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Selecting a sales tecnique



There are two basic techniques for selling: the canned sales presentation and the need-satisfaction approach. The canned sales presentation is a memorized, repetitive presentation given to all customers interested in a particular item.
This approach does not adapt to customer needs or traits but presumes that a general presentation will appeal to all customers,  Although the method has been criticized for its inflexibility and non-marketing orientation, it still retains some value:
Logically. inexperienced salespeople who are lacking in selling instict and confidence will benefit from the professionalism anticipation of question and objections, and other fail-sale mechanisms that are often inherent in a company prepared memorized, audiovisual, or flip chart presentation consequently, this method should be considered when qualified new salespeople are scarce and when brevity of training is essential.
The need-satisfaction approach is a higher—level method based on the principle that each customer has different characteristics and wants, and therefore the sales presentation should be adapted to each individual consumer, With need satisfaction, the salesperson first asks questions of the consumer, such as: What type of product are you looking for? Have you ever purchased this product before? What price range are You considering? Then the sales presentation can be more responsive to the particular customer, Under this method a new shopper would be treated quite differently from an experienced shopper.  The need-satisfaction approach is the most popular and Customer—oriented technique: however, it requires more training and better-skilled sales personnel.
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