Relationship selling
One of the more famous traditional sales techniques is the 'standing room only close', which can be translated as 'limited time only/limited quantity' close.
And, you can see this technique being used often online, so much so that it's actually over used and has very little validity. When's the last time you actually believed that an ebook was 'limited quantity' or would only be sold at a low price just this one time only?
The offline version might be "We'll only sell 100 before the offer is gone forever." or an end of season sale where everything is heavily discounted for two hours only. By offering this sense of urgency, the consumer feels pressured into making purchases they might not have otherwise.
And, the negative point of using traditional sales techniques is how the purpose is to manipulate the customer into taking action (through trickery) rather than focusing on consulting with the buyer to see what is in their best interest.
The newer form called 'relationship selling' could be more effective as it focuses all the attention on how to meet the customer's goals rather than closing more sales. This could be used online as well as offline sales situations and casts the seller as a consultant more than a salesperson.
You can learn more about relationship selling here, if you are interested: Relationship Selling vs. Traditional Methods: Definition and Purpose Video - Lesson and Example | Education Portal
The advantage of relationship selling is how it puts the emphasis on your customer, uncovering and solving their problems and keeping the customer on your side (even before the sale is made). Relationship selling creates a less aggressive, seller vs buyer scenario.
Are you applying relationship selling techniques in your sales situations? And, if so, can you detail how this applies directly to your specific business, such as by providing examples?
And, you can see this technique being used often online, so much so that it's actually over used and has very little validity. When's the last time you actually believed that an ebook was 'limited quantity' or would only be sold at a low price just this one time only?
The offline version might be "We'll only sell 100 before the offer is gone forever." or an end of season sale where everything is heavily discounted for two hours only. By offering this sense of urgency, the consumer feels pressured into making purchases they might not have otherwise.
And, the negative point of using traditional sales techniques is how the purpose is to manipulate the customer into taking action (through trickery) rather than focusing on consulting with the buyer to see what is in their best interest.
The newer form called 'relationship selling' could be more effective as it focuses all the attention on how to meet the customer's goals rather than closing more sales. This could be used online as well as offline sales situations and casts the seller as a consultant more than a salesperson.
You can learn more about relationship selling here, if you are interested: Relationship Selling vs. Traditional Methods: Definition and Purpose Video - Lesson and Example | Education Portal
The advantage of relationship selling is how it puts the emphasis on your customer, uncovering and solving their problems and keeping the customer on your side (even before the sale is made). Relationship selling creates a less aggressive, seller vs buyer scenario.
Are you applying relationship selling techniques in your sales situations? And, if so, can you detail how this applies directly to your specific business, such as by providing examples?
- Jack Trout