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
4-Selling on Price
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
Some salespeople depend on talking to sell,
Salespeople have a tendency to talk more
. 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
10. It's based on reputation and uses problem-
solution techniques to help the buyer make
The primary difference is that consultive
selling requires more time to develop the
authority and trust needed to offer the
Customer valued advice
11. Sales customization involves tailoring promotions,
packaging and pricing for different customer
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.