Everything You Need to Know about Soft Selling
A soft sell is a sales strategy that uses subtle and casual tactics to build a relationship with a buyer over time to eventually persuade them to make a purchase.
HubSpot contributor Lestraundra Alfred has published a comprehensive article on soft selling.
She says, “Consumers are becoming increasingly skeptical of media, advertising, and being “sold” to — with just eight percent of the population believing advertising can be trusted. How can sales reps move beyond the stereotype of being seen as pushy or aggressive and build trust with skeptical prospects? By knowing when and how to implement a soft selling approach.
Let’s walk through seven techniques you can use to facilitate the soft sell.
1. Do your research.
First, learn as much as you can about the prospect’s current challenges and point of view. This will help you determine if the product or service you are offering is a good fit, and will enable you to make the best recommendation possible.
For example, if you work in B2B beverage dispenser sales and typically sell to corporate offices, take time to do adequate industry research before pursuing a prospect who manages a coworking space.”
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