Posted in Marketing and Strategy Terms, Total Reads: 1954
Definition: Sales Approach
Sales approach is the step by step proposition developed by a sales person or a company to make the process of selling more effective. A properly developed sales approach is what sometimes differentiates an amateur salesman from an experienced salesman. Different experts categories the various sales approached differently. Here are 5 different kinds of sales approaches:
a) The instant buddy – Salespeople who use this approach are warm and friendly and try to connect to the customer at an emotional level. They ask questions to the customers trying to understand them and their needs better. They are an instant hit with most of the customers they interact with.
b) The Guru – The sales people who use this approach use more logic than emotions. They try to get the customer to buy by displaying a great knowledge of the product category and why and how his product better than that of a competitor.
c) The consultant – Salesperson who uses this approach tries to combine both the buddy ad the guru approaches. The salesperson presents himself as an expert who has the customer’s best interest in mind.
d) The networker – Such a salesperson will create a large web of friends, of coworkers, of salespeople of competitors, customers and anyone else he meets. He banks on this network to generate leads for him and eventually sales.
e) The Hard seller – The salesmen using the hard selling approach often scare the customer into buying a product. They get a bad name as many a times they sell products to customers who don’t want it and don’t have much use of it by bullying, manipulating, deception etc.