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Salesmanship has been a profession, that has span through many centuries, despite the advent of advertisement and marketing.

There are three ways to seal a deal with your prospects, they are :

1) PROCESS - BASED APPROACH : Process is a series of identifiable steps. This involves a methodology where a sales person sells to a prospect with the aid of following a pattern of defined steps.

Firstly he introduces the product, before he analyzes the technical abilities and functions of the product. This is carried out by practical presentation, the customer gets highlighted on what he stands to gain once he buys the product. This approach is effective for high technological products.

2) RELATION - DRIVEN APPROACH : This involves establishing a mutual relationship with the prospect. Your motive is to ensure that the prospect trust you as an individual. The merit of this approach is that your prospect tends to buy from you over and over again, they are comfortable having a business relationship with you. This approach is successful for consulting firms, banks etc.

3)LINGUISTIC APPROACH : It is the use of well structured words and body language to convince your prospect to buy your product. A sales personnel needs to be trained on the right words that promote sales.

For example, I'll use a restaurant as a case study : instead of asking, what drink do you want to buy? You should say, Soft drink or coffee, which do you prefer? In this case, you have made two options available for the customer to make a choice from , but the former question would give the prospect so many options to choose from, he may eventually make a choice, which may not be available. Slight changes in the wording of a sales letter or call can result in dramatic increased responses.

Most times, people ask, what is the best approach for effective sales? The truth is, it depends on you, use the approach that is comfortable for you, but if you have a good skill set on the three, it will be to your advantage.

© Roselyn

rosy1992:
Salesmanship has been a profession, that has span through many centuries, despite the advent of advertisement and marketing.

There are three ways to seal a deal with your prospects, they are :

1) PROCESS - BASED APPROACH : Process is a series of identifiable steps. This involves a methodology where a sales person sells to a prospect with the aid of following a pattern of defined steps.

Firstly he introduces the product, before he analyzes the technical abilities and functions of the product. This is carried out by practical presentation, the customer gets highlighted on what he stands to gain once he buys the product. This approach is effective for high technological products.

2) RELATION - DRIVEN APPROACH : This involves establishing a mutual relationship with the prospect. Your motive is to ensure that the prospect trust you as an individual. The merit of this approach is that your prospect tends to buy from you over and over again, they are comfortable having a business relationship with you. This approach is successful for consulting firms, banks etc.

3)LINGUISTIC APPROACH : It is the use of well structured words and body language to convince your prospect to buy your product. A sales personnel needs to be trained on the right words that promote sales.

For example, I'll use a restaurant as a case study : instead of asking, what drink do you want to buy? You should say, Soft drink or coffee, which do you prefer? In this case, you have made two options available for the customer to make a choice from , but the former question would give the prospect so many options to choose from, he may eventually make a choice, which may not be available. Slight changes in the wording of a sales letter or call can result in dramatic increased responses.

Most times, people ask, what is the best approach for effective sales? The truth is, it depends on you, use the approach that is comfortable for you, but if you have a good skill set on the three, it will be to your advantage.

© Roselyn

How are you?

Nice post

rosy1992:
Salesmanship has been a profession, that has span through many centuries, despite the advent of advertisement and marketing.

There are three ways to seal a deal with your prospects, they are :

1) PROCESS - BASED APPROACH : Process is a series of identifiable steps. This involves a methodology where a sales person sells to a prospect with the aid of following a pattern of defined steps.

Firstly he introduces the product, before he analyzes the technical abilities and functions of the product. This is carried out by practical presentation, the customer gets highlighted on what he stands to gain once he buys the product. This approach is effective for high technological products.

2) RELATION - DRIVEN APPROACH : This involves establishing a mutual relationship with the prospect. Your motive is to ensure that the prospect trust you as an individual. The merit of this approach is that your prospect tends to buy from you over and over again, they are comfortable having a business relationship with you. This approach is successful for consulting firms, banks etc.

3)LINGUISTIC APPROACH : It is the use of well structured words and body language to convince your prospect to buy your product. A sales personnel needs to be trained on the right words that promote sales.

For example, I'll use a restaurant as a case study : instead of asking, what drink do you want to buy? You should say, Soft drink or coffee, which do you prefer? In this case, you have made two options available for the customer to make a choice from , but the former question would give the prospect so many options to choose from, he may eventually make a choice, which may not be available. Slight changes in the wording of a sales letter or call can result in dramatic increased responses.

Most times, people ask, what is the best approach for effective sales? The truth is, it depends on you, use the approach that is comfortable for you, but if you have a good skill set on the three, it will be to your advantage.

© Roselyn

Well said!