Different selling styles
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 we have listed some tips and suggestions for current pro-active sales professionals and those who wish to be that can help them achieve a good sales performance.
- Be open-minded. Ask yourself “Am I stuck in one way of selling, e.g. client – centered selling, or am I open to alternative ways of selling?”
- Observe. Try to watch various approaches to selling in action. Watch your colleagues, even those you don’t agree with.
- Learn. Are you doing the hard work only to have your competitors intrude and steal your client? If so, objectively review your approach to selling and watch how other salespeople work – even your competitors.
- Join. Consider joining industry or professional sales groups where you have access to both colleagues and competitors.
- Be aware. Believe only a portion of the claims you read on the web or hear at industry conventions or sales conferences. Sales Managers should believe even less.
- Disclose. You are a professional salesperson. For some salespeople, especially those indoctrinated into the soft-sell persuasion, forthright disclosure may not be easy. So practice. Rehearse how you might actually sound disclosing that you are in sales in a friendly but honest way to prospecting buyers.
- Remember. Prospects are opportunities not potential opponents, or people to be feared.
- Time yourself. Look to your sales cycles. Are they longer than your competitors? That’s one of the most obvious signs of rigid soft-selling. Is your selling style artificially extending your sales cycle?
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.
Please contact us if you are interested in the test, a workshop in selling style or an accreditation in Selling Styles.