Effective Selling Styles as per Customer Need

Salespeople sometimes feel that ‘selling is selling’. There is one set of skills that meet all requirements. That is certainly not the case.

In this course we identify four different selling processes which lie at the heart of professional selling.  The course highlights the current selling model of the organisation and its ideal selling model. It allows you to understand the weaknesses of your current sales processes and to define the ideal.

The selling styles are dependent on categorisation of ‘needs’.

Needs can be categorised into a) Recognised Needs b) Unrecognised Needs

Recognised Needs Selling

’Recognised needs selling’ asks the prospect for his or her needs and then tries to address them. It is essentially reactive. In this case prospects know ‘what to buy’ and are in the process of deciding ‘from whom to buy’. The prospects recognise their needs and

Unrecognised Needs Selling

‘Unrecognised needs selling’ is an attempt by the sales person to add value by bringing something new to the sale. In this case, prospects have a ‘recognised problem’ but have an ‘unrecognised need’. Salesperson needs to create a need to respond to their ‘recognised problem’.

Learning Outcomes

By the end of the course you will:

• Identify and understand four different selling styles.

• Clearly differentiate between recognised and unrecognised needs.

• Understand the advantages and disadvantages of recognised and unrecognised needs.

• Detect any differences between your current selling model and the ideal one.

• Adopt the behaviour and selling style most appropriate in different sales circumstances.

To Know More About Effective Selling Process please visit: http://www.as-sa.co.uk/course/How+to+Define+the+Right+Sales+Model_31