face to face selling techniques

Written by Cory Thompson for Gaebler Ventures. Want to sell, but don't want to sell your soul?Learn how a wine merchant uses 5 lovable selling techniques to sell without being pushy. Whilst there is no denying how much Nicholas loves his University, his pitch to fellow students crosses the line into intense territory. Face-to-face interaction will help form the strong bonds that lead to long-lasting business relationships, and virtual communication will keep the dialogue with prospects and customers fresh and lively year-round. So, you must be strategic with your approach to ensure you make the most out of every in-person meeting. This may be administered in-house or delivered by an external training provider. How to engender trust quickly. How to uncover the real issues a customer is grappling with. In a perfect world, we would always meet with our prospects face to face. How to find out what customers are prepared to spend, when they don't want to tell you. When to use face to face sales. Face-to-face marketing refers to any scenario in which you promote your business to another person or to a group of people in person. This Scorecard defines the Best Practice for Module 4 of the Face to Face Selling Skills Program – Sales Call Preparation. 1. By presenting the support you have got from funders, it shows that people have faith in your business. Thank you for the great read, keep up the great Face to Face Selling! These are growth markets with tremendous face-to-face marketing potential for many product categories, and yet with social media being the hot trend, … Download your copy of Improve your face-to-face selling skills here …If you are ready to learn how we can help you win more business please get in touch here to arrange an exploratory meeting… Get in Touch with Wendy Fountain at PACE on: +44 (0)1932 260062 at: 8 Of The Best Product Demos And Why They're So Effective, 6 Tips for Perfecting Your Elevator Pitch, How to Give an Elevator Pitch, with Examples and Templates. For more info call (904) 241-1141. This post was written on behalf of Visual Synergy, who offer bespoke, professional Audio Visual installations for boardrooms and offices. Remember that it is not all about you, or your business – it’s about the client. There’s no need to worry though, just take your time to answer the questions concisely. The elevator pitch technique is an old, tried and tested technique that actually proves that sometimes less is much more. Potential customers trying the Oculus Rift VR headset - hugely increases the probability of a sale. Face to Face Selling is one of those life-long skills which I think has been lost by many today. Despite all of the new high-tech alternatives, an in-person sales presentation is the single-most powerful marketing tool in use today. Sales Techniques - How to convince a customer to buy from you - … Instead, you may want to sell direct to the customer through distance selling: for example, over the internet or using telesales. Read on for five quick and easy upselling and cross-selling techniques that will help drive site revenue. Expos can you save time and money. Even if you’re an inside salesperson, there are still opportunities to sit down in person with prospects. If your pitch can tick these boxes, then you stand a good chance of making the sale. Open with who you are, what you do, why you’re the best at it and how they can find out more about your business. Face-to-face selling simplifies complexity, getting to “yes” faster. You can apply these same techniques in almost any business. Travel time and costs can be significant. According to Steve W. Martin’s survey of sales leaders, 20% of inside sales reps can make field sales calls when necessary. Use face to face sales for: high-value and complex products and services; establishing initial contact with a key target customer; strengthening relationships; Face to face selling may not be cost-effective for low value sales. Vector isolated concept metaphor illustrations - Buy this stock vector and explore similar vectors at Adobe Stock Keep upselling recommendations limited. Posted on 23 Sep 2017 14:53. Be selective with your in-person meetings. Hard sell tactics often feel invasive, aggressive, and off-putting -- especially when they’re up close and personal in a face-to-face marketing situation. Getting across that you really care about your business should be easy. He brings a unique, uncensored approach to his interviews and writing. Some of them were real pros, whereas others got it abysmally wrong. This may be on your business card, but if you bring attention to it, they’re more likely to take a look. Face-to-Face Selling Blows Away Internet Marketing Every Time Face-to-face selling can require a lot of time, energy, and expense, but the payoff can be tremendous. When buying, the main thing that the customer wants to know is why they need your product above any other similar one. Being friendly goes without saying. Use these four selling techniques to show your prospects why they need to change their situation and persuade them to choose you over your competition. Sales presentations or any presentation can be daunting even for the most experienced presenters. Most of us have had our time in sales. → How to save time on choosing what related products to show on category, product, and cart pages? Another study by Cialdini found that if people first refuse an extreme initial request, they are more likely to comply with a smaller subsequent request. Nothing is more personal than looking someone in the eyes, reading their body language and closing the deal. Here are five selling techniques every salesperson should master. Always practice a few times beforehand to iron out the creases and after each run through, take note of what went well and what could be improved upon so that you can learn from the experience. What are the Best Face-to-Face Selling Techniques? Levi Roots does this by comparing his product to ordinary products that do not serve a purpose that he feels his Reggae Reggae sauce can. Active Listening. Offline shopping cartoon icons set. Face to Face Selling is another term used for personal selling. Customers are essentially the answer to sales: attract the right attention to your products and a sale is in your hands. Face-to-face sales offers very little time to speak with the potential customer. Now that they’re safe, how do you ensure your sellers can be as productive and effective as they were while engaging customers, prospects, and colleagues face to face? Face-to-face meetings with prospective clients can set the stage for increased results in terms of products sold and customer acquisition and retention. To answer the question: YES, face to face selling still works. Personnel who are new to face to face selling will probably benefit from a formal training programme covering basic techniques. Investigating the wants and needs of your client in preparation will only take you so … The goal: forming a long-term bond by putting the customer first. It is effective. Cross-selling and upselling techniques when used properly can be a delicate thing that works like a charm both for customers and businesses. In this article, we cover some of the most powerful sales techniques and tips, tried and tested. This next section offers sales techniques which cover how you can improve your lead generation, sales software and landing page tips. Having completed the Having completed the Module, each Delegate should be able to answer 'Yes' with a high confidence level for each of the 10 Best Practice Criteria Naturally, your first attempt is never going to be perfect and getting it right takes some grafting. 4 Things That Might Be Holding Your Business Back From Success, Money Saving Strategies for Savvy Entrepreneurs, Why You Should Outsource Your IT Security, 10 Tips for a More Compelling Presentation, 5 Ways to Show Employees You Care Right Now, “I have noticed that on your website you indicate _________, what resources do you currently use to carry out this business objective?”, “In the research I have carried out in preparation for this opportunity, I see you have been operating for ___ years, can you tell me how the business has changed over this time?”, “From looking at your business model, I would say that your target market is ______, would you agree with this or are you targeting different demographics?”. Face to Face Selling is considered as cornerstone of sales. Consumer behavior is now influenced by many factors long before the purchase or even before an initial conversation with a salesperson. Face to Face selling is marketing and selling product to customer using his skills and marketing techniques. By using this technique you are more likely to communicate comprehensively and ensure your sales pitch is attention grabbing. Have a … If possible, it should incorporate video clips and role plays to actively demonstrate selling situations, and good and bad practices. Know how to make a positive impact on every sales call ; Understand your own social style and the social style of your customers and how to adapt your approach accordingly. 1. Read about 8 Of The Best Product Demos And Why They're So Effective. Is there a creative way you can showcase your product or service which they will not have seen before? You can’t implement those fantastic face to face selling techniques until you’ve started a conversation with potential customer! How can you make sure your presentation stands out? It is unlikely that a client will ask ‘generic’ questions that you will find online. The sale isn’t over just because your prospect becomes a customer. However, face-to-face selling is often the most effective way to build customer loyalty and boost sales. At the forefront of every business lies the desire to turn over profit, that's how businesses grow and flourish. You shift your sales approach, deploy the technology you need to support that approach, and you do it fast. But it doesn't always work this way, even if you attract customers, how can you guarantee a sale will be made? Trade in the Powerpoint presentation for something more hands on. There should be a mixture of phone calls, emails, social selling, networking, referrals, inbound leads, and face-to-face. –Telephone sales tips both with the Screen and Prospect. Here are five truths about consumer expos. Image Credit: http://www.moneymakermagazine.co.uk/. Legacy techniques on how to sell a product to a customer over the phone are not as efficient and powerful as they used to be. You have your loyal customers but don't you want more? Sales people need to be highly aware of customer needs, able to recognize buying signals and aware of the competitive advantage their goods or services offer. We now produce three expos targeting consumers in the baby boomer and senior markets. You get to look the other people in the eye as you deliver your pitch or connect with them on a personal level. A sales web page needs to be convincing. Store assistant and buyer character. Personal selling, face-to-face selling technique, sales method trends metaphors. Even though in a sales transaction communication is key, more often than not we can over talk, oversell and lose our customer's interest. Face to face meetings are critically important for success in a sales environment. For major sales people like to meet salesman rather than opting for telephonic or … Levi had the luxury of finding out there and then that he was successful in his pitch, but he was also deliberately memorable – it’s not likely the Dragon’s would have forgotten about his pitch after seeing many others. Find out the … Five reasons you should be using face-to-face marketing. Face-to-face sales can be a tricky business. Sales is the answer. Yes, I love Facebook, LinkedIn and Online – but speak to many successful business people, they will swear to the value of this skill! Experts Share Sales Techniques for Maximizing Customer Relationships. These examples of face-to-face marketing range from frienship-forming bench stunts to chip bouquet proposals. It is a process in which salesperson interacts with customer directly in order to sell the product. No matter who you are presenting to, chances are that they have seen many other demonstrations before you – some of which may even be on the same day. The dreaded sales pitch – like a job interview, only more terrifying. It can be done through presentations, persuasive pitch or demonstrations. A face-to-face solicitation comes at the culmination of you gradually deepening your relationship with your donor to understand his or her passions and interests. Learn positive and effective sales techniques and activities. In addition to the unique opening of his pitch, Levi could have presented the Dragon’s with reactions from carnival goers that has tried his product. You get more information, you can gauge their reactions, find out what their objections are and overcome them. Salesperson trying to persuade customer in buying product. … Face-to-face selling offers you the opportunity to breakdown your product/service benefits for the understanding of the prospect. 10 techniques for selling on Facebook Examples to encourage more customers to buy via Facebook Big or small, any merchant can sell on Facebook today by following a … Research is absolutely key to putting together a successful presentation. As you can see in the video, Levi clearly points out the competing condiments, and why Reggae Reggae sauce is better and where it fits in that market. 1. You can go on about how great it is, but if you do not align the abilities of it with their needs, they are not going to want to choose you. Personal selling, face-to-face selling technique, sales method trends concept. Research shows that salespeople spend just 7 per cent of their time actually selling face to face. Over the last decade, the world of business-to-business selling has changed beyond recognition. In my 5 Module 55 Video course entitled, "Face to Face Selling Mastery" I've packed into all the powerful, proven sales ideas and strategies that have taken me 25 years to research, develop and perfect. This direct selling technique follows the same systematics as the low-ball, only here they’re inverted. While examples like Nespresso's 'Hello Bench' stunt aimed to connect strangers by helping to break the ice, Doritos' second limited run of its ketchup roses resulted in a romantic gesture from one Vancouver Canucks hockey fan. For instance, you might meet somebody at the grocery store. At some point, it has an end—the prospect will choose either you or your competitor. We're not suggesting you go overboard and hand out everything you have for free, but do take the time to read the sales tips below on how you can effectively demonstrate your product. Face to Face selling is marketing and selling product to customer using his skills and marketing techniques. This is often done during a sales meeting or similar engagement, though social functions and interactions can also include elements of sales in them. Always make sure you know the key figures inside out. This workshop will cover a ten step sales process that can be used to increase the likelihood of closing a sale when dealing face-to-face with a potential customer, Wednesday September 11th, 5:30 – 7:30 p.m. at the Beaches Branch Library, 600 3rd St. Neptune Beach. In fact, using hard sales tactics is more likely to earn you a negative reputation and to convince people that they never want to buy from you. The Reggae Reggae pitch, despite its musical opening is still kept quite short – Levi explains that he is a musician and he has been producing the sauce for 15 years, selling it at a hugely successful carnival. Nobody likes a hard sales pitch, especially at an event like a trade show or convention. You get more information, you can gauge their reactions, find out what their objections are and overcome them. It is important to keep in mind here that more choices simply generate more confusion and often overwhelm consumers. When it comes to sales, many different selling techniques are available. Read more about them here, here and here. The ultimate goal of every business, whether large or small, international or independent, is to make sales and make a profit. It can cost four times as much to sell to a new customer as it does to sell to an existing one. Now we've covered the in-person, face-to-face aspect of creating sales it's time to move on to an equally important aspect of sales techniques and that is the online world. It helps simplify the complexity of your product/service and show prospects the benefits of using them. Of course, you want to sell your products during face-to-face marketing. In truth, face-to-face marketing is one of the most effective marketing tools available. More on NLP: http://amzn.to/12UzJWp My Site: http://resalerenegade.com/ More below! - Buy this stock vector and explore similar vectors at Adobe Stock Before the big day, be sure to get plenty of rest and relax! Of course, every business and product requires a different approach, that's why a variety of techniques and tips are covered, so you can find what works for you, your business and your sales growth. > Selling is less technique and more a process! Master Face to Face Selling $97. –Consultative selling: asking savvy questions to help the Prospect recognize whether needs exist for your product or service, as well as the value of buying it to fill those needs. I did learned many new plan of actions from you sir. For success in financial services, meet with your clients as much as possible. Face-to-face selling is a process by which a salesperson engages in communication and interaction directly with a person in order to make a sale. Travelling to meetings is very time-consuming. It can occur during a sales meeting or in a retail environment. Challenge Your Prospect’s Status Quo . Does the idea of having to sell make you want to run away? Consultative or solution selling. His work is published on Under30CEO.com, Forbes, Inc. Magazine, Huffington Post, Reuters, and many others. 10 Techniques to Sell a Product. There is a reason why when you're shopping in the supermarket you may get offered a small piece of bread to try or a cube of cheese, and that reason is sales. How you sell to your customers is driven by a few key things - what you’re selling, who is the decision driver and what is your own position in terms of strength & competitiveness. The level of passion that you put forward needs to have a good balance though – this video of Georgia Tech student Nicholas Selby giving his graduation speech is pushing it a little too far. Show your passion with less aggression, but be aware of the times when the buyer should be speaking and never cut across them. Thanks . Today’s entrepreneur … The door-in-the-face technique. He is the original Co-founder of Under30CEO (Acquired 2016). We will be applying these tips to the great example of Levi Roots, a London Reggae musician who appeared on the UK version of Dragon’s Den with his Reggae Reggae sauce sales pitch. Where possible, plan trips so that several customers in the same area can be visited. Could you create a video and use it as material? Face to Face Sales Skills. The focus is on how the prospect feels when he or she’s talking to you. When a sales person sells a product or service directly to a customer in a face to face situation. Beyond creativity and a unique offering, you can always shake up the traditional manner of pitching. Let's say you are wondering how to sell a phone to a customer - examples are available right away. Despite all of the new high-tech alternatives, an in-person sales presentation is the single-most powerful marketing tool in use today. It can occur during a sales meeting or in a retail environment. We've outlined a few sales tips to follow below: For more tips on giving a presentation, read our Business Presentation Guide. Selling Techniques That Create Value. They will deliberately avoid these questions to keep you on your toes. Nothing is ever guaranteed though, and expanding your business will take time. Now we've covered the in-person, face-to-face aspect of creating sales it's time to move on to an equally important aspect of sales techniques and that is the online world. How to make and excellent first impression, every time. Meetings are time-consuming and research reveals that 7% of salespeople spend their time in a face-to-face meeting. Know your competitors so that you know what divides you from them. Whether you are just starting up, and your first time is on the horizon, or you’ve done a few already, there is certainly an art to nailing it. Supplemental insurance covers a range of product options that can be tailored specifically to an individual’s or family’s needs. Selling face to face also has some disadvantages: It is the most expensive sales channel as it demands higher staff and premises costs. Matt Wilson is Co-Founder of Under30Experiences, a travel company for young people ages 21-35. Attention, interest, desire, conviction, and action; these are the 5 basic stages in face-to-face marketing—a technique that 95% of professionals believe are key to successful relationships. The concept of this technique is to imagine you have just the time it takes to travel in an elevator with your potential buyer, just a few minutes to introduce and sell yourself and your product/service. Use open-ended questions as Icebreakers to start conversations. A travelling salesperson might spend a whole day on the road for just one meeting. The cultivation step is truly king and if you need tools on how to get there, check out my post on Matt hosts yoga and fitness retreats in his free time and buys all his food from an organic farm in the jungle of Costa Rica where he lives. Only 7% is influenced by the words that you speak. When to have face-to-face meetings. Regardless of how it went, let the business know you are thankful for the opportunity, and provide them with all the information they need to make an informed decision. Learn the Non-verbal Sales Technique . A prepared pitch will increase your chances of getting your idea across to the potential customer. If I could, here are the face-to-face sales tips I would give the latter: If a man and a woman are shopping together, don’t assume that the guy is the one who’ll be making all the decisions and direct your entire sales pitch to him – or the other way around. Here are a few tips: 1. Hard sell tactics often feel invasive, aggressive, and off-putting -- especially when they’re up close and personal in a face-to-face marketing situation. Face To Face Sales - 3 Things You Need When Selling Face To Face ... 4:46. His findings are instructive for any direct sales context. Of course, in-person meetings require more time and resources than virtual communication. When you meet someone face-to-face, 93% of how you are judged is based on non-verbal communication -- your appearance and your body language. It is proven and time tested. These examples of face-to-face marketing range from frienship-forming bench stunts to chip bouquet proposals. Get the Statistics. Even if you are prepared in what you are going to say, if you appear tired or flustered this will be a bad reflection of your abilities. Face-to-face marketing isn't like selling used cars. If I could, here are the face-to-face sales tips I would give the latter: If a man and a woman are shopping together, don’t assume that the guy is the one who’ll be making all the decisions and direct your entire sales … Website vibrant violet landing web page template. With this technique, a salesperson acts as an expert consultant and asks questions to determine what the prospect needs. Stopping traffic is your job and it requires being active. It’s about what they want and how you can bring it to them. Levi Roots opts to open his pitch with a song – even the presenter lets us know that the Dragon’s don’t often get serenaded! It may have been a colourful advert popping up in your browser or an email offering a free e-book, but in one way or another, you have been a recipient of digital marketing. As with a job interview, the reason people fail this part is that you are entering the unknown. Levi doesn’t really take advantage of asking questions – he knows enough about the investors, but he could have chosen to find out more about the two investors before agreeing to the offer. While examples like Nespresso's 'Hello Bench' stunt aimed to connect strangers by helping to break the ice, Doritos' second limited run of its ketchup roses resulted in a romantic gesture from one Vancouver Canucks hockey fan. As always on Dragons Den, the Dragons are tough to please and preparation is what carries Levi through. You have only a few seconds to make a powerful first impression. Follow the sales tips below to collect leads on your website and attain more customer interest. You must be concerned with not only what is being sold, but to whom, how many, needs of customers, where they are and how you will reach them. Strategic Selling, founded in the 1960s by Bob Miller and Steve Heiman, assists organizations in developing comprehensive sales strategies in complex B2B selling scenarios.It utilizes a practical, repeatable sales process that helps simplify complex situations to make them more manageable.. Strategic Selling provides companies with a common language and a common process for pursuing … 5 Tips for Better Face-to-Face Sales Interactions. It is easy however to fall at this hurdle. How to establish rapport quickly. If you skirt around the answer and waffle on, it indicates that you are unsure of what you are talking about. You've gone through the effort of learning about your customer, demonstrating the product/service, now how do you close the sale? This section of the article talks through some tips and selling techniques you can implement to reach your target market, retain attention and generate sales through creating a personable experience. There’s still ample opportunity to drive growth from customer expansion opportunities like renewals and upsells. We've outlined how to nail this technique below: For additional tips on how to write and deliver an elevator pitch, read the following: Use the VirtualSpeech VR app to practice your elevator and sales pitch in a realistic environment. They couldn’t be more wrong! Travelling to meetings is very time-consuming. Successful salesmen use many different marketing and advertising techniques to sell products. I am really impressed from your strategies how to sell products face to face. But how exactly is this achieved? Getting a “Yes” easily from clients have a special technique to follow and use. A face-to-face meeting is much more persuasive. The more of this you can do, the better. It’s the cold hard truth, but it will help you appreciate the importance of presenting them with something different. Face-to-Face Selling Blows Away Internet Marketing Every Time. Matt is the Host of the Live Different Podcast and has 50+ Five Star iTunes Ratings on Health, Fitness, Business and Travel. Stand at the end of your exhibit space, looking friendly and open. We’ll keep this section short too – you need to avoid the waffle. Applying this to Levi’s pitch, the brand he has created for Reggae Reggae sauce is tied very much into his passion for music and that passion comes across throughout. Let them see a portfolio or demo, and direct them to your website. Armed with the knowledge of what they truly care about and a program that fulfills their interests, you are ready for the ask! Here are some scenarios a face-to-face meeting would make sense: You'll find out below. by Robin Miller | Jun 14, 2011 | Advice & Tips. What Goes Into a Piece of High-Quality Content? trained in selling and customer service techniques because first impressions are important. The old adage says a confident salesman can sell anything to anyone, but we’ve put together a simple system to help anyone succeed at sales—whatever your personal strengths. The questions don’t end there though, but Levi answers each one with confidence. Investigating the wants and needs of your client in preparation will only take you so far – to really get to the bottom of it, you need to ask questions. Leave the session understanding the fundamentals of a successful face-to-face meeting. Face to Face Selling is considered as cornerstone of sales. Selling to customers and potential customers face to face, often in a retail or service environment, requires a particular set of skills. Here are some things you will want to know before you start selling face-to-face in any location: Know FAQs and Their Answers When you first get a product or service to sell, study it and write down the first questions that come to your mind. Like Reply Report. What should you include in your presentation? One of the reasons that prospective clients are so wary of salespeople is because they anticipate a pushy demeanor and pressure to purchase a client. Face-to-face selling can require a lot of time, energy, and expense, but the payoff can be tremendous. He explains what makes the sauce different and what he needs from them. Ask questions. It will take some confidence to do so, but ask them open ended questions to really get to know them. It may have been a colourful advert popping up in your browser or an email offering a free e-book, but in one way or another, you have been a recipient of digital marketing. Whether your product or service can save time, money or resources, they need to know this is a priority so they feel that their time is not being wasted. Kind of a different video for the day today. A common mistake to make during sales pitches is to suggest that you know all you need to about their business. Introduce Yourself. The emotions you feel afterwards are often at each opposite end of the scale – a great one usually means elation, whilst one that hasn’t quite gone to plan will bring on feelings of regret. People like to try things and see the effects where possible. Here are three research-backed sales techniques for selling to your existing customers. These can be simple things like how much does it cost or what colors does it come in. If you employ a sales person, be certain he or she is knowledgeable of what is being sold and has a commitment to making the sale. Many companies still use face to face selling. Soft selling, on the other hand, is more conducive to long-term relationship building. A face-to-face meeting is much more persuasive. How to have the customer do the selling. Here are some techniques on how to get that covered. With the rise of crowd-funding sites like Kickstarter, videos are becoming a popular way to get backing from influential people. Neil Patel uses a variety of lead generation techniques, usually offering free content in return for your email address and other data. Common situations in which face to face selling … –Opening face-to-face sales calls. Print and broadcast ads can be costly, and Internet marketing requires time to reach a decent-sized audience. Let’s face it – you’re taking time out of someone’s working day. A good sales technique is to remember people do judge a book by its cover. He is a shareholder of the Green Bay Packers. An example of the HubSpot sales page, note the professional look, testimonials, live chat and calls to action. Even the slogan ‘Put some music into your food’ is a continuation of his belief in the brand. 14. Read our best-selling, award-winning book. Research shows that salespeople spend just 7 per cent of their time actually selling face to face. Many salespeople see the sales process as linear. By allowing potential customers to try a product or see a product's features in action for themselves, you are much more likely to create a sale. Even before making the meeting, you can grab their attention – there are countless stories of companies sending their product to a prospective buyer and personalising it to make the client feel appreciated. Think about the way you phrase these carefully – indicate that you have done your research by asking in the following ways: Listen to the answers and see if they align with your expectations – although they may not be directly involved in making them think or talk about your product, the insights you will gain can help you shape your answers when it’s their turn to ask the questions. But it’s also about being non-exploitative. When it comes to upselling, more options do not necessarily increase the chances of a sale. Many people dread the ‘question section’ – you’ve said your part, and you’ve hopefully opened the opportunity for a back and forth dialogue. The hardest thing to accept when you think you have not done your best is the fact that you learn from your mistakes, but with these tips on how to improve your pitching, you will be able to build the confidence to acquire the sale. Face To Face Selling. Every single one of them is positively explosive. Find a way to find out just what they know about what you are selling. And here’s the proof: about 35% of Amazon sales could be generated by cross-sales, a 2009 survey carried out by Internet Retailer says. When Duncan Bannatyne asks the direct question of how many bottles of sauce Levi had sold in the previous year, he was able to answer straight away. And, selling into different levels of an organization, often requires different types of selling techniques, in order to get their attention. How to Sell to Existing Customers: Sales Techniques to Expand Value. The time spent on each prospecting technique should be distributed relatively based on the different types of prospects they are handling – different techniques works for different types of prospects. With a face to face, travel time, parking and walking can easily take an hour or more. 4. Soft selling, on the other hand, is more conducive to long-term relationship building. From selling a car to selling a packet of biscuits, the ultimate goal is to close and make the sale. While selling a product is not complicated, successful selling does require a level of creativity, innovation and constant brainstorming of new ways to bring in customers.

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