TOP 7 effective sales methods for businesses

Sales is an important activity that helps bring revenue and profits to businesses. So is there any method to help businesses sell effectively? In the article below, let's learn with 1C Vietnam 7 effective and professional sales methods !

1. What is the sales method?

Sales Methodology is the principles, styles or techniques of approaching customers when selling products. A specific sales methodology provides guidance and a framework for salespeople on how to approach customers, identify their needs, and take steps to close the deal. On the sales journey, this method serves as a guide to identify each step that needs to be taken.

2. 7 most commonly applied effective sales methods

Below are 7 effective sales methods that businesses can apply to their sales strategy to achieve business success:

2.1. SPIN sales method

The SPIN sales method is an approach that helps direct questions to important issues in conversations with customers. SPIN represents four types of questions that help identify a prospect's needs and link those needs to a company's products.

• S - Situation questions: Helps collect information about customers and understand their daily lives before mentioning the product.
• P - Problem question: Used to capture the problems customers are facing and what motivates them to seek alternative or improved solutions.
• I - Implication question: Psychological impact by pointing out the consequences of the problem the customer is facing. This creates an opportunity to link the product's advantages to the customer's immediate needs.
• N - Need payoff question: End the conversation with indirect marketing and promote the customer's ability to purchase. This question helps outline the benefits and transaction value of the customer's problem.

The SPIN sales method is very suitable when the business product is an urgent service, a management platform or provides financial and management solutions.

2.2. Challenging sales method Challenge Sales

Challenge Sales method is applied to reach customers and provide the solution they are looking for.

The specialty of this effective sales method is its focus on adapting the sales process to the customer's needs and controlling the conversation. This helps create solutions that suit the customer's economic situation.

2.3. Solution Selling method of selling solutions

Solution Selling is when a business clearly understands the customer's needs and highlights why the business's product is the perfect solution.

This method includes 6 steps:

• Prepare: Research to understand the client's biggest problems before the first meeting.
• Diagnose: Ask questions to find key problems and limitations in the customer's process.
• Probing: Find out whether customers are interested and capable of making a decision about what your business offers.
• Knowledge: Provide detailed information about product benefits and use specific customer data to create business solutions.
• Solution: Specific instructions on how to implement the solution so that customers achieve the desired results.
• Post-purchase care: Requires time and effort to take care of customers after purchase, to maintain relationships and larger transactions.

2.4. SNAP sales method

SNAP Selling is an effective selling method known as "Selling for Busy Customers". This method recognizes that the majority of buyers lead busy lives, so they have little time for complex sales processes. SNAP Selling focuses on the philosophy "Keep it simple - Keep things simple" by simplifying the outreach and sales process.

SNAP stands for 4 main elements in this method, including:

• Keep it simple: Simplify the proposal and sales process for buyers.
• Be valuable: Build trust and confidence with customers.
• Always align: Always align with customers' goals, challenges and needs.
• Raise priorities: Focus on the most important or valuable things of customers.

2.5. Sandler sales approach

Sandler Selling System focuses on the "win-win" relationship between businesses and customers during the transaction process.

This method focuses on communication activities and if the salesperson feels the customer is not suitable, they will choose to ignore that customer instead of trying to sell the product at all costs.

Sandler Selling System consists of three stages, in which each stage is an interactive process between sales staff and potential customers:

• Building and maintaining relationships: Focus on building a companion strategy, becoming a companion and solving customer problems.
• Prepare opportunities: Determine the fit between the business's solution and the customer's problem, as well as the financial factors and decisions of the decision maker.
• Closing the deal: This stage occurs when the potential customer has gone through the suitability assessment process. If it is beneficial for both parties, the salesperson will persuade them based on what they expect and hope to receive.

2.6. Conceptual Selling sales method based on customer perception

Conceptual Selling (Sales method based on customer awareness) is a famous strategy with the philosophy that customers open their wallets to buy the solutions that the business's products bring, not just buy the products. there.

Instead of just focusing on promoting the product, this sales method emphasizes the salesperson first understanding the potential customer's perception of the product. This sales strategy helps businesses gather information and find the right solution for their customers.

2.7. Relationship Selling Method

The Relationship Selling sales method focuses on building good relationships with buyers. This requires dedication, listening and sincere advice from the sales staff.

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To effectively use this method, a specific sales strategy is needed. Contact and communication between sales staff and potential customers should take place on every touch point (TouchPoint).

Important techniques in the Relationship Selling sales method include:

• Likeable: Salespeople need to build a good and respectful relationship with customers and explain specifically what customers might be confused about.
• Intimacy: Salespeople need to look out for the customer's best interests and understand their needs, while creating a relationship of trust.
• Empathy: Salespeople need to put themselves in the customer's shoes and understand their situations and concerns, but at the same time must remain trustworthy and not let the customer doubt their empathy. me.
• Honest and realistic: Honesty is an important factor in a sales relationship. Salespeople need to keep their word and create trust with customers.

Thus, 1C Vietnam has suggested to businesses the top 7 effective sales methods . Applying these methods will help businesses achieve optimal business performance and improve sales activities. Don't forget to follow other content on 1C Vietnam's website to update useful information about sales management and business operations!