SSPA - Selling Styles
In our research of over 300 000 salespeople and how they acted when it comes to their sales-presentation we found six different selling styles. They are like six walkie-talkie channels. If the customer listening on Channel 5 and you sell through channels 1 and 2 as that is the way you were trained, you don´t get any order. Our findings show that you need to sell on the same channel as the customer. That is maybe why all sales manager who bought one of our trainers have the same selling style as the trainer.
Styles
Calls a day
The test can predict if a salesperson will perform the necessary tasks, such as making 75 calls a day or conducting 20 business meetings a week.
Very short about the six different selling styles as they all have their advantages and shortage. They also need different coaching to be happy and produce so you, as a coach, need to know what selling styles a person has when you coach them. If you want to get results in increased sales of course.
Service-Oriented Selling™ (S-O-S™)
This selling style is likely to emphasize personal dependability, meeting obligations, fulfilling or exceeding client expectations and, most of all, keeping commitments.
Competition-Oriented Selling™ (C-O-S™)
This selling style is likely to be organized around persuasion and direct interpersonal “Influencing.”
Image-Oriented Selling™ (I-O-S™)
This selling style comprises behaviors involved in “merchandising” and “packaging” a professional self-image.
Need-Oriented Selling™ (N-O-S™)
Product-Oriented Selling™ (P-O-S™)
Rapport-Oriented Selling™ (R-O-S™)
This selling style emphasizes the interpersonal elements of the sales process – especially those that are thought to facilitate the development of rapport, caring and trust.
Benefits and practical applications
A pro-sales orientation is not associated with or attributable to any particular means, manner or method of selling. Ethically grounded salespeople are forthright salespeople. They do not cloak their intent and they do not have to apologize for who they are or what they do – regardless of their selling style.
Salespeople should be encouraged to adopt a flexible array of styles, not just one, so they can adapt to the communication needs of a variety of prospective buyers.
Please contact us if you are interested in the test, a workshop in selling style or an accreditation in Selling Styles.
Why not try?
Once you learn how to quickly and accurately adopt your selling style you will be able to close more sales in less time.
