There are many different ways to approach sales and work with prospects. We’ve put together a list of 5 Types of Sales Strategies that you can use.
How you sell can be just as important as what you sell in today’s competitive marketplace. Customers and businesses are bombarded with sales propositions all day, every day, and if you want to be the one who breaks through and makes the sale, you need a strong sales strategy.
“Successful sales is a deliberate, thoughtful activity. You need a process that you initiate over and over again. Whenever I talk with small business owners or salespeople who aren’t realizing the results they desire, the cause is usually the same: They don’t have a sales strategy,” says Diane Helbig on Small Business Trends.
Naturally, the sales strategy you use will depend on your personality, who you are selling to, and many other factors.
“There’s no one best sales approach. Your personality and background will determine which type of sales technique is most effective for you. Even if you have a methodology that works well, it’s a good idea to try a different approach now and then. Trying new methods keeps you out of a rut, and you may be surprised by how well a new sales approach works for you,” adds Wendy Connick from the balance.
Connick outlines 5 different sales approach methods that can be used to connect with prospects:
People like to buy from people they like and connect with. So, ask questions and show interest in your prospect to develop a relationship. The key is to not fake it and be genuine.
Position yourself as the expert or a problem solver who can answer prospect’s questions, and have them overcome pain points by positioning products/services as the solution.
This is a combination of the buddy and guru approach, positioning yourself as an expert who has common ground with the prospect, keeping their best interests in mind.
This involves setting up webs of professional connections to create a strong flow of referrals and leads from the people with whom you have established relationships.
We all are familiar with the hard sell. The hard seller often uses pain points and fear to convince a prospect to buy. Not a recommended strategy.
These are 5 common types of sales strategies. Don’t forget that you can combine these strategies and add new elements to them as you see fit – whatever you need to do to close the deal. Which strategy are you going to try first?
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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 daughters, BBQing on a hot summer day and tropical vacations.