Have you heard about sales techniques? Sales are a fundamental part of a business. Many of the actions that take place in a company are focused on this goal, so it is not surprising that an entrepreneur seeks to increase them and if possible with the least effort, the better.
know of sales techniques It is essential to reach the goal, since it is not just about knowing how to sell a product, but how to hook the buyer so that they become a frequent customer. ✨
Here I explain everything you need to know about how to sell more through different sales strategies. Are you interested? Continue reading!
What are sales techniques?
Let’s start by defining what are sales techniques. The sales techniques are the different methods and strategies that exist to be able to sell more effectively, in less time and with greater ease. Although they are not infallible procedures, which in many cases are usually improved through trial and error, they are very useful to reach business objectives. 🙌🏼
What is the difference between sales techniques and sales processes?
There is a slight confusion between these two terms and although they are sometimes used as similes, each has different implications.
The sales process, as we have already seen, is the set of steps to follow to make a sale. This procedure repeats itself and forms a cycle, revolving around opportunities, agreements and conversion rates. 😉
While one sales technique It is the strategy or methodology that the seller can use to close the sale and convert a user into a customer. These are used to improve the business process and are focused on the bottom of the funnel.
What are sales techniques for?
meet different sales techniques either sales strategies (whatever you want to name them) is very useful since they are used to:
- Satisfy the needs of users and convert them into customers;
- Obtain a greater number of potential clients and an audience interested in your business;
- Gain customer loyalty more easily;
- Reach the commercial and financial goal of your company;
- Make your business more profitable and effective.
In general the sales techniques They serve to improve the effectiveness of your salespeople or your sales process, aiming at a better organization and more aggressive goals that help position your business as one of the best in the sector.
What types of sales techniques are there?
There are different types of sales techniqueswhich we can classify depending on the stage or medium to which they are directed, being possible to classify them in this way:
- Traditional sales techniques
- Sales techniques for digital businesses
- Sales techniques for physical businesses
- Closing Sales Techniques
I’ll explain them briefly.
Traditional sales techniques
Traditional or conventional sales techniques, as their name indicates, are some of the sales strategies best known, considered classic sales techniques since they have existed since 1898, such as the AIDA Model, but they have not ceased to be effective over time, since they can be applied to many of the businesses that we can find today.
Sales techniques for digital businesses
Although classic or conventional sales techniques can also be applied to digital businesses, below I will explain some of the sales techniques that are most effective within digital businesses. Internet salessince the methodology and the tools that are required to be applied are more likely to be found in digital businesses.
Sales techniques for physical businesses
The sales techniques that I share below are methods that will help you close a sale when the potential buyer is on-sitethat is, in a branch, although they can also be useful for businesses that combine online sales with those made at physical points of sale.
Closing sales techniques
Those that focus much more on the last part of the sales process are classified as closing sales techniques. They are often made up of phrases or attitudes that sellers must take to encourage the potential buyer to make the purchase at that moment.
15 effective sales techniques
Below I list 15 techniques that exist within the types mentioned and I explain each of these and how they work.
- The defiant salesman (the challenger)
- BYAF method
- The ball goes down (low-ball)
AIDA model
The AIDA Model or sales technique AIDA is one of the oldest in existence. Created by Elmo Lewis in 1898, it is actually an acronym for the four steps that he considers this technique: Attention, Interest, Desire and Action. Now I explain each of these steps:
Attention
It consists of arousing people’s curiosity through something related to the user. could be through a ad in social networks or an email.
Interest
In other words, making the user interested in your brand, especially in the products or services you offer, can be by highlighting its most important characteristics.
Desire
In this step it is necessary to generate the desire to have one of our articles or services. It could be by demonstrating the product showing you how it meets your needs.
Action
Here the effort is focused on making it easy for the customer to make a purchase, often with incentives to create a sense of urgency. It could be through discount coupons or promotions for immediate purchase.
AIDDA model
The AIDDA model or AIDDA sales technique is similar to the previous one and also belongs to the sales strategies classical or conventional, since the difference with the previous one is that it was optimized in the 19th century by the Alexander Hamilton Institute in the USA.
This strategy is also an acronym for Attention, Interest, Desire and Action, but one more step is included in the model, before Desire, calling it Demonstration, leaving then: Attention, Interest, Demonstration, Desire and Action.
When we talk about Demonstration, we refer to showing the operation of the product or service that we sell, either by giving the customer a free trial or a free version of the product. In the case of beauty and health items, they can sometimes give away a pocket version of the item they are promoting.
In the case of Tiendanube, this technique is applied by giving you a free trial for 30 days so that you can use the platform and create your online store. Isn’t it a win-win for the client and the business?
SPIN model
The SPIN method or the sales technique SPIN is the acronym for the four steps that make up this model: situation, problem, implication and need. Although it was born in 1988 from the mind of Neil Rackham, it is a sales strategy used until now as it allows businesses to create an environment of trust, quite useful to empathize with potential customers and make them accept the sales proposal in a more agile way.
This model proposes asking the customer four kinds of questions, focused on different items that allow not only to get to know the potential buyer, but also to empathize with him, listen to his needs and increase the chances of making an effective sale.
The four types of questions in the SPIN model are focused on:
The client’s situation
To know where it is located and how it feels. If we were selling kitchen utensils, an example might be: “What kind of pans do you have at home? How about cooking with them?”
The customer’s problem
To identify the challenges you have and the areas of opportunity that we can cover with our products. Continuing with the same example, the questions could be: “Does the fat stick to your pans a lot? How long does it take to wash the dirty pans?
Implications for the customer
To let the customer know all that their problem entails and consider the negative effects that it may have if they do not resolve the situation. An example of this type of question would be: “Your pans get scratches a lot, don’t they? How much force have you had to apply when washing your pans? Have you ever hurt yourself washing them?”
customer needs
So that the possible client knows the benefits of your products, as well as the solutions that you present. To exemplify this phase, some questions would be: “Have you not tried the ceramic pans? Did you know that he can cook without anything sticking to the pan?
This method has been commonly portrayed and exemplified in infomercial advertisements or used in physical sales scenarios, in commercial places through demonstrators. The sales strategy behind this model is to make the client realize that they have a problem and our company is the one that provides the best solution.
To apply it in an affective way, it is necessary to formulate questions that are not answered through a simple yes or no, since the idea is that the potential client gives us information or details. In addition to not asking too many questions, since not all users have enough time to pay attention.
AICDC model
The AICDC Model is a sales technique which considers that the sales process is carried out through five phases, from which it takes its name: Attention, Interest, Conviction, Desire and Closing. It was exposed by Percy Whitting in the book “The Five Great Rules of Selling”.
Although the process is very similar to the AIDDA model, this sales strategy it differs from the previous one in the prioritization of the client and the aspects or themes in common that the client and the seller may have. Let’s explore each of its phases, shall we?
Attention
In this phase, the customer’s attention should be captured by asking him questions about a field of interest, it may even be that they are not related to the item to be sold, at all.
Interest
In this step, it is necessary to arouse the interest of the client, showing the qualities of the product, perhaps carrying out a demonstration or giving a sample of it.
Conviction
Perhaps the most important step, since it is necessary to persuade the potential buyer that what we are selling will solve the problems that the client currently presents.
Desire
Through this step, a purchase intention is built by highlighting the advantages of the product and showing the added value that our product has compared to that of the competition.
Closing
Facilitate the closing of the sale, leading the potential customer to reflect on the pros that the purchase generates, neutralizing the cons or objections that the user may have about our product.
FAB model
The sales technique FAB or FAB Model is a method that considers three phases within the sales process, which are Characteristics (features)Advantage (advantages) and Benefits (benefits), being the acronym of the previous three. Is sales strategy aims to convey to the potential customer a positive idea of the product. Now I explain each of its phases:
Characteristic (features)
In this…
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