Using this technique can be complicated, but it is also effective,
Posted: Thu Jan 23, 2025 5:41 am
Consultative selling example Imagine that you have a legal problem and you are looking for a lawyer for help. The lawyer, after listening to you carefully, will identify possible solutions and advise you on the best route to follow, thereby demonstrating his knowledge and experience. This consultative approach helps build the client's trust and motivates him to hire the lawyer's services. 3. Challenger sale This sales technique, created by Matthew Dixon and Brent Adamson, invites salespeople to challenge or question their customers' beliefs in order to help them identify opportunities or problems they may not have considered .
Rather than simply listening and uk phone number list responding to the customer's needs, the "challenging" salesperson shares insights and raises new perspectives that may interest the customer. since according to its creators, 54% of sales representatives who use it manage to close deals. The key here is to know your client so well that you can anticipate future problems that they may encounter when applying certain solutions, as well as propose a more efficient alternative that provides greater value. Challenging sale example Imagine you are a project management software salesperson and you are talking to a potential client who uses a traditional project management method.
You could challenge their thinking by showing them how by switching to an agile methodology through the use of software, their problems could be solved in a more efficient way. 4. SNAP Sale The SNAP (Situation, Need, Benefit, Proof) selling technique is very similar to the SPIN method. The big difference is that in SNAP the salesperson focuses on presenting the benefits of the product or service and provides proof or a demonstration to back up their claims. This approach can be especially useful when dealing with complex or technical products or services that may require a demonstration for the customer to fully understand their value.
Rather than simply listening and uk phone number list responding to the customer's needs, the "challenging" salesperson shares insights and raises new perspectives that may interest the customer. since according to its creators, 54% of sales representatives who use it manage to close deals. The key here is to know your client so well that you can anticipate future problems that they may encounter when applying certain solutions, as well as propose a more efficient alternative that provides greater value. Challenging sale example Imagine you are a project management software salesperson and you are talking to a potential client who uses a traditional project management method.
You could challenge their thinking by showing them how by switching to an agile methodology through the use of software, their problems could be solved in a more efficient way. 4. SNAP Sale The SNAP (Situation, Need, Benefit, Proof) selling technique is very similar to the SPIN method. The big difference is that in SNAP the salesperson focuses on presenting the benefits of the product or service and provides proof or a demonstration to back up their claims. This approach can be especially useful when dealing with complex or technical products or services that may require a demonstration for the customer to fully understand their value.