Post by account_disabled on Mar 7, 2024 1:36:52 GMT -5
Main differences between passive selling and active selling Active and passive selling represent very different approaches within the sales process, each of which has its own characteristics and strategies. Therefore, it is important to know them individually, considering that their conceptualization and main characteristics directly interfere in the choice process. In general, find out below what are the main differences between the sales methodology and its applicability. Contact initiative in active and passive sales It is very common for most companies to choose to use a sales script for active and passive selling. However, this fact does not change the question of the contact initiative and where it comes from in each of the approaches. Therefore, it is worth highlighting that in active selling, the salesperson is responsible for taking the initiative in the first contact with the customer, acting proactively, even before any interest is expressed. Therefore, it is necessary to get in touch so that the potential customer can learn about the company, products and services. In the case of passive selling, the approach is different. The salesperson waits for customers to express interest or initiate contact, responding to queries as well as requests that appear.
Therefore, it is called “passive”, as there is a receiving relationship. Control of the sales process Regardless of your company's market size , it is necessary to have complete control over the sales process to avoid failures and absences that were not previously noticed. Therefore, in active and passive selling there is a great difference during this process. In active selling, salespeople have greater control over the Chinese Student Phone Number List sales process, being able to decide when, how and who to approach. Therefore, they have greater freedom, but they also need to pay more attention to identifying prospects with a high conversion potential. In passive selling, in turn, control is in the hands of the customer, considering that they are responsible for choosing when and how they will begin their purchasing process. Response time Response time is an element that is very present in the lives of companies, being crucial in defining how long a sales cycle will be , in addition to directly influencing the strategies that will be used to continue the commercial exchange in active and passive sales. In active sales, for the most part, it is possible to observe immediate responses and greater proactivity on the part of sellers. Meanwhile, in passive selling, it is possible that there will be a longer response, considering that sellers wait for the customer's initiative.
Customizing the approach Generally, the approaches adopted by companies cover customer pain as a central theme that will guide the personalization of a sales process. Furthermore, many consumers prefer that organizations have this attention and can personalize contact based on the data they have. Therefore, in active selling, in most cases, it is possible to find a more personalized approach, where sellers adapt their messages according to the specific needs presented by each customer. In passive selling, however, there is less capacity for personalization, focusing on general customer information. Interactivity with the customer in active and passive sales Interactivity with the customer, and the way it happens, is a fundamental element in active and passive selling. After all, it is necessary to get the tone of the conversation right to keep the environment pleasant and, consequently, be able to attract leads to the proposed products and services offered. In active selling, interactivity must be more direct and engaging on the part of sellers, where it is often necessary to start conversations, make presentations and deal with objections. In the case of passive selling, the process is a little different. Engagement is more reactive, with salespeople responding to specific customer requests.
Therefore, it is called “passive”, as there is a receiving relationship. Control of the sales process Regardless of your company's market size , it is necessary to have complete control over the sales process to avoid failures and absences that were not previously noticed. Therefore, in active and passive selling there is a great difference during this process. In active selling, salespeople have greater control over the Chinese Student Phone Number List sales process, being able to decide when, how and who to approach. Therefore, they have greater freedom, but they also need to pay more attention to identifying prospects with a high conversion potential. In passive selling, in turn, control is in the hands of the customer, considering that they are responsible for choosing when and how they will begin their purchasing process. Response time Response time is an element that is very present in the lives of companies, being crucial in defining how long a sales cycle will be , in addition to directly influencing the strategies that will be used to continue the commercial exchange in active and passive sales. In active sales, for the most part, it is possible to observe immediate responses and greater proactivity on the part of sellers. Meanwhile, in passive selling, it is possible that there will be a longer response, considering that sellers wait for the customer's initiative.
Customizing the approach Generally, the approaches adopted by companies cover customer pain as a central theme that will guide the personalization of a sales process. Furthermore, many consumers prefer that organizations have this attention and can personalize contact based on the data they have. Therefore, in active selling, in most cases, it is possible to find a more personalized approach, where sellers adapt their messages according to the specific needs presented by each customer. In passive selling, however, there is less capacity for personalization, focusing on general customer information. Interactivity with the customer in active and passive sales Interactivity with the customer, and the way it happens, is a fundamental element in active and passive selling. After all, it is necessary to get the tone of the conversation right to keep the environment pleasant and, consequently, be able to attract leads to the proposed products and services offered. In active selling, interactivity must be more direct and engaging on the part of sellers, where it is often necessary to start conversations, make presentations and deal with objections. In the case of passive selling, the process is a little different. Engagement is more reactive, with salespeople responding to specific customer requests.