There is a significant difference in the 2 major approaches to selling:
- Theoretical Selling: Can be otherwise referred to as a textbook approach to sales that has been around for many years. Theoretical selling has a tendency to lack a flexible point of view and usually fails to address the issues that the prospect is faced with. Further, it does not use the guidelines of effective interviewing. Many times this approach to selling fails to discover what the prospect is truly looking for. It’s easy to teach or learn but lacks the personal interface that comes with the conceptual approach to selling.
- Conceptual Selling: Allows for constant flexibility. It’s all about discovering and having a constructive interface with a prospect so you can come to a conclusion of what they actually want. Conceptual sales begin with a comfortable conversation which is called interview selling.
- Interview Selling: Refers to the way a salesperson applies a flexible system of interviewing a prospect. The interview selling approach I use is a 70/30 rule where you should be listening 70% of the time and asking effective questions 30% of the time. Until you determine if the prospect has a need for what you’re selling never venture into the selling scenario.
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