Different selling styles
Do you know what your selling style is? Do you want to adopt different selling styles in your organization and improve sales performance in your department?
In our research of over 300 000 salespeople and how they acted when it come to their sales-presentation we found six different selling styles. They are like six walkie-talkie channels. If the customer listening on Channel 5 and you sell through channel 1 and 2 as that is the way -you were trained, you don´t get any order. Our findings show that you need to sell on the same channel as the customer. That is maybe why all sales manager that bought one of our trainers have the same selling style as the trainer.
Very short about the six different selling styles as they all have their advantages and shortage. They also need different coaching to be happy and produce so you as a coach need to know what selling styles a person has when you coach them. If you want to get results in increased sales of course.
Service-Oriented Selling™ (S-O-S™)
This selling style is likely to emphasize personal dependability, meeting obligations, fulfilling or exceeding client expectations and, most of all, keeping commitments.
Competition-Oriented Selling™ (C-O-S™)
This selling style is likely to be organized around persuasion and direct interpersonal “Influencing.”
Image-Oriented Selling™ (I-O-S™)
This selling style comprises behaviors involved in “merchandising” and “packaging” a professional self-image.
Need-Oriented Selling™ (N-O-S™)
This selling style focuses on discovering existing client needs that can be filled by the product or service being sold, rather than creating need in the client.
Product-Oriented Selling™ (P-O-S™)
This selling style is likely to be arranged around describing, outlining, explaining and detailing product features and benefits.
Rapport-Oriented Selling™ (R-O-S™)
This selling style emphasizes the interpersonal elements of the sales process – especially those that are thought to facilitate the development of rapport, caring and trust.
A pro-sales orientation is not associated with or attributable to any particular means, manner or method of selling. Ethically grounded salespeople are forthright salespeople. They do not cloak their intent and they do not have to apologize for who they are or what they do – regardless of their selling style.
Salespeople should be encouraged to adopt a flexible array of styles, not just one, so they can adapt to the communication needs of a variety of prospective buyers.
Below you will find a sample report of Selling Styles Profile Analysis.