Sales Techniques and Sales Process – Why Both are Important
The Distinction Between Sales Process and Sales Technique
A sales process is quite different from sales techniques. The sales process:
• Is less “art” and more “science”
• Is a one-step-at-a-time approach that can be used in any sales circumstance
• Can be used as easily by the highest generating sales person as the least productive person on your sales team
• Is a practice that is consistent and rarely needs to change
On the contrary, sales techniques in High Point are more like mechanisms. Sales techniques:
• Are situational, subjective, and personality-driven
• Are tools, not standalone processes
• Are easily adaptable and flexible no matter the situation and the salesperson
• Are compatible ”devices” which are at your disposal
Anytime good techniques are used in conjunction with a strong sales process your sales team’s performance can be boosted considerably.
Examples of Some of the Best Sales Techniques
• Do Some Roleplaying – putting on the consultant hat. If the sales process appears to be at an impasse, you could have a closer partnership with the potential client by simply shifting out from the part of salesperson to consultant. By using an obvious verbal prompt you can interchange your role. For instance the verbal prompt may be “Ann, permit me to take off my sales rep hat for one minute and put on my consultant hat instead…” If you come across to the prospect as helpful and unbiased, rather than in selling mode, there’s a greater probability of keeping communications open with your questions and ideas.
• Asking presumptive questions. Presumptive questions are questions which will make the assumption that an occasion has already happened when in reality it has yet to occur. Law professionals are familiar with this technique and you can use it as well as they do. This is an example of a presumptive question: “When your main service provider assessed your system availability and analyzed the sources of your downtime were you satisfied with final results?” In this case, you are aware that the service provider has NEVER looked into this kind of review. You bring this deficiency to their attention without directly criticizing the competition.
Perfecting the art of layering powerful sales techniques onto a proven selling process requires hours of hands-on reinforcement training that you and your team will use for success. To learn more about sales techniques and the sales process, go here .