sales_profession

Sales techniques

The term sales techniques indicate all the methods used by sales professionals during a sales negotiation. Ultimate goal of selling techniques and closing the deal by selling a product or a service. The sales techniques that can

The term sales techniques indicate all the methods used by sales professionals during a sales negotiation. Ultimate goal of selling techniques and closing the deal by selling a product or a service.

The sales techniques that can be used during a negotiation are varied and numerous, almost all of U.S. origin, but to simplify be divided into two categories, the techniques that aim to steal the customer’s needs and provide suitable solutions and techniques that have the sole purpose of selling an item or service ignoring needs, needs and desires of the customer.


Although useful and valuable sales techniques should not affect the spontaneity of the relationship with the customer, so it is useful to know and use those techniques having the foresight to shape depending on the personality of the client with whom we are related.

The following briefly expose some of the best-known sales techniques.

AIDA, this term is an abbreviation of some words that should guide the seller during negotiations.

A: Attention

I: Interest

Q: Desire

A: Action

With these four simple points, the ‘AIDA aims right at the close of the sale. For A = attention is the ability of the seller to get the attention of the customer, after getting the attention, the seller should be able to arouse interest. To create interest in the client should not focus on the product, but the benefits it can produce; it must be shown “how” that product or service meets a need. In the third stage of AIDA we talk about desire, in fact, at this point, it should incite the desire by consumers to have that particular product, and enjoy all the benefits offered in our proposal. Fourth and final phase is the action at this stage is necessary to push the buyer to ‘buying and using tactical communications. Recently, the classical AIDA selling technique has added a S (AIDAS) which stands for satisfaction, because a satisfied customer is a person that ends with you new business, speak well of you and your product will bring potential new buyers.

Spin, Spin Selling method is another technique for widespread sale. The spin comes from selling research-intensive developed by Neil Rackham and his company the “Huthwaite. His research has been carried out by analyzing approximately 35,000 sales negotiations, and demonstrates that the sale is not overwhelming the customer with torrents of words, but simply asking the right questions to potential clients.

The SPIN technique there is 4 types of questions:

S: Situation Questions

P: Problem Questions

I: Implication Questions

N: Need-payoff questions

For “Situation questions” are all questions put to those ‘buyer to understand the current situation, then the question is asked to Problem’ buyer to focus on ‘possible discomfort that is trying and trying to clarify the problem in this will identify the needs implied buyer. The Implication question aimed at involving the buyer amplifying the current negative situation before showing their possible solutions, so we will try to increase the customer’s desire for “change” by buying a solution to the problem.

With need-payoff questions you ask the customer to state explicitly what are his real needs and then be able to obtain such benefits by opting for one of the solutions that you proposed.

Usually the biggest sellers remain for most of the time on the customer’s problem and the inconvenience that this entails, only then introduce the solution, the product or service that will give a benefit to the customer.

Although this sale is to be effective must be planned in detail, you should be very familiar with the product and above all situations in which your solution offers a real benefit. Before you ask a question you need to know the possible answer.

Other marketing techniques are frequently used in active listening and consulting the sale, the first refers to assertive behavior held by the seller during the negotiation and emotional involvement of the client. The second one, refers to a negotiation which has as its primary goal of customer satisfaction, therefore, the seller will first try to understand what the real needs of the customer and then offer an appropriate solution. The sale advisory emphasizes the professionalism of the seller who does not “sell”, but “recommended” the customer, creating a relationship of trust and respect sustainable and profitable.

Techniques mentioned we can add many others: strategic sale, sale collaborative, creative selling, etc.. etc.., but instead extend the description of the various methods of selling, we want to highlight the fact that there are no perfect techniques to sell, the understanding and study of sales techniques is only useful if you can fit the product to your personality and above to your customers.

Only a preparation and a constant schedule of work may lead you to achieve your goals.

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