justin Bieber, Bill Gates or Mark Zuckerberg.
Imagine if I say; if you buy this T-Shirt from me, I shall give you consumer number let say 512097. At the end of this month our computer is going to select 10 customers to have lunch or a day with your favorite. Will you buy now?
I think, I shall not miss this chance.
Technically this approach is call Stimulus-Response Theory, it says that customer will buy your product, only if they hear some specific words in structured manners.
It is salesman quality to judge what customer wants to hear.
The Selling Formula
Goals are always achieved through proper channel or process. You want to be a doctor, you have to go through proper schooling, college and & university degree. Selling formula approach tells you that a potential customer will only buy your product if he/she is gone to AIDR & AIDA.
AIDR Formula
AIDR is the formula in which
- A is attention
- I is interest
- D is desire
- R is resolve
AIDA Formula
- A is attention
- I
is interest D is desire- A is action
Customer will surely buy if gone through these stages. In my personal view, you should understand Advertising which actually motivate you.
Note: AIDR and AIDA is same thing, AIDR was published in 1902, after revision it was AIDA.
Modern Sales Approaches
Partnering Sales approach
Most of us have been gone through buying life insurance. To successfully buying life insurance you need to have health certificates. These certificates are necessity for both buyer and seller. Mostly we are hectic in going to lab & revisit to take our report and then to submit with application.
Insurance companies trained their staff to help buyer in successful sales. They offer assistance, they go with you, take your reports on your behalf from lab.
Partnering, 1st from Modern Sales Approaches. Salespeople share common and custom values with clients and help in solving their problems within possible sources they personally have or allowed by company. They support you. Let say, you want to have website for your business and you don’t know how to send and receive emails. Companies will instruct you about all these necessities.
Relationship Selling Approach
Usually, we do it in our daily life with our customers. Your product is a laptop and you sell it. Actually, you only sell the laptop, not installing windows, antivirus, auto backup or other is your job but you do it.
Why?
Just to understand your customer needs better and make life long relationship.
If I say I want to buy a laptop from you with Windows 10 registered edition. You however will manage it in reasonable service charges and provide me.
Later on, I complain you about its small battery backup or unsatisfactory battery performance. You will surely arrange new battery or repair and also help in warranty claims.
Value-Added Selling Approach
You must be having an
You purchase a new Car & Company gives your full fuel tank in its price. The same is in this way if you buy a Laptop and you are given registered windows or antivirus CDs free.
Also on buying a new phone and seller give you free protector or an extra memory card. All these are
Consultative Selling
Ever met with sales man who differentiate its product with competing products? Ever saw company comparing their hosting with other? One of the easiest ways to sell is Consultative selling. In this approach salesman collect related brands information and features.
They take easy way. Ask their customer what they need? If I am a customer and I need Sofa for my home or office. What salesman will here is. He will compare his company Sofa with other brands; he will highlight their Sofa quality and will try to prove their product is the best one.
Consultative selling is like Partnering with one difference, in partnering they sell but don’t compare related products and in this you compare. Our company does it too.
Team Selling
Sometimes salesman cannot convince their prospect with all their effort. Actually buyer has complex needs. This Buyer’s values are different from general buyer. Salesman collaborates with other companies and provides different values to one buyer.
Confused?
I clear you
The salesman came to me with an online training offer to boost my existing sales. I want to take this training but Alas! Don’t have a laptop or internet connection or my laptop is out of work. No time to repair it. Salesmen use their sources and get it fixed.
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