The difference between soft and hard selling

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Soft selling is characterized by a more flexible approach to the client and a less assertive style of communication with him. The process preceding the conclusion of the deal is built on finding out the obvious and hidden needs of the potential buyer. Hard selling is characterized by conducting a dialogue with the client in a direct and persistent manner. That is, it is aimed at encouraging a person to buy a product in a short time, touching on his emotions, causing a stir. In hard selling, the manager draws the buyer's attention to the advantageous characteristics of the product, openly declaring his desire to sell.

Let's look at an example. You are in the saudi arabia phone number example process of choosing between two companies whose services you are interested in. A representative of one of the companies works with you according to a familiar scenario: first of all, he insistently asks you to devote time to him for a telephone conversation. You understand that the manager's next step will be to send you a commercial proposal with a presentation of the product or service, and then he will send you a request to formalize the transaction.

The representative of the second company acts differently: you observe some activity under your business posts, for example, on Facebook, which indicates that the manager is studying the specifics of your organization. Then he contacts you via some messenger, clarifying possible questions. And only then agrees on a meeting or a phone conversation to demonstrate an individual offer. He spends much more time on the entire process than the first manager. But you understand that this approach guarantees the most suitable offer both in quality and in finance. Which of these two managers would you continue to cooperate with?

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In everyday business life, we very often encounter hard sales. Therefore, we know very well that the manager wants to sell his goods as quickly as possible. In the case of soft sales, the desire to build high-quality partnership relations with the client becomes more important for him. You are not forced to buy here and now, they interact with you, personally selecting the best options.

Unlike hard sales, where the manager works for the number of deals, soft sales build the foundation for long-term cooperation based on the client's trust. Impulsive purchases are often made when using hard sales. Yes, they are effective, but not always and not in all areas. Excessive persistence of the manager can cause mistrust between him and the consumer.

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Of course, you can give many examples from your own experience. When you were offered to buy some product, without even focusing on your opinion or explaining the value of the product to you. A thoughtful approach of the seller gives confidence that the purchase will fully satisfy your needs and will become a truly profitable purchase. So, soft sales have a higher efficiency.