Proactive Selling

MRR and PLR Articles Pack

Below is a MRR and PLR article in category Business -> subcategory Sales.

AI Generated Image

Proactive Selling: Enhancing Your Sales Approach


Word Count:

465

Summary:

This article highlights the difference between proactive and reactive selling, detailing techniques and benefits of adopting a proactive approach.

Keywords:

sales, selling, customers, customer service, communication, value

---

Are you tired of hearing "no" from your customers? Consider asking questions that eliminate the possibility of a negative response?"embrace proactive selling.

Understanding Reactive Selling

Often, our sales tactics are reactive. We present a statement or benefit and wait for the customer's reaction, like this:

- "I'm calling to see if there's anything we can assist you with today."
- Response: "No, not today. Thank you."
- "I sent you our line card last week and wanted to ensure you received it."
- Response: "Yes, but I don't need anything right now."

In both cases, the salesperson ends up doing extra work, like sending more information or scheduling another call, without any assurance of advancing the sale. Reactive selling means losing control of the conversation and missing opportunities for impact.

Adopting Proactive Selling

Shift the dynamic by asking open-ended, specific questions:

- "How familiar are you with our Pro-Act registry service?"
- "What do you know about our Inventory Elimination service?"
- "Are you aware of the extensive inventory we stock?"

These questions not only engage the customer but also help you maintain control over the conversation and assess their needs effectively?"even during cold calls.

General Tips for Proactive Selling


- Start with Value: Begin calls with a clear Initial Value Statement.
- Engage Decision-Makers: Ensure you're speaking with the person authorized to make purchasing decisions.
- Respect Timing: Always ask if it’s a convenient time for a conversation.
- Show Appreciation: If they’ve done business with you before, thank them for their loyalty.

Conclusion

Proactive selling may not suit every situation or customer, but it can significantly reduce the frequency of rejections. When faced with persistent "nos," transition to a proactive approach.

_For more insights, explore "Planning for Success," part of Entelechy's High-Performance Sales program. Discover over 40 modules and tools at www.unlockit.com._

Terence R. Traut is the president of Entelechy, Inc., specializing in unlocking organizational potential through tailored sales, management, and customer service training programs. Contact Terence at 603-424-1237 or ttraut@unlockit.com.


You can find the original non-AI version of this article here: Proactive Selling.

You can browse and read all the articles for free. If you want to use them and get PLR and MRR rights, you need to buy the pack. Learn more about this pack of over 100 000 MRR and PLR articles.

“MRR and PLR Article Pack Is Ready For You To Have Your Very Own Article Selling Business. All articles in this pack come with MRR (Master Resale Rights) and PLR (Private Label Rights). Learn more about this pack of over 100 000 MRR and PLR articles.”