| Hard selling is when you go straight to the point | | | | buyer is a very important part of selling. You will |
| and start to try to sell your product without any | | | | not only make a sale on the initial product you will |
| finesse. It is simply telling your prospective buyer | | | | build confidence in your buyer. When the buyer |
| that he should buy your product. Now this | | | | has confidence, they will very likely purchase |
| hard-core approach may work in some instances | | | | another related product from your company. If |
| but the majority of your prospective buyers will | | | | you use hard sell you cannot build this all-important |
| be put off the sale by this approach. Here are 10 | | | | relationship. Ultimately you will lose not only the |
| good reasons to change your sales tactics. | | | | initial sale but also a valuable long-term customer. |
| 1. People hate being sold to: hard sell will bring out | | | | 7. Soft sell will allow the reader to make his own |
| the worst in people. When aggressive sales | | | | decision without being pushed into a sale. As |
| techniques are used this will prompt the | | | | mentioned people do not like to be sold to, they |
| prospective buyer to be aggressive as well and | | | | do not want to feel that someone is dictating to |
| act negatively to the sales person. Pretty soon | | | | them and telling them that they have to buy |
| they are ready to argue with you and you know | | | | something. Most people want to feel that they |
| the sale is completely lost. | | | | are making their own decisions and soft sell will do |
| 2. Hard sell will intimidate your prospective buyer: | | | | this for them. |
| This sales tactic will intimidate some buyers and | | | | 8. Soft sell always outsells hard sell: it is a proven |
| again cause them to have less interest in the sale. | | | | fact that soft sell always outsells soft sell. This is |
| Intimidation will again give your prospective buyer | | | | because people can be persuaded but do not like |
| negative feelings towards the sale. They will not | | | | to be forced into a sale. Hard sell is literally pushing |
| have a very good feeling about your company | | | | your product at your prospective customer and |
| when they see the sort of sales people you hire. | | | | not giving them a chance to say no. Soft sell on |
| This is another factor that will cause you to lose | | | | the other hand is offering your prospective buyer |
| the sales | | | | a product and allowing them to make the decision |
| 3. Hard sell makes you sound desperate to sell | | | | to buy. |
| and this will always put off your buyer. The buyer | | | | 9. It is easier and more enjoyable to use soft sell |
| can sense when the sales person is desperate to | | | | tactics: soft sell will allow you to use more sales |
| sell a product to them. The buyer wonders why | | | | strategies. It is a more enjoyable way to sell |
| the seller is so desperate and is immediately | | | | because you can talk to the customer, |
| suspicious. This suspicion will turn into mistrust of | | | | demonstrate benefits and build up a good rapport |
| the truth in what the sales person is saying. The | | | | with your prospective buyer. It is more enjoyable |
| buyer will very likely not buy the product. | | | | to talk with your buyer and get to know him |
| 4. Hard sell in sales copy will often use hype and | | | | rather than pushing a sale on him. |
| prospective buyers can see right through this. | | | | 10. Soft sell is a powerful way of pre selling |
| Prospective buyers are savvier than they were | | | | products and warming your customer for the |
| and will not put up with hype. They want the | | | | sale. When you warm your prospective buyer for |
| facts not some pie in the sky promise. If sales | | | | the sale, you will be far more successful in selling |
| copy tries to push the sale with this type of | | | | your product or service. People like to know more |
| tactic there will be no sale. | | | | about products before they buy and pre selling will |
| 5. Prospects need a reason to buy: hard sell does | | | | allow you to do this for them. |
| not allow time to explain benefits and what the | | | | Hard sell rarely works because of the above |
| prospective buyer can expect from the product. | | | | reasons. Additionally there is a stereotype of the |
| Hard sell usually uses features rather than | | | | pushy sales person using hard sell tactics. When |
| benefits. Benefits are the reason for a customer | | | | hard sell is used this image comes into the |
| to buy. You must answer the quest on every | | | | prospects mind and prevents them from |
| prospective buyers mind "What's in it for me?" | | | | accepting the sale. In this way you will lose many |
| 6. You need to build rapport with prospective | | | | sales. |
| buyers: building a relationship with your potential | | | | |