The four basic sales strategies used by salespeople are script-based selling, selling to meet needs, consultative selling, and selling with strategic partners. Different strategies can be used in different types of relationships. In a sense, selling through SPIN is the predecessor of Solution Selling. When selling solutions, obtaining information is further deepened by asking specific questions.
Since selling solutions expands the SPIN approach, I recommend that you no longer apply SPIN Selling separately, but instead embed it in your solution sales. In selling solutions, the seller offers the potential customer much more than just providing a product. Often, the presentation consists of planning, consulting, recommendations for use and regular training. The result is a complete package for the customer whose added value goes far beyond the actual product.
Solution selling is often used for products that are sold in both the high and low price segments. This is one of the reasons why selling solutions usually includes a calculation of return on investment or amortization. Here it is important that the figures on which the cost calculation is based come directly from the customer. Only in this way can the seller build trust.
In the end, the customer decides not only on the product, but also on the overall performance presented by the seller. The challenging sales method is the most modern and popular sales strategy among salespeople right now. This is because the method developed by CEB Global is based on scientifically collected data from more than 1000 sales managers from various sectors and is essentially based on the solution-based method of selling, which is already highly appreciated by salespeople. However, unlike selling solutions, the “challenger” places less emphasis on reaching a consensus than the seller of solutions.
With Challenger Selling, the seller is more interested in opening up a new business approach to the potential customer. It challenges the customer's business model, so to speak. SPIN Selling convinces through the questioning technique and can be used with Solution Selling. Because this sales technique consists of learning as much as possible about the customer in order to sell them not just a product but a complete package.
Challenger: Sales are particularly useful when the industry is faced with a multitude of changes. Then, the customer's business model can be challenged and innovative products placed. Consider these four real estate selling strategies and put them into practice when selling real estate. With that in mind, here are 10 things to consider when creating a sales strategy.
In fact, Forrester research revealed that 74 percent of executive buyers would donate their business to a company that illustrates a buying vision, compared to sellers in a group of commodity suppliers. Research conducted by Corporate Visions found that a provocative messaging approach that begins with the introduction of an unconsidered need increases persuasive impact by 10 percent. Check out our status of the conversation report, The B2B Content Disconnect, to learn how to generate actions and conversions with information-based content, before and after a sales representative enters the scene. While customer acquisition is all about challenging the status quo to highlight the benefits of switching to your solution, customer retention and expansion requires that you reinforce your position as their status quo.
In fact, research shows that using a provocative and challenging message when you try to renew or expand your business with your customers will increase the likelihood that they will compare prices by 10 to 16 percent. Tim Riesterer, director of strategy at Corporate Visions, is dedicated to helping companies improve their conversations with potential and potential customers to get more business. A visionary researcher, thought leader, keynote speaker and professional with more than 20 years of experience in marketing and sales management, Riesterer is the co-author of four books, including Customer Message Management, Conversations that Win the Complex Sale, The Three Value Conversations and The Expansion Sale. To be as effective and efficient as it needs to be today, your sales training must reach a new level of flexibility, personalization, and situational relevance.
Being able to hold in-depth conversations from a technical and professional point of view, the seller contributes his experience and then develops a business strategy together with the customer. If the sales employee manages to create an aha effect on the customer without questioning the customer's best practices too much, they've already taken a big step toward signing a contract. In general, the sales process involves several steps, such as prospecting, qualifying, identifying needs, negotiating, and closing. Potential customers buy from sellers they trust, so there's nothing worse than a potential customer thinking they can't be trusted.
So, instead of focusing your sales strategy on a bunch of inconsequential attributes, talk about your buyer's situation and explain why your current approach puts your business at risk. With the power base principle, the seller knows the customer's target market better than the customer himself. Many sales methodologies have been developed over the decades, but you have to choose which one is right for you and your team. For example, value-based sales, solution-based sales, or competitor sales, just to name a few of the most important.