As you know, the sales funnel includes four levels:
Posted: Wed Jan 22, 2025 10:14 am
Passive sales are more suitable for the sale of goods of popular brands, exclusive or necessary for the normal life of the consumer.
awareness;
interest;
desire to acquire;
purchase.
A "lazy" sale can be made if the buyer is a complete list of unit mobile phone numbers database already interested in the product or wants to buy it. Only then will he go to the store, take the desired product from the counter himself and pay for the purchase. And the seller will continue to sit and wait for a new client.
In active trading, the specialist makes efforts from the very first level, when the consumer just learned about the company and the products offered.
Active and passive sales – differences:
Active sales Passive sales
The tasks of the seller Interest the client, identify the need, tell about the benefits of the product, work through objections, sell. At the consumer's request, consult him and sell him.
Buyer readiness Not ready to purchase the product. Ready to make a purchase.
Who are they suitable for? Companies whose products are not particularly high quality. And also little-known brands. For everyone who sells essential goods, exclusive or branded products.
Advantages No need for other advertising methods.
High efficiency. The client is not pressured or forced to buy goods.
Minimum costs for maintaining employees.
Flaws Excessive intrusiveness.
Success depends on the manager.
Long-term training of sellers. Additional advertising costs are required.
There is a high risk of losing a client.
How to recruit staff for passive sales
If you decide to focus on passive sales, remember that a buyer is:
Human. He reacts emotionally to different situations (he is happy, angry, irritated). Use his reactions wisely.
Your partner. Build relationships with him on mutually beneficial terms.
Friend of the company. Be friendly and compromise when necessary.
To successfully conduct passive sales, employees of commercial organizations must understand the importance of customer interaction principles.
Managers are the face of the company. Make special demands on them. Categories of sales personnel:
Sales manager
Sales manager
A specialist who performs the following tasks: establishes contact with the buyer, identifies needs, ensures satisfaction with the completed transaction, forms a customer base, enters the necessary information about buyers into it, interacts with consumers during PR events (promotions, holidays, etc.), conducts public presentations of products for suppliers and clients.
Telemarketer
Telemarketer
An employee of a company whose responsibilities include: handling complaints, informing the target audience about services or goods, conducting trade on the Internet or by phone, determining customer needs, adjusting pricing, and monitoring the market. In addition, telemarketers deal with trade documents: preparing receipts, acceptance certificates, invoices, bills, etc. They are well versed in the specifics of the products sold, know their unique advantages, and the specifics of demand in a particular market or region.
The main advantage of telemarketers is that they do not require visual contact with the buyer; they can successfully conduct negotiations over the phone. Such specialists are able to identify needs without even seeing people's reactions to their offers.
awareness;
interest;
desire to acquire;
purchase.
A "lazy" sale can be made if the buyer is a complete list of unit mobile phone numbers database already interested in the product or wants to buy it. Only then will he go to the store, take the desired product from the counter himself and pay for the purchase. And the seller will continue to sit and wait for a new client.
In active trading, the specialist makes efforts from the very first level, when the consumer just learned about the company and the products offered.
Active and passive sales – differences:
Active sales Passive sales
The tasks of the seller Interest the client, identify the need, tell about the benefits of the product, work through objections, sell. At the consumer's request, consult him and sell him.
Buyer readiness Not ready to purchase the product. Ready to make a purchase.
Who are they suitable for? Companies whose products are not particularly high quality. And also little-known brands. For everyone who sells essential goods, exclusive or branded products.
Advantages No need for other advertising methods.
High efficiency. The client is not pressured or forced to buy goods.
Minimum costs for maintaining employees.
Flaws Excessive intrusiveness.
Success depends on the manager.
Long-term training of sellers. Additional advertising costs are required.
There is a high risk of losing a client.
How to recruit staff for passive sales
If you decide to focus on passive sales, remember that a buyer is:
Human. He reacts emotionally to different situations (he is happy, angry, irritated). Use his reactions wisely.
Your partner. Build relationships with him on mutually beneficial terms.
Friend of the company. Be friendly and compromise when necessary.
To successfully conduct passive sales, employees of commercial organizations must understand the importance of customer interaction principles.
Managers are the face of the company. Make special demands on them. Categories of sales personnel:
Sales manager
Sales manager
A specialist who performs the following tasks: establishes contact with the buyer, identifies needs, ensures satisfaction with the completed transaction, forms a customer base, enters the necessary information about buyers into it, interacts with consumers during PR events (promotions, holidays, etc.), conducts public presentations of products for suppliers and clients.
Telemarketer
Telemarketer
An employee of a company whose responsibilities include: handling complaints, informing the target audience about services or goods, conducting trade on the Internet or by phone, determining customer needs, adjusting pricing, and monitoring the market. In addition, telemarketers deal with trade documents: preparing receipts, acceptance certificates, invoices, bills, etc. They are well versed in the specifics of the products sold, know their unique advantages, and the specifics of demand in a particular market or region.
The main advantage of telemarketers is that they do not require visual contact with the buyer; they can successfully conduct negotiations over the phone. Such specialists are able to identify needs without even seeing people's reactions to their offers.