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· Telemarketing. In theory, the telephone allows you to reach just about anyone on the planet. In practice, however, many people screen their calls and it is often difficult to get through to a real person. If you use the phone for sales, have a brief curiosity-building message ready to leave on the voice mail of potential customers.
· Direct mail. Believe it or not, a one percent response rate for direct mail is considered average. Despite these long odds, many companies still rely heavily on direct mail to generate sales.
· Person-to-person. Most sales are still conducted face to face. When you eat at a restaurant, check into a hotel, or buy bananas in a grocery store, you are the customer in a person-to-person sales transaction. Since this is the most common type of sales, most of this workshop is devoted to it.
E-mail. Legitimate e-mail selling is different from spam, the “carpet bombing” approach that sends messages to thousands or millions of people whether or not they have expressed any interest in the product being hyped. If you use e-mail for selling, try to put something in the “subject” line of your message that will attract attention and keep people from deleting the message without reading it.
· The Internet. Most companies offer information about their products on their websites, whether or not they actually do any selling online. If you are in person-to-person sales, you need to be very familiar with what your company says about its products online. The growing interest in social networking sites, such as Facebook, offers new opportunities for online sales.
Are sales trainings affordable in 2023?
Are sales consultative approaches efficient?
Consultative approach. This is a long-term approach to sales. It may not lead to sales right away, but by building a relationship with a client it aims to create sales opportunities in the future. The more you learn about a client, the better able you are to understand the client’s wants and needs. It is an approach which depends upon trust – you trust that the customer will see the benefits of buying from you and they trust that you will give them the correct steer. The danger with this approach is that you may spend a considerable amount of time building a relationship and then having nothing to show for it. By building a relationship, however, you increase the chances of large-scale and repeat business.
*Are sales managers always efficient?
* What is the best approach you use in sales?
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Hard sell. Many people are turned off by this approach. They
consider it too pushy. This approach is used most often with clients who have a
hard time making up their minds. It is only advisable to use the hard sell in a
one-off setting where time is at a premium – if they don’t buy now; you are not
likely to see them again. Therefore it is “now or never”.
Final thoughts and something more
Technical sales. This approach is used most often with highly
technical products and services. Sales personnel need some technical knowledge
so that they will be on an equal footing with clients. The client will have a
clear idea of what they are looking for, and a checklist of priorities. You
will point them towards a range of items which meet those priorities – if not
entirely then as well as possible. You may offer a personal opinion based on an
understanding that you know what they want and they know you have enough
product knowledge to point them in the right direction
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Kevin Wels
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Laura Dern
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