In a world that is time starved and in which everyone is glued to their devices, the question surrounding selling techniques is an important one.
I have read several articles lately that suggest we may have come full circle with the preference being to undertake a more aggressive sales/close approach as second and third meetings are often harder to secure due to time constraints.
Having spent the last 10 years of my career in media sales I have always found that the consultative approach was far more successful.
That’s not to say that some circumstances require a quicker more aggressive close but in the long term the practice of building relationships even if it meant losing the odd sale here and there was far more beneficial and productive.
Understanding that not all products and services require this approach, it is still important to understand that all sales pitches should be focused on solving the customer’s problem.
Regardless of the approach you take, it is vitally important that you have done your research and have a solution for your client’s problem.
Solution based selling that is backed up by research and presented in a highly impactful manner is a great road map to a quick close if taking the time to build a longer term relationship is not viable.
Which sales approach do you prefer?