Mastering The Science & Art of Selling
Selling is a systematic process that consists of defined steps that must be carried out in succession. To actively engage in this process is to sell. Every sales procedure demands the systematic execution of each step, and circumventing or neglecting any component would only lead to future failure for the vendor.
The Selling Techniques
Sales techniques are employed by salespeople and teams to generate revenue and increase their effectiveness in selling.
- Collaborative Selling
Collaborative selling is centered on joining forces with clients to finalize a transaction. On many occasions, potential customers come to us and inquire about the possibility of obtaining feedback from our current clientele.
- Solution Selling
The emphasis is on gauging how comfortable and understanding the prospect feels during interactions with you. The ultimate objective: establish an enduring relationship by prioritizing client satisfaction.
- Conceptual Selling
Potential buyers are attracted to a product’s underlying idea rather than its advertised features. Essentially, customers make purchases based on their own motivations, which may diverge from those presented by the seller during promotion of said product.
- Proactive Selling
it involves predicting those needs and taking action before they become pressing. This includes detecting potential client opportunities or obstacles before they become apparent and initiating early measures accordingly.
Relationship Selling
Relationship selling prioritizes building connections with customers above all other aspects of the sale. Sales representatives first establish trust, often by adding value and investing ample time in prospects before attempting to close deals.
Best practices for Relationship Selling
- Build Rapport.
- Include Custom Personalization.
- Check in Often.
- Be Proactive.
- Do your Research.
Customer Journey Mapping
Customer journey mapping is used to visualize and understand the complete experience a customer has with a brand, from initial contact through to post-purchase interactions. It involves creating a detailed, visual representation of the steps and touchpoints a customer encounters as they move through their journey with a company.
Benefits of Customer Journey Mapping
- Identify Opportunities
- Create New Solutions
- Bring Together Teams
- Understand Why
- Broader understanding of your organization
Customer Value Proposition
Customer Value Proposition (CVP)is created by businesses to persuade customers to buy their products or services over the competition. The objective of a CVP is for companies to demonstrate that their offerings provide greater benefits than those offered by rivals.
How to create captivating Customer Value Propositions
- Understand your Market
- Display your Customer Value Proposition
- Distinguish the Proposition from a Slogan
- Include other Phrases that also Boost Value
- Write Clearly and Honestly.
Understanding Product Development
This entails a range of processes involving the conception, design, and marketing of newly developed or rebranded products. It develops an entire journey for goods and services that spans from their inception to market launch and beyond.
How to Create a Product Development Plan
- Identify a Product Need and Business Case.
- Create a Product Vision.
- Draft a Roadmap.
- Implement the Roadmap.
- Continue with Development and Assessments.
