I’m sure we all heard that “more is better" and it often takes centre stage. More calls, more emails, more pitches – all in the pursuit of closing that deal. However, there's a subtle art to sales that goes beyond the numbers game. It's about understanding that not everyone responds well to a hard sell, and sometimes, a softer approach can take you much further.
The Downsides of A Hard Sell- Pushing Too Hard: While persistence is key in sales, pushing too hard can have the opposite effect. Customers can feel overwhelmed and turned off by aggressive sales tactics.
- Losing Trust: Building trust is essential in sales. When you push too hard, you risk damaging the trust you've worked so hard to build with your customers.
- Missing Opportunities: A hard sell approach can be one-size-fits-all, missing the opportunity to tailor your pitch to the specific needs and preferences of each customer.
The Power of the Soft Sell- Building Relationships: Soft sales focus on building relationships rather than just closing deals. By taking the time to understand your customer's needs and preferences, you can build a stronger, more lasting relationship.
- Earning Trust: Soft sales earn trust by being authentic, transparent, and focused on providing value to the customer. This trust can lead to repeat business and referrals.
- Creating Value: Soft sales emphasize creating value for the customer. By showing how your product or service can solve their problems or improve their lives, you can create a win-win situation for both parties.
Tips for a Soft Sales Approach- Listen More, Talk Less: Take the time to listen to your customer's needs and concerns. This will help you tailor your pitch to address their specific pain points.
- Be Authentic: Customers appreciate authenticity. Be genuine in your interactions and focus on building a real connection with your customers.
- Provide Value: Show customers the value of your product or service. How will it benefit them? How will it make their life easier or better?
- Follow Up with Care: Follow up with customers regularly, but do so with care. Respect their time and space, and always provide value in your communications.
While the hard sell has its time and place, the soft sell approach can often take you much further in building lasting relationships with your customers. By focusing on building trust, providing value, and being authentic in your interactions, you can increase your chances of closing deals effectively and creating long-term success in sales.
