Have you ever had a sales person call you to make sales pitch or to promote an idea? Perhaps the sales person asked you many questions about your company. Possibly the sales person complimented you on your career accomplishments or the success of your business.
Is there a difference between a hard sell, and a soft sell sales presentation? In a direct sales campaign the sales person will upsell the value of a product or service, and create an imaginary need for everyone to acquire it. This strategy usually involves a lot of fast talking, upbeat phrases, and seems to be full of high energy. Whereas, in an indirect sales approach, the sales person will be more focused on assessing the requirements of the customer, and the applicability of the product or service.
It is bizarre that the presentation of the sales person can influence a potential customer to purchase something that one may not have initially desired. Yet based on the projected emotions of joy or happiness in favor of the sale (by the sales person), one will almost feel obligated to buy what is being pitched.
Following a precise sales cycle or employing a sales strategy is key to making sales often. If a prospective client inquires about your product or service, be sure to reply to the inquiry withing a short period of time. If the prospect called your office, they are shopping around for prices and estimates. You do not want one of your competitors to secure the sale meant for your company. When you make your reply call be sure to have notes from the initial inquiry. You do not want to ask questions that may have already been answered during the initial inquiry. Also, have a note pad handy for making notes, during your call. Even if you use a laptop or other type of computer, taking notes manually is best. A unique thought process occurs when you put pen to paper to write something down.
Regardless of the type of sales strategy is utilized, one should be sure to pause, and consider whether one really wants to buy something before making a purchase. Should one ask the sales person to call later – so that one can properly evaluate one’s desire to buy what is being promoted – then sales person will seem insistent that one quickly purchase the item. This is not right. One should be confident that one knows what one wants or does not want to buy.