How Sales Techniques Have Changed

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How Sales Techniques Have Changed

Are you using the same sales

techniques that you just years ago?

Buying and selling are understood to be two sides of the same “coin” or transaction. Both seller and buyer engage in a process of negotiation to consummate the exchange of values. The exchange, or selling, process has implied rules and identifiable stages.

How Sales Techniques Have Changed

Throughout the history the

way people convince others of

buying their products has

changed, it has evolved.

How Sales Techniques Have Changed

The Feature-Advantage-Benefit (FAB) selling technique involves presenting how the features, the characteristics of a product or service support the benefits that the other party, the buyer gains. It’s just that simple and not any

more complicated.

How Sales Techniques Have Changed

How Sales Techniques Have Changed

As Lee R. Van Vechten

says:

“Because it has…..FEATURE You will be able to…..ADVANTAGE What that means to you is…..BENEFIT”

Another selling technique that appeared in the wave of innovations is Solutions

Selling.

How Sales Techniques Have Changed

Solution selling appeared shortly thereafter of the FAB selling technique. Rather than just promoting an existing product, the salesperson focuses on the customer’s pains and needs and addresses the issue with his or her offerings (product and services). The resolution of the pain is what

constitutes a “solution”.

How Sales Techniques Have Changed

The latest trend is the selling market is called Insight Selling. Until recently, customers seeking business solutions had to ask suppliers for guidance early in the purchasing process, because crucial information wasn’t available anywhere else. But today customers are better

informed than ever before.

How Sales Techniques Have Changed

How Sales Techniques Have Changed

The world is changing at a very fast rate. Hundreds of years ago people used to buy what the seller said they needed.

What we need is someone to tell

us how to get what we want.

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