As we know, the world cannot live without selling. Yes, we can live without the internet and smartphones but ultimately someone must sell something for the ball to start rolling.
Selling is defined as the offering to exchange an item of value for a different item. The original item of value being offered may be either tangible or intangible. The second item being exchanged must be seen by the seller as being of equal or greater value than that being offered for sale, otherwise there is no exchange. Of course the second item are mostly money but it can also be another item, tangible or intangible. If you sell something in exchange for something other than money, it is called barter trade.
The 7 most common types of selling that we teach in our sales courses include Attraction Selling, Team Selling, Consultative Selling, Relationship Selling, Action Selling, Hard or Push Selling and Heart Selling
1. Attraction Selling
This is often called Magnetic Selling, Zero Resistance Selling, Pull Selling or Selling Ice to the Eskimos. It simply means that the seller does not go after buyers but instead attracts or pulls them toward him. Those selling a special good or service where the value cannot be determined easily, like professional services, consultancy or training, often use Attraction Selling. The advantage is that the seller is seen as more desirable as the buyer approaches him instead. The drawback of attraction selling is that it can lead to slow or uneven business flow.
2. Team Selling
Here instead of one person selling, the vendor uses a team to sell. The team comprises of people from sales, sales support, management, administration, technical support, finance and even the experts from research and development departments.
The Amercian Society for Training and Development ASTD said that Team Selling is a holistic business system that will effectively develop, manage, enable, and execute a mutually beneficial, interpersonal exchange of goods and/or services for equitable value.
3. Consultative Selling
This is another name for Problem Solving Selling or Solution Selling, where the salesperson will seek out the problems (implicit and explicit) of the prospect and ties what he sells to the problems. The most common approach in Consultative Selling is SPIN, which stands for Situation, Problem, Implications and Needs/Payoff. We have a course Successful Selling Strategies that teaches this approach.
4. Relationship Selling
Sales is based on relationships, which can be personal relationships or through referrals. Multi-level marketing, insurance, direct selling and real estate selling are all based on Relationship selling. The highest level is Guanxi Selling, where selling is based purely on intimate relationship or guanxi in Chinese
5. Action Selling
Founded in 1990, Action Selling has dramatically increased sales productivity for more than 3,000 companies and over 350,000 salespeople worldwide through Action Selling Sales Training and Sales Certification Programs. Headquartered in Minneapolis, USA, Action Selling is internationally known for its strong intellectual property and excellence as a strategic sales training solution and resource. Action Selling creates a culture of sustained business growth in any industry through its research-proven selling process; an easy-to-follow road map that shows salespeople how and when to use the five critical selling skills that have been proven to drive sales success. When used, these skills consistently win the sale, shorten sales cycles, protect margins and cultivate loyal customers.
6. Hard or Push Selling
As the name implies, Hard Selling or Push Selling is used when the customer is uncertain and needs a good push to close the sale. It is not to be confused with Manipulative Selling, which is to manipulate and cheat the customer to get the sale. Hard or Push Selling is not unethical too, and when work with Targeted Selling, Hard Selling is a very effective tool to get the sale as it saves time, team and money.
7. Heart Selling
The focus in Heart Selling is on Connections and how the prospect's heart is touched and moved by the sellers's sincerity, conviction and emotions. Heart Selling is used in charity fundraising and in situations where the seller is desperate to close the sale. If used effectively, Heart Selling brings in long term customers because the vendor has to establish a very deep connection with the buyer and creates a cult-like structure that nothing can replace the vendor. In fact Apple, Coca-Cola and McDonalds' represent the best examples of Heart Selling. Who can resist affairs of the heart as it is the heart that makes us act?
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