This article distinguishes proactive selling from reactive selling and illustrates the technique and benefits associated with proactive selling.
Are you getting nos bleed from customers saying no too often? Try asking questions that cant be answered with a no. Try proactive selling.
Reactive Selling
Much of the time, we adopt a reactive posture with our customers. We lob a statement or benefit over the fence and wait for the customers to respond to the statement or benefit. Then we react to their response. Reactive statements include:
Im calling to see if theres anything we can help you out with today. lob wait The response usually is No, not today. Thank you. Our reaction is Well, if something comes up.
Last week I sent you our line card and Im following up to see if youve received it. lob…wait… The response usually is Yep. But I dont need anything… or I dont remember. Our reaction is, Well, if something comes up…
At the very best, many reactive sales calls end with the rep not the customer doing something. Reactive sales calls result in the rep sending literature or setting up another phone...
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