5 Selling Approach That Land You More Sales Than Traditional Sales Approach

5 Selling Approach That Land You More Sales Than Traditional Sales Approach


It's not my intention to spell out the difference between what I refer to as new approach to selling and traditional selling. It's my intention to share 5 tips (for now) on how to land more sales in today's selling environment compared to 10 years ago.
1. Know all that you possibly can about your customers
It has been a firm believe of mine, and I had personal experience with putting knowledge of customers more than product or services, land me more sales. Not only that, the sales last a lot longer too. Not a bad side effect if you asked me.
2. Know relevant product or service to offer
The tendency for beginners (and some veterans) sales reps are to use the "spray and pray" approach. Their purpose seem to be to let what they know off their chest, and by doing so they invalidate their customers' situation and need. No two customers are created equal.
3. Being overly concerned with what competitors do
And what's not so good about this approach? Every solutions look and feel the same. Then the price war starts. More "me too" products come into the market with very little value added features and benefits. The market literally transform into products' wasteland.
4. Not putting marketing first, selling second
Salespeolples only concerned themselves with selling tactics and strategies. They forget that selling is just the extension of marketing. Marketing on the other hand has the tendency to look at selling as "be all, end all" strategy. To land more sales, more balance activities between marketing and selling is needed. But marketing must come first. Put the horse before the cart.
5. Thinking that technology solves everything
Having the whole team of salespersons equipped to boot with technology is not the answer to declining sales numbers. Some companies think technology solves problem in sales, and at the same time, many more less "technology savvy" companies are killing it in the market.
I hope these tips can stimulate your brain cells to think up of more ways to land more sales in today's marketplace. The traditional selling is all good and well but to move forward, it is not sufficient.