The unspoken mantra of the technique T-based sales force is: “If you are smart enough the client will by!”
Things then moved onto a relationship-based sales approach. How many ways can you build rapport and deepen the client relationship? You would invite the potential client to dinner at your house or sponsor a box at a sporting event. And while it is true that people do business with people they like, it’s no longer a guarantee for business success.
The unspoken mantra of the relationship R-based sales force is: “If they like you enough they will do business with you!”
Eventually, the selling process needs to move from off the shelf solutions to bespoke solutions. This is where the diagnostic selling approach is centred. Essentially it’s about becoming less presumptive and taking the time to truly understand the needs, wants and concerns of the people you hope to do business with. The questioning involved no doubt lengthens the decision making lead time, but it also strengthens the provider – client bond.
The unspoken mantra of the diagnostic D-based sales force is: “If we ask enough questions the client will buy!”
These three sale force platforms are essentially exploring what you can do to affect sales. They are seller-centric. There is an emerging fourth strategy that is to move from convincing the client you have what they need to standing in conviction around what you do and why it matters.
Conviction based selling is built around the unspoken mantra: “If we have what you require you will buy it!”