- Selling is the process of exchanging a product or service for money, and it involves convincing a customer of the value and benefits they will receive. Both products (tangible goods) and services (intangible actions or expertise) are sold through a process that includes identifying customer needs, presenting the offering, and closing the deal. The key difference is that products are physical items, while services are an exchange of time, skill, and expertise.
- Examples: A new phone, a car, or a piece of clothing.
- Sales process: Often focuses on features and benefits, and the sales cycle can be faster because the value is more obvious.
Service selling- What it is: Selling a skill, expertise, or an intangible action.
- Examples: Consulting, legal advice, a haircut, or cloud-based software subscriptions.
- Sales process: Involves understanding a customer's specific needs to provide a customized solution. This can lead to deeper customer relationships and a longer sales cycle.
Key principles of selling- Regardless of whether it's a product or service, the core of selling is demonstrating the value and how it solves a customer's problem or fulfills a need.
- Thoroughly understand the features and benefits of what you are selling.
- Research and listen to your potential buyers to identify their needs and tailor your pitch accordingly.
- Establish a good rapport and present yourself as an expert to build confidence in your offering.
- https://salesman.com/wp-content/uploads/2023/02/Selling-made-simple-Will-Barron-Version-1-1.pdf
- https://www.uschamber.com/co/grow/sales/differences-in-selling-products-and-service
- https://dl.icdst.org/pdfs/files4/18bcb8aa74b895fc3fef565bf408ed58.pdf
- https://www.researchgate.net/publication/335989351_THE_ART_OF_SELLING
- https://info.clickintelligence.co.uk/hubfs/PDF-Download
- https://cdn.bookey.app/files/pdf/book/en/sell-or-be-sold.pdf
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