definition of approach Types of approach How to customize your sales approach

1. Approach

2. Positive, step by step proposition developed by a firm or a
salesperson to win a favorable response from the prospects.
Sales approach is what, in essence, distinguishes a professional
from an amateur.

3. 1-Feature And Benefit
2-Selling against your competition
3-Soft sell
4-Selling on Price
5-Solution sell
6-Hard sell
7-Consultive Sell
8-Consumer Personality

4. What is it that salespeople offer to Customer?
Products and services,
yes. But Customer don't purchase products
and services. They buy features and benefits..

you Job will be to help specific customers
understand how these features relate to
benefits they need or want.

5. Your product or service doesn't have to be
the best in the world.
It only has to meet the buyer's needs better
than your competitors do.

6. Many customers appreciate the soft sell
approach when they just need some guidance
in deciding on a selection. The seller can use
gentle persuasion or suggestion to convince
the Customer. it. No pressure is used. You
state facts and allow the Customer to decide.

7. The old business maxim is: If all else fails,
sell on price. Unfortunately, too many
salespeople apply this rule too quickly in the
sales process BUT its Unsuccessful approach.
So, Don’t sell on Price
Sell on value, Value is worth, Your product or
service costs more because it is worth more.

8. Solution selling defines the problem by
asking relevant questions and listening to the
customer.
Some salespeople depend on talking to sell,
Salespeople have a tendency to talk more
than listen,
. As much as possible, ask a question for
every one that you answer..

9. Most buyers don't respond well to the hard
sell. Hard sell is an aggressive sales
technique that relies on fear and intimidation
to push buyers to a preselected decision.
Methods range from bullying to
manipulation.

10. It's based on reputation and uses problem-
solution techniques to help the buyer make
informed decisions.
The primary difference is that consultive
selling requires more time to develop the
authority and trust needed to offer the
Customer valued advice

12. Sales customization involves tailoring promotions,
packaging and pricing for different customer
requirements.
Segment the market by customer needs.This may
help you allocate your resources to the most
profitable customer groups.
Make an effort to convert all of your sales leads
even if some do not appear to be good fits.