A good salesperson is all about technique. Knowing what does and doesn’t work for customers can make a difference for the company’s bottom line. One selling technique that always seems to work is challenging the status quo. Most see the sales process as linear, but it’s really not.
A majority of people think the prospect of a sale has to end at some point with the customer choosing either you or your competitor. But that isn’t true because there’s always the option of “no decision.” Challenging the status quo can cause your sales prospect to see that change and adopt your solution (or buy your merchandise).
One technique that doesn’t work is selling the benefits of a product. If you start your conversation with a customer talking about the benefits instead of features, you’re skipping the step of establishing a buying vision and why the customer needs to change to your product.