GUIDE) Personal selling: persuade your clients more and better
Posted: Thu Dec 05, 2024 9:10 am
Personal selling is a sales strategy in which a salesperson meets a customer in person with the goal of closing a deal.
It's like a personal point of sale : it provides the solutions that the client needs, at the right time and place. And best of all: it's effective!
To give you an idea, 85% of consumers would likely make a purchase after participating in face-to-face events and experiences. Of course, this includes a personal sales appointment.
If you want to take advantage of this yemen email address sales trend and make yourself present to your potential customers , we have you covered. In this article you will learn:
Personal selling is a type of selling in which the sales representative meets the customer in person. Also known as face-to-face selling or personal selling , it is a technique that requires a great understanding of the consumer's needs and their mental triggers , as well as excellent active listening and persuasive skills.
Once you know what personal selling is, it's easier to understand its main features. Check it out!
1. It happens in person
As the name suggests, personal selling happens in person. This is one of the characteristics of personal selling that you need to keep in mind, especially in a situation like the COVID-19 pandemic . With restrictions and health risks, it is necessary to consider whether it is really worth it (or even allowed!) to meet with other people in a physical office.
Are you ready to have a personal point of sale? Read: Pre-sale: what is it, how does it work and what are its advantages?
2. Assume potential customers
If you were a salesperson, would you show up at a random person's door offering a product they've never heard of? Probably not. Before you deliver a sales pitch , you need to have signs that the person is interested in your offer.
A reply to your email, a content download, a demo request, or a free trial are just examples of interest. Keep these in mind before scheduling a personal sales meeting!
Do you want to deepen your knowledge of the characteristics of personal selling? Read: How to attract potential clients with 4 golden tips
3. Requires extensive knowledge about the product
According to recent research , retailers with strong brand expertise sell 87% more than their peers . Technical knowledge of the product or service you sell is critical to supporting your argument.
However, in personal selling it is important to know how to balance specific data with a speech that emotionally connects to the potential client's problem.
Want practical tips to perfect your personal selling skills? Read: How to Promote a Product: 15 Strategies to Boost Your Brand .
4. It is highly intersubjective
In a personal sale, you only have 27 seconds to make a good first impression . This suggests that the negotiation experience is highly intersubjective and the way you present yourself can influence the outcome of the meeting with the client.
The tone of your voice, the choice of words, the clothes you wear, the smell of your perfume… All of these elements can make or break your chances of successfully closing a deal.
Take advantage of this and other characteristics of personal selling by reading: Humanizing the brand: what is it and why is it so important?
What are the types of personal selling?
So far, you have seen what personal selling is and what its characteristics are. But do you know what types you have at your disposal to persuade more and better ?
Situation-Oriented Personal Selling
In situation-driven personal selling, the sales representative has a detailed, prescribed script. In this document, the company specifies what to say in dozens of situations with a potential customer.
The goal of situation-oriented personal selling is to prepare the salesperson to act in a variety of contexts, standardizing the treatment of people and speeding up the closing of deals. However, it is a technique that runs the risk of becoming robotic.
You may be interested in reading: Sales script: what it is and how to make a sales speech
Goal-oriented personal selling
In goal-driven personal selling , the sales script is more flexible. Instead of trying to map out every situation the salesperson might face, this type of personal selling simply defines the objectives for each type of transaction.
This allows salespeople to express their personality and add their special touch, making the conversation sound more natural and authentic .
Feeling inspired by personal selling? Learn how to create a sales strategy with 5 tips that work .
Hybrid Personal Selling
In personal selling, it is still possible to combine the two models: situation + objectives. Without too much flexibility or too much restriction, this type of script provides a variety of conversation options. That way, sales reps can select the option they feel comfortable with.
What are the benefits of personal selling?
With the definition, types and characteristics of personal selling, you may be wondering: what are the benefits of this technique? Reflect on the following points…
1. Detailed explanation about the product
According to a survey by Think With Google , 53% of shoppers always conduct online research before purchasing to ensure they are making the best possible decision. With a personal sale, you have the chance to present your product or service in detail — and, if appropriate, give a demonstration.
It's like a personal point of sale : it provides the solutions that the client needs, at the right time and place. And best of all: it's effective!
To give you an idea, 85% of consumers would likely make a purchase after participating in face-to-face events and experiences. Of course, this includes a personal sales appointment.
If you want to take advantage of this yemen email address sales trend and make yourself present to your potential customers , we have you covered. In this article you will learn:
Personal selling is a type of selling in which the sales representative meets the customer in person. Also known as face-to-face selling or personal selling , it is a technique that requires a great understanding of the consumer's needs and their mental triggers , as well as excellent active listening and persuasive skills.
Once you know what personal selling is, it's easier to understand its main features. Check it out!
1. It happens in person
As the name suggests, personal selling happens in person. This is one of the characteristics of personal selling that you need to keep in mind, especially in a situation like the COVID-19 pandemic . With restrictions and health risks, it is necessary to consider whether it is really worth it (or even allowed!) to meet with other people in a physical office.
Are you ready to have a personal point of sale? Read: Pre-sale: what is it, how does it work and what are its advantages?
2. Assume potential customers
If you were a salesperson, would you show up at a random person's door offering a product they've never heard of? Probably not. Before you deliver a sales pitch , you need to have signs that the person is interested in your offer.
A reply to your email, a content download, a demo request, or a free trial are just examples of interest. Keep these in mind before scheduling a personal sales meeting!
Do you want to deepen your knowledge of the characteristics of personal selling? Read: How to attract potential clients with 4 golden tips
3. Requires extensive knowledge about the product
According to recent research , retailers with strong brand expertise sell 87% more than their peers . Technical knowledge of the product or service you sell is critical to supporting your argument.
However, in personal selling it is important to know how to balance specific data with a speech that emotionally connects to the potential client's problem.
Want practical tips to perfect your personal selling skills? Read: How to Promote a Product: 15 Strategies to Boost Your Brand .
4. It is highly intersubjective
In a personal sale, you only have 27 seconds to make a good first impression . This suggests that the negotiation experience is highly intersubjective and the way you present yourself can influence the outcome of the meeting with the client.
The tone of your voice, the choice of words, the clothes you wear, the smell of your perfume… All of these elements can make or break your chances of successfully closing a deal.
Take advantage of this and other characteristics of personal selling by reading: Humanizing the brand: what is it and why is it so important?
What are the types of personal selling?
So far, you have seen what personal selling is and what its characteristics are. But do you know what types you have at your disposal to persuade more and better ?
Situation-Oriented Personal Selling
In situation-driven personal selling, the sales representative has a detailed, prescribed script. In this document, the company specifies what to say in dozens of situations with a potential customer.
The goal of situation-oriented personal selling is to prepare the salesperson to act in a variety of contexts, standardizing the treatment of people and speeding up the closing of deals. However, it is a technique that runs the risk of becoming robotic.
You may be interested in reading: Sales script: what it is and how to make a sales speech
Goal-oriented personal selling
In goal-driven personal selling , the sales script is more flexible. Instead of trying to map out every situation the salesperson might face, this type of personal selling simply defines the objectives for each type of transaction.
This allows salespeople to express their personality and add their special touch, making the conversation sound more natural and authentic .
Feeling inspired by personal selling? Learn how to create a sales strategy with 5 tips that work .
Hybrid Personal Selling
In personal selling, it is still possible to combine the two models: situation + objectives. Without too much flexibility or too much restriction, this type of script provides a variety of conversation options. That way, sales reps can select the option they feel comfortable with.
What are the benefits of personal selling?
With the definition, types and characteristics of personal selling, you may be wondering: what are the benefits of this technique? Reflect on the following points…
1. Detailed explanation about the product
According to a survey by Think With Google , 53% of shoppers always conduct online research before purchasing to ensure they are making the best possible decision. With a personal sale, you have the chance to present your product or service in detail — and, if appropriate, give a demonstration.