Selling has evolved over time and people people found new sales techniques suitable for different businesses, products and customers.
Not all sales require same set of skills. Depending on the type of sale, you may provide sales training to your sales people to develop the right set of skills they need to sell better.
Transactional Selling
Transactional selling is the lowest form of selling. A customer approach a business and asks the price for a product or service and the salesman tell them the rate. Then the customer asks for discount and salesman agrees 10% discount.
This is the kind of sale that happen in most retail shops. In this case, the sales man doesn't need to much sales skills.
Feature Selling
Imagine a customer wants comes to an electronics and shop and want to buy a TV. The salesman would ask for the features customer interested in and budget. Based on the response from the customer, salesman suggests a product and speaks about the features of the product.
Value Selling
Salesmen with value selling skills are more successful in their field. They are able to convince their leads with the value of the products they sell and persuade them to buy it. If you have seen The Wolf of Wall Street, you know what is value selling. The sales man successfully convinces the clients with the values the product going to bring.
Consultative Selling
One of the most challenging aspect of selling is people generally don't trust salespeople. Consultative selling address this issue. It's all about building connection with clients and earning their trust. In the conversation, the salesman would suggest many products or services offered by other companies to give an impression that the salesman is actually trying to help.
