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Sales Techniques - 5 Winning StylesWhy is it that some sales professionals are much more successful at selling than others? Often this success can't be attributed to better education or training but something less obvious. Putting a 'label' on a behaviour or approach can help identify development gaps and focus future training to increase the performance of each sales professional. Recent research has identified five different selling styles. To make the grade, sales professionals need to use at least three of these styles. To be highly successful, sales professionals should use all five styles.
Five Sales Styles A recent study of sales professional in the medical arena has revealed five primary selling styles:
The Relationship Selling Style:
This style is all about cultivating a close, personal rapport with the prospects and customers. Relationship sellers are known for their friendliness and outgoing personalities.
The Technical Problem-Solving Style:
Sales professionals who are experts on their products and are able to educate their audience on the details of their offerings are practitioners of the Technical Problem-Solving style. These individuals tend to be quite analytical, and they excel at establishing technical credibility in front of their prospects.
The Account Servicing Style:
Sales professionals who use this selling style focus on keeping existing customers happy while asking for more business. This service-minded style is built upon a foundation of responsiveness, proactive follow-up, and a strong commitment to doing what is right for physicians and their patients.
The Assertive Style:
Assertive style sales professionals sell through strength of personality. Strong assertive style reps typically bring that difficult-to-train, "fire in the belly" approach to the work. They are extremely competitive, self-assured, intense, and assertive.
The Business Partnering Style:
Sales professionals who establish a business consulting relationship with their customers employ this style. Business Partners understand strategic issues and market conditions that influence business practices. They excel in helping their customers "grow" their businesses. Successful business partners display excellent big-picture thinking skills, market knowledge, persuasive communication capabilities, and creativity.
Which Styles Work Best?
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