Business

7 Effective Sales Approaches For Sales Professionals

Jai Bhatt

As every sales professional has their own sales approach to work with. It’s often a matter of discussion as to which sales approach will give more effective results. Since the response to this question varies and there’s no hard and fast rule, it’s important to use a sales approach that allows you to meet your goals and also understands your needs and wants. 

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Since each sales approach has its unique benefits, let’s take a look at seven effective sales approaches which you can implement in your organization.

Premium sales approach

The premium sales approach uses a promotional or giveaway method to reach out to customers. Here, the aim is to create excitement around your brand or product by offering a giveaway or promotional item. This also removes any doubt or uncertainty that the buyers can have while making a buying decision. 

While using a premium sales approach, you can offer a discount, a gift card, or any item that has some connection to the product. 

The premium sales approach can be applied to both B2B and B2C companies. 

Once the customer shows interest in your premium sales approach, then you can talk to them, answer their queries and help them to move further into the sales approach.

Product sales approach

You can use the product sales approach when the customer is eager to buy the product, but they are still unsure or have some lingering doubts about the product. By using the product sales approach, you can remove any doubt your customers may have and help them to make the decision more easily. 

You can answer their questions by offering a free trial or showing them the product demonstration. It helps customers to understand what value your product can offer and also allows you to build credibility.

Network sales approach

It doesn’t matter in whichever area you’re working in, networking and building connections are worth every effort. As networking opens new doors and opportunities, you can make use of the network sales approach and turn those opportunities into leads. 

You can strategically make a list of contacts that you wanna work with, and see whether you can provide them with any value and convert them into leads, and referrals or connect you with a resource of leads.

Prescriptive sales approach

The prescriptive sales approach uses the method of providing all the information that is considered necessary for customers to make a buying decision.

You can use a prescriptive sales approach by:

  • Make sure that your customer has access to case studies, brochures, and testimonials.
  • Give your customers enough time to consider every possible alternative.
  • Making any adjustments to meet the customer’s demands.

Often using a prescriptive sales approach results in more sales as it helps in removing any roadblocks, eliminates confusion, and shows sales reps as being proactive in their jobs. 

You can easily apply the prescriptive sales approach in both sales conversation and marketing content as well as in all the stages of the buyer’s journey.

MEDDIC selling approach

The MEDDIC selling approach emphasizes finding the right customers for your business. The kind of quality leads that are interested in doing business with you and only need little effort to convert into customers. 

The MEDDIC selling approach works best for enterprise businesses where the sales team focuses on finding the right profitable customers so that they don’t lose any opportunities.

MEDDIC stands for:

  • Metrics: what does your revenue number look like?
  • Economic buyer: who’s your ideal customer?
  • Decision criteria: what protocols do you follow to choose the right customer?
  • Decision process: what are the different stages in the buyer journey?
  • Identify pain: what happens when your customers take a long time to make a decision?
  • Champion: who is taking the lead?

Conceptual selling approach

Conceptual selling focuses on selling a concept to the customer rather than a product. You need to figure out the concept of the product and pitch it accordingly to your customers. To do so, you can ask questions that revolve around:

  • Finding new information revolving around the product.
  • Identifying the customer’s needs.
  • Find out what pain points your product solves.
  • Figuring out any doubt your customer has related to the product.

Solution selling approach

Solution selling is one of the common sales approaches. Here, sales reps focus on figuring out their customers’ problems and understanding how their product can solve those particular issues. 

The solution selling approach allows you to create customizable solutions for your buyer’s needs. 

You can use any or a combination of sales approaches depending upon your requirements and goals. Make sure to test each sales approval before implementing them into your sales process. Let us know in the comments below what kind of sales approval process you’re using for your organization.