As a marketer, it is important for you to reach prospects who are interested in buying the products you offer. Because without an effective approach, it will be difficult for the sales team and marketing team to increase sales (sales growth). Therefore, you need to understand what a sales approach is. As the name suggests, this is an approach you can use to get salespeople interested in trying the product or service you offer. This allows them to progress through the next sales funnel to generate action in the form of a purchase. But to achieve this, you must choose the most suitable approach. In the following article, we will explain what a sales promotion is and what types of promotions you can use.
What is a Sales Approach
The Sales Approach was created by the Skool MBA and consists of the steps or techniques that salespeople use to make the sales process more effective. The goal of this approach is for the sales process to generate conversion rates, increase revenue growth, and have a positive impact on company growth rates. However, you need to maximize this sales method along with several other factors. These include the value of the products you offer, the unique selling points of your products, competent communication and lead management skills. Combining these factors will make your sales approach more effective at increasing lead conversions. Turn prospects into consumers or buyers. You can use a different selling approach. Besides that,
Types of Sales Approach
Types of Sales Approaches As explained above, a salesperson can use several different approaches at the same time to improve the sales process. Reporting from Indeed, here are the sales methods that you need to know:
1. Soft Selling
The first type is soft selling. This is the type of approach where you interact with consumers without forcing them to buy the product right away. This type of approach is more about how you explain the advantages of the product you offer and the benefits that can benefit consumers (customer value). In addition, you must be able to answer consumer questions and provide information in an easy-to-understand way. But in the end, the purchase decision is left entirely to the consumer.
2. Hard Selling
Unlike the first type, hard selling is an approach in which you appear to trick consumers into buying the products you offer. The trick is to make them feel that they can't buy the product next time. For example, you offer seasonal products or seasonal products. However, you should know that not everyone responds positively to the hard sell. As a rule, potential customers feel uncomfortable when they are "forced" to buy a product. However, this approach is sometimes very effective if you combine it with soft selling.
3. Consultative Sales
This is the type of sale that usually occurs on a B2B or business-to-business level. Consultative selling relies heavily on the ability of the sales team to influence and persuade customers. As the name suggests, with this type of approach you are not only selling, but also acting as an advisor to the customer. Therefore, it is only natural that this marketing strategy depends on the distributor's ability to build good relationships (bonds) with consumers. Because the key is to make consumers believe in your brand (brand authority) so they buy.
The key to this type of approach is that you have to ask what business needs or challenges the client has and are complaining about. You can then use this information to offer your product as a solution to your customer's problem. The advantage of this type of approach is that you can also use the information obtained for product insights, which are very useful in the product development process.
As the name suggests, this type of approach relies on networking to generate revenue. Some groups that may be part of your network are family members, close friends, co-workers, and sales teams at other companies. The bigger the network you have, the bigger the chance to get your share of the sales. Because the opportunity to influence also increases.
6. Buddy Approach This
type of approach is perfect for those of you who are friendly and easy to get along with. This approach is especially effective for attracting new customers because you can forge an emotional connection with the prospect like a friend. This is how potential customers see you up close and buy products based on trust.
7. The Teacher's Approach
This approach is different from the previous type. This is the type of approach where you rely on facts about the product you're selling to induce consumers to buy it. This type is suitable for those of you who like to do market research and have a calm demeanor when dealing with potential clients. As the name suggests, this type of approach positions you as an expert who can answer product questions and educate potential customers. In general, this approach is effective for consumers who are not interested in the peer approach or hard selling.
8. Medical Sales
This type of approach works well in B2B marketing and usually requires a higher level of funding than other sales. The target market is not arbitrary because MEDDIC Selling is targeting targets that can generate profits. This method consists of 6 points, namely:
- How much income can you earn? Financial Buyers:
- Who controls the budget and has the bargaining power? Decision criteria:
- What criteria does the company use to select suppliers? decision making process:
- What phases of a business plan must a company go through before making a decision? recognize pain:
- How much will it cost while you wait to buy? Dominate:
Who sells? 9. Target Account Sales As the name suggests, this approach focuses on potential customers within your target audience. To achieve this goal, you can create an account based on finding out who are your most potential customers and who can generate revenue. Because this type of address is based on the qualities of a potential customer who has the opportunity to make a purchase.
Customer Personality This type of approach determines what type of approach is appropriate based on the personality or personality of the consumer. For example, if your target is someone who is friendly and likes to talk, you can take a less questioning approach. Because you can spend time and not necessarily be effective in generating sales.