What do you do if your sales approach isn't resonating with different types of customers?

When you're on the front lines of outside sales, you know that a one-size-fits-all approach rarely cuts it. Customers are diverse, and what resonates with one may not strike a chord with another. If you find that your sales pitch is falling flat, it's a clear sign that it's time to reassess and adjust your strategy. After all, your ability to connect with a wide range of customers is crucial to your success in outside sales. So, what do you do when your sales approach isn't hitting the mark with different types of customers? Let's explore some strategies to help you fine-tune your approach and enhance your sales effectiveness.

1 Assess Needs

To address a disconnect in your sales approach, begin by reassessing your understanding of your customers' needs. Engage in active listening during your conversations to uncover the unique challenges and pain points each customer faces. By tailoring your sales pitch to address these specific needs, you demonstrate empathy and build trust, which are key components in establishing a strong customer relationship. Remember, customers are more likely to be receptive to a solution that feels personalized and directly relevant to their situation.

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Lisa Litherland

Business Buyer | Impact Entrepreneur | CEO | People Leader | Growth Expert | Community Builder | Expert at Bringing out the Leader in Everyone | Inspirational Public Speaker
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It's critical to identify your ideal customer profile (ICP). Once you know who it is you want to sell to, you need to assess what problems they are facing. What keeps them up at night? What are they struggling with?

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Stephen M. Lesce, SHRM-CP

Compliance Services I Educating Business Owners l Preventative Health I SHRM-CP HR Certified Professional l Sales Leader l B2B l B2C l Entrepreneurship
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I ask my clients to ask the questions; "what is your biggest fear?" What is your biggest challenge?" That is a starting point for discussion.

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2 Adapt Style

Flexibility in communication style is essential when dealing with a variety of customers. Pay attention to verbal cues and body language to gauge a customer's personality and preferred interaction style. For analytical customers, focus on data and logical arguments. For more relational customers, prioritize building rapport and highlighting testimonials. By adapting your style to match the customer's, you increase the likelihood of your message resonating and leading to a successful sale.

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3 Offer Value

When your approach isn't resonating, it's crucial to reassess the value proposition you're presenting. Ensure that you're clearly communicating the benefits of your product or service and how it stands out from the competition. Customers need to understand the unique value you offer and how it will solve their specific problems or improve their situation. A strong value proposition can be the deciding factor that turns a skeptical prospect into a committed customer.

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Stephen M. Lesce, SHRM-CP

Compliance Services I Educating Business Owners l Preventative Health I SHRM-CP HR Certified Professional l Sales Leader l B2B l B2C l Entrepreneurship
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Keep in mind your value, and their perception, and ask yourself "What makes me different", and "Why should they care about me or my offerings?".

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4 Seek Feedback

Sometimes, the best way to refine your sales approach is by directly seeking feedback from customers. After a pitch, ask for their honest opinions on what worked and what didn't. This insight can be invaluable in understanding how different types of customers perceive your approach and what adjustments might be necessary. Use this feedback to continuously improve your sales techniques and better align with customer expectations.

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Stephen M. Lesce, SHRM-CP

Compliance Services I Educating Business Owners l Preventative Health I SHRM-CP HR Certified Professional l Sales Leader l B2B l B2C l Entrepreneurship
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Ask "How do think I did?", "Did we cover all your concerns?". "If I asked you, would you recommend me to your friends and family?"

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5 Leverage Training

Continuous learning and professional development are key to evolving your sales approach. Invest time in sales training programs that focus on selling to diverse customer types and overcoming common objections. These programs can provide new strategies and techniques that you might not have considered, empowering you to revamp your approach with fresh ideas and renewed confidence.

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6 Refine Approach

Finally, it's important to regularly refine your approach based on the collective experiences you have with various customers. Keep track of what strategies lead to successful outcomes and which ones fall short. Over time, you'll develop a more nuanced understanding of how to effectively communicate with different customer personalities and situations, leading to more consistent sales success.

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7 Hereâ€™s what else to consider

This is a space to share examples, stories, or insights that donâ€™t fit into any of the previous sections. What else would you like to add?

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What do you do if your sales approach isn't resonating with different types of customers?

1

2

3

4

5

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1 Assess Needs

2 Adapt Style

3 Offer Value

4 Seek Feedback

5 Leverage Training

6 Refine Approach

7 Hereâ€™s what else to consider

Outside Sales

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Directory

What do you do if your sales approach isn't resonating with different types of customers?

1

2

3

4

5

6

7

1 Assess Needs

2 Adapt Style

3 Offer Value

4 Seek Feedback

5 Leverage Training

6 Refine Approach

7 Hereâ€™s what else to consider

Outside Sales

Rate this article

Thanks for your feedback

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