Why Salesperson should opt for proactive choices rather than reactive sideswipes

Why Salesperson should opt for proactive choices rather than reactive sideswipes

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Being proactive is not just a secret of highly successful people; it serves as a pathway for the best businesses and top salespeople to act in advance or anticipate the expected difficulties. The essence of being proactive is to be prepared to solve an issue even before it emerges. A salesperson with a proactive mindset has a lower chance of failure and has a significant impact through compounding effects. In contrast, in reactive situations, the business acts only when the problem hovers around them. It is imperative in today's world that businesses can no longer sit back passively and hope for problems or opportunities to knock at the door.

"To escape the curse of commoditization, a company has to be a game-changer, and that requires employees who are proactive, inventive and zealous," says Gary Hamel.

What is Proactive Selling?

Proactive selling is a sales strategy that authorizes the seller to take surveillance of the selling tactics rather than waiting for the probable customer to do so. Studies also recommend that being proactive and staying ahead of the game is the most significant and impactful model in the modern selling times. It means salesperson reaches out to customers much in advance to understand some of the critical pain points or problem statements and craft solutions much before customer decides to reach out to sellers in the market place with requirements.

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What is Reactive Selling?

On the other hand, Reactive selling is when a client questions the ability of the product or the situation demands to react (like during a pandemic). Then the Salesperson has to respond accordingly. Reactive sales would pertain to waiting for clients to come to you and create a sales process based on defined requirements when customer has also made up mind whom to offer the business at least 50% of the decision is already done.

Here are few tips to be proactive in selling:

  • Open the Discussion

    Actively solicit explanations and attention through your sales conversations. You may ask open ended and probing questions when interacting with potential customers. Promptly asking customers for feedback can also provide you helpful information.

  • Make Decisions Based on information

    Unlike reactive selling, proactive selling involves gathering of information about your customer, their requirements and a lot more information on how your competition is serving the market. Use this information to evaluate your unique selling points and build brand positioning that clearly differentiate your offering with respect to the competition. In this process salespeople are able to make some of the strategic decisions about customer segmentation, targeting and positioning.

  • Research and Strategize

    A considerable portion of proactive selling pertains to preparing, evaluating, and strategizing. For sales success, take the time to research design trends, promotional alternatives, and product marketing strategies.

Proactive vs Reactive selling. Which is the best way to sell?

Obviously, the choice is “Being Proactive”:

  • To develop trust issues, connections, and a healthy foundation for an extended association.
  • To ask possible questions and vigorously listen to specific requirements.
  • To target features and advantages towards those requirements.
  • To distinguish brands compared to the competition by generating an extraordinary edge.
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At ChalWalk we work with strategic sales people and put processes and systems in place to make selling through Proactive approach a success. To know more about our services please write to us on info@chalkwalkconsulting.com

  • Written by Admin, 10 August 2021

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