Why is Face to Face Selling Important in a Time when Technology is Essay

Why is reflexion to Face Selling Important in a Time when Technology is Seemingly Important - Essay mannikinWhen you are starting out small, you are probably going to provoke to do a get by of selling in order to jump-start your furrow. Your effectiveness as a salesperson will be an absolutely critical factor in the success of your business. Later, as your business grows and prospers, you may be adapted to delegate more and more of the selling process to your employees. The majority of the products and services being sold business to business, as well as m any(prenominal) sold to consumers, guide a personal sales talk.Now, wholeness disadvantage of selling by telephone or any other high-tech means is the neediness of face-to-face contact (Wiersema, 1996). When you are sitting with a prospect, its much easier to read their body language. You can hitch the look on their face when their confused about something you said. You can see the delight when you hit a hot button for the m. You can read the shifts in their body as they respond to your every word. Non-verbal communicating is missing when you sell by phone or by e-mail.Selling over the phone or any other non face-to-face means puts you at a huge disadvantage because numerous studies have shown that 55% of what we communicate is non-verbal. This technique will give you back the advantage you might have lost. By asking questions that solicit a response from your prospect you will get an idea of whats going on inside the prospects mind.Another disadvantage of selling through high-tech gadgets is that it is somewhat like to traditional selling. traditionalistic selling entails the use of sales scripts that are both awkward and unnatural. Dozens of memorized closes, questions rigged with tie-down lines tricks the prospect into dictum yes, etc. This traditional selling sequence is contrived, and goes against natural flow of the prospect. And even when customers buy as a result of these high-pressure tacti cs, its not because they want the product but because they are cornered or frighten into the sale. On the contrary, selling face-to-face can get you into the mind of your prospect. Mind reading, as used ethically in sales and market, is simply the process of observing and utilizing natural human tendencies to sidestep the natural demurrer barriers that are obstacles in the sales process. In this manner, your prospect is a voluntary and willing participant, and becomes happily multiform in a buying decision that you have rendered painless and even enjoyable. The sales process becomes a matter of just providing only the specific information in the order and context that your unique prospects require to buy. Since youre going to your prospects natural flow, and using a selling sequence to which your prospect is naturally inclined, you eliminate any resistance. Selling couldnt be any easier.Further, face-to-face sales are one of the most original forms of marketing (Stone, 1997). In the past, door-to-door sales accounted for a significant percentage of sales for many companies. Companies like the awash(predicate) Brush Company, Avon, and others have had great success with face-to-face sales over the years, and continue to use door-to-door marketing today, expanding their sales around the world (Treacy, et